Accounts Receivable Manager

Job Summary

The Commercial Territory Manager develops contractor relationships, expands market share and drives profitable sales growth in commercial HVAC and refrigeration. Serving contractors in commercial buildings, retail, foodservice, grocery, healthcare, education, cold storage and industrial markets, this role identifies opportunities in new construction, facility expansion, service and equipment replacement. The Territory Manager connects customers with Crescent’s products, technical specialists and manufacturer resources.

Key Responsibilities

Credit Risk and Policy

- Lead credit and collections activities to support profitable sales, improve cash flow, and minimize bad-debt exposure.

- Own and enforce the credit risk policy; approve applications and set credit limits within delegated authority.

- Assess customer creditworthiness using payment history, financial information, industry resources, and credit associations.

- Review payment terms and collaborate with the COO and CFO on policy exceptions.

- Maintain compliance with applicable credit and collections requirements and oversee lien-waiver processes.

Collections and Accounts Receivable

- Direct daily collections and personally manage escalated, complex, or high-risk accounts.

- Monitor credit holds, authorize releases, and negotiate documented payment plans within established limits.

- Refer delinquent accounts to collection agencies or legal counsel and manage returned or dishonored payments through resolution.

- Resolve disputes, deductions, short payments, unapplied cash, aged small balances, and customer credit balances.

- Ensure invoices are processed and posted accurately and promptly each business day.

Team Leadership

- Lead, coach, and develop the Accounts Receivable team to meet department objectives and service standards.

- Set responsibilities, performance expectations, escalation procedures, and balanced account portfolios.

- Monitor performance, provide feedback, and maintain cross-training, coverage, and documented procedures.

Reporting and Controls

- Prepare monthly credit-risk reporting and performance metrics covering aging, exposure, collections, disputes, problem accounts, and productivity.

- Review customer tax status and approve authorized address, account, and sales-tax changes.

- Respond to credit-reference requests and maintain accurate account records and supporting documentation.

- Ensure compliance with company policies, internal controls, and applicable legal requirements.

Customer and Cross-Functional Partnership

- Maintain professional customer relationships while enforcing approved credit terms and collection expectations.

- Resolve billing, credit, tax, return, deduction, and account issues with customers, Sales, branches, Finance, and other departments.

- Promote e-invoicing, electronic payments, and approved payment portals.

- Communicate material credit risks, collection concerns, and recommended actions to business leaders.

Process Improvement

- Evaluate and improve credit, collections, invoicing, and accounts receivable processes for efficiency, accuracy, control, and customer service.

- Use systems, automation, and reporting tools to improve productivity and support implementations and upgrades.

Qualifications

Experience & Qualifications Required

- Bachelor’s degree in accounting, finance, business administration, or a related field, or equivalent education preferred.

- Ten or more years of progressively responsible commercial credit, collections, or accounts receivable experience, including team leadership.

- Strong knowledge of credit analysis, collections, accounts receivable operations, risk management, and internal controls.

- Experience with ERP and accounts receivable automation systems (Infor CloudSuite Distribution, TermSync, Esker, Wholesail, preferred).

- Proficiency with Microsoft 365 applications and intermediate or greater Microsoft Excel skills.

Preferred

- Credit Business Associate certification from the National Association of Credit Management.

- Master’s degree in business administration, accounting, finance, or a related field.

- Experience in distribution, wholesale, construction-related, or multi-branch operations.

- Experience improving or automating credit, collections, invoicing, or accounts receivable processes.

Core Competencies

- Credit-risk assessment and financial judgment

- Collections and customer relationship management

- Team leadership and employee development

- Negotiation, communication, and conflict resolution

- Analysis, problem-solving, and attention to detail

- Collaboration, adaptability, accountability, and continuous improvement

- Strong communication, prioritization, judgment, confidentiality, adaptability, and cross-functional collaboration skills.

Physical Demands & Work Environment

Regular travel to contractor offices, commercial facilities and job sites is required. Visits may involve rooftops, mechanical rooms, outdoor weather and temperatures outside normal office ranges. Employees must follow applicable site safety requirements. Occasional trade shows, training and customer events may occur outside standard hours.

Benefits

We also offer an exceptional benefits package to our people, including:

- Rich and affordable medical and dental plans

- HSA plan with employer contribution

- Free coverage for Vision Insurance

- Free Long-Term Disability, Life Insurance, Hospital Indemnity, Critical Illness, EAP, Identity Theft

- 401(k) with company match and profit sharing

- Tuition reimbursement

- PTO

- Paid Holidays

- Quarterly bonus for all employees based on company performance

- Wellness program

- And more!

Work Schedule

Monday–Friday; occasional evenings or weekends as business needs require.