HVAC Territory Manager

Job Description:

Since 1953, Ferguson has been a source of quality supplies for a variety of industries. Together We Build Better infrastructure, better homes and better businesses. We exist to make our customers’ complex projects simple, successful, and sustainable. We proactively solve problems, adapt and grow to continuously serve our customers, communities and each other. Ferguson, a Fortune 500 company, is proud to provide best-in-class products, service and capabilities across the following industries: Commercial/Mechanical, Facilities Supply, Fire and Fabrication, HVAC, Industrial, Residential Trade, Residential Building and Remodel, Waterworks and Residential Digital Commerce. Ferguson has approximately 36,000 associates across 1,700 locations. Ferguson is a community of proud associates who operate with the shared purpose of building something meaningful. You will build a career that you are proud of, at a company you can believe in.

The Opportunity

Ferguson is seeking a driven HVAC Territory Manager to support and grow our HVAC business across the Harrisonburg market. As part of our continued investment in HVAC—one of Ferguson’s fastest‑growing and most strategic customer groups—this role plays a key part in expanding our presence with residential and light commercial contractors in a highly fragmented, opportunity‑rich market!

This is a field‑based, customer‑facing sales role responsible for building strong contractor relationships, identifying growth opportunities, and delivering solutions that help customers run more profitable, efficient businesses. You’ll be backed by Ferguson’s national scale, supply chain strength, and vendor partnerships, while shaping HVAC growth locally.

This base + uncapped commission role includes an auto allowance, company‑provided cell phone and laptop, T&E card, and an estimated total compensation range of $80,000-$150,000+, based on performance and experience. Must reside in or be willing to relocate to the (Harrisonburg, VA).

Responsibilities

• Own and grow an assigned HVAC territory by building strong, trust‑based relationships with residential and light commercial HVAC contractors

• Identify and pursue new business opportunities while expanding existing customer relationships

• Serve as a consultative partner by understanding contractor workflows, job requirements, and growth goals, and recommending HVAC equipment, systems, and solutions

• Collaborate with branch teams, vendor partners, and internal specialists to ensure accurate quoting, smooth execution, and reliable fulfillment

• Analyze territory performance, market trends, and competitive activity to implement effective sales strategies

• Maintain accurate pipeline and customer activity in CRM tools

• Continue to build product knowledge and stay up to date on HVAC technologies, regulatory changes and market trends

What Success Looks Like

• Consistent growth of HVAC revenue and margin within the assigned territory.

• Increased penetration of targeted customer segments and successful onboarding of new HVAC accounts.

• Strong customer satisfaction, repeat business, and long-term account retention.

• Effective territory planning, disciplined pipeline management and follow-through.

• Establishing Ferguson as a trusted, go-to HVAC partner in the local market

Qualifications

• 2–3+ years of experience in outside sales, account management, or a customer‑facing role within HVAC, construction, building materials, or a related industry

• Exposure to the HVAC industry with an understanding of—or the ability to quickly learn—HVAC equipment, systems, and contractor workflows

• Experience selling to residential and/or light commercial contractors; dual‑trade exposure is a plus

• Proven ability to build relationships, manage a territory, and drive growth through consultative selling

• Strong communication, organization, and time‑management skills

• General digital proficiency, including CRM tools and Microsoft Office

At Ferguson, we care for each other. We value our well-being just as much as our hard work. We are committed to a holistic approach towards benefits plans and programs that support the mental, physical and financial well-being of our associates. Our competitive offering not only includes benefits like health, dental, vision, paid time off, life insurance and a 401(k) with a company match, but our associates also enjoy additional meaningful and inclusive enhancements that are adaptable to their diverse situations and needs, including mental health coverage, gender affirming and family building benefits, paid parental leave, associate discounts, community involvement opportunities and more!

Ferguson complies with all wage regulations. The starting wage may be higher in certain locations based on local or state wage requirements.

The Company is an equal opportunity employer as well as a government contractor that shall abide by the requirements of 41 CFR 60-300.5(a), which prohibits discrimination against qualified protected Veterans and the requirements of 41 CFR 60-741.5(A), which prohibits discrimination against qualified individuals on the basis of disability.

Ferguson Enterprises, LLC. is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity.

Equal Employment Opportunity and Reasonable Accommodation Information