POSITION PURPOSE & SCOPE

The National Sales Manager – HVAC and Manufacturing (NSM) is responsible for leading and managing sales, marketing, and business activities to achieve profitable sales and market share growth in the space and machine cooling markets. The leader will develop annual sales plans for the space and machine cooling markets and assist in developing strategic plans. The NSM HVAC and Manufacturing will ensure the operating plan is achieved by executing the plan initiatives. The NSM HVAC and Manufacturing will assess, maintain and enhance sales channels with the overall objectives to ensure business growth and improve sales execution. The leader will make sure that the Channel he’s responsible for will implement all field sales initiatives to establish and strengthen relationships with strategic accounts. The NSM HVAC and Manufacturing will drive sales initiatives by collaborating with leaders in all areas of the organization, including Engineering, Manufacturing, Finance, and Marketing.

Principal Accountabilities

P&L

Drive $300+ million in annual sales
Profitably grow sales
Achieve price and margin objectives
Meet monthly and quarterly goals
Achieve monthly and annual selling expense plan

Strategy

Assist in maintaining a strategic plan to optimize focus and resource allocation. Develop creative and effective sales initiatives to achieve the strategic plan objectives

Assist in maintaining product plans for open towers, fluid coolers, and dry coolers. Develop creative and effective new product launch strategies with Marketing, including sales tools, shows, public relations, and training.

Leadership

Manage, coach and mentor a team of 6 Regional Sales Managers by developing effective goals
Ensure accountability by recognizing achievements and implementing improvement plans

Develop customer relationships that capture new opportunities and meet sales and margin goals
Track, individual sales, price and margin objectives. Report results by product type and category, including after-market parts, with emphasis on the results of new products.
Collaborate with peers in Quality, Operations and Engineering to drive initiatives that support sales or margin goals.

Sales Channel Management

Drive initiatives for evaluating performance, training, coaching, objective setting, and identifying new representation, as required.
Identify improvement opportunities and develop business cases to support them, including options and alternatives.

Sales Execution

Develop and implement individualized objectives for Regional Sales Managers and independent sales representatives. Goals include sales, price realization, new products development, marketing and customers education, personnel development and succession planning.
Drive initiatives to increase performance of Regional Sales Managers and independent sales representatives.

Manage direct relationships with end users, key contractors and specifying engineers.

Marketing

In conjunction with Marketing, establish and maintain a strategy for realizing price growth. Measure price realization by product and implement initiatives to enhance it, as needed.
In collaboration with Marketing and the Sales Channel, research, analyze and recommend new marketing and product initiatives.

Provide feedback to Marketing about products, programs and communications to ensure they meet the needs of customers and the Sales Channel.
Assist product and marketing initiatives with competitive insights and data.
Lead and manage the HVAC Representative Advisory Board by maintaining regular meetings and effectively collecting feedback.

Nature and Scope

This position reports to the Director of Sales, North America. The Sales Manager HVAC and Manufacturing North America will regularly interact with the Director, Head of Sales and Business Development Americas and the Vice President / Managing Director Americas and their direct reports. The individual will occasionally interact with the President of Baltimore Aircoil and their direct reports.

Knowledge & Skills

Bachelor’s degree in engineering, or equivalent experience. MBA preferred.
Minimum of 10 years of sales management experience in a comparable industry, with a proven track record of sales and margin growth.
Minimum of 5 years of experience managing independent sales representatives
Working knowledge of HVAC systems and applications. Evaporative cooling experience helpful.
Proven ability to develop strategic plans while simultaneously driving operational objectives
Proven success in vision setting, consensus building and collaborating with cross-functional staff and teams in a fast-paced, results-driven organization.
Excellent communication skills with independent representatives, senior executives and large audiences.
Demonstrated ability to succeed in ambiguous situations.
Proven ability to articulate vision, inspire and influence internal and external stakeholders.
Ability to understand the organization's strategic objectives and teach, develop and inspire others for the achievement of those strategic objectives.

Competencies

Strategic acumen: Understands strategies and can execute and deliver results to support them.
Sense of urgency and agility: Ability to operate with a high sense of urgency, operating steadily, efficiently and effectively to lead and execute initiatives in parallel in a fast-paced environment.
Technical knowledge and expertise: Strong grasp of products, their applications and their value to customers. Ability to translate the technical aspects of our products and processes into compelling value statements for customers and stakeholders.
Business Knowledge: Understands the key business drivers and unique needs of BAC customer groups and channel partners.
Communication skills: Can clearly and compellingly articulate the value BAC offerings to key markets and customers in various formats, written, oral and visual.
Leadership: Confident, mature and emotionally intelligent with the ability to inspire others to perform at a high level in a fast-paced, multitasking environment. A proven track record of leading projects and teams that successfully achieve milestones and complete deliverables.
Results-Oriented: A driver who possesses the ability to act and implement solutions in a timely manner, in parallel, in high-pressure fast-paced environment.
Problem Solving: A creative yet pragmatic and practical problem solver who develops solutions that delight customers and enable channel partners to succeed. Methodical, hands-on and detail oriented.
Analytical Thinking and Decision-Making: Ability to understand market trends/issues and develop marketing and business strategies to mitigate risk and leverage opportunities. Thoroughly and logically evaluates issues and acts decisively without over-analyzing. Applies an appropriate amount of analysis to achieve business objectives.
Execution mentality: Excellent planning, execution and people management skills for fast, efficient and effective management of teams to deliver results.
Software proficiency: Excellent software skills including Microsoft Excel and PowerPoint. Comfortable leveraging Social Media Platforms, including Facebook, LinkedIn, Twitter and YouTube.
Teamwork: A team player and team builder, receptive to ideas from others. Shares information and keeps team members and partners informed. Works effectively with others to overcome challenges.
Interpersonal skills: Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as a diverse work force. Leverages the talents of other team members and departments to achieve objectives.
Ethics: Highest level of professional integrity and honesty as well as personal credibility.

WORKING CONDITIONS

This position requires up to 60% travel. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. While performing this job, the employee is regularly required to stand and walk up to 30% of the time. This position requires occasional lifting up to 40 pounds.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

Baltimore Aircoil Company

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National Sales Manager HVAC & Manufacturing