Job Description
As a Director of Sales, you’ll play a crucial role in our mission to grow our revenue base. You will build brand awareness and develop strong working relationships with decision-makers and influencers within key accounts to achieve sales objectives. This person must be an energized sales executive, strategic problem solver, and relationship builder. The role requires cross-functional influential leadership skills and the ability to articulate the companies value proposition clearly. The objective of this role is to map out key customers, develop relationships with decision-makers, and subsequently close complex, long-term sales opportunities for the company.
ESSENTIAL POSITION DUTIES & RESPONSIBILITIES:
1. Sales Strategy and Execution:
· Develop and implement a comprehensive sales strategy for the direct accounts and distribution channels.
· Identify growth opportunities and create actionable plans to increase market share and revenue.
· Set and achieve sales targets, ensuring alignment with the company’s overall business objectives.
2. Channel Management:
· Build and nurture strong relationships with key direct accounts and distributors, ensuring long-term collaboration and business growth.
· Develop and execute joint business plans with directs accounts and distributors, focusing on product placement, pricing strategies, and promotional activities.
· Monitor market trends, competitor activities, and customer needs to inform sales strategies and adjust tactics as necessary.
3. Field Sales Leadership:
· Spend at least 50% of time in the field, visiting directs accounts, and key distributors to foster relationships and identify new business opportunities.
· Collaborate with peers to ensure consistent execution of sales strategies across all territories.
4. Product and Market Expertise:
· Leverage deep knowledge of HVAC products and solutions to effectively position the company’s offerings in the market.
· Work closely with product development and marketing teams to ensure that product offerings meet the needs of our customers.
· Conduct regular market analysis to identify trends, challenges, and opportunities within the HVAC industry.
5. Financial Management:
· Manage and deliver monthly sales budget, including forecasting.
· Monitor and report on sales performance, providing insights and recommendations to senior leadership.
6. Cross-Functional Collaboration:
· Collaborate with internal departments such as marketing, product management, and customer service to ensure seamless support for our customers.
· Participate in cross-functional teams to drive business initiatives, product launches, and promotional campaigns.
7. Customer Relationship Management:
Ensure high levels of customer satisfaction by addressing issues promptly and effectively.
· Utilize CRM tools to track and manage customer interactions, sales activities, and opportunities. Minimum 3 logins a week.
· Gather and relay customer feedback to relevant departments to improve products and services.
Required Skills/Abilities:
· Leadership: Proven track record of leading sales teams and achieving revenue growth in a competitive market.
· Sales Acumen: Deep understanding of the HVAC industry, including direct accounts and distributors.
· Travel: Willingness and ability to travel at least 50% of the time, including overnight travel.
· Communication Skills: Excellent verbal and written communication skills, with the ability to present to and influence senior leadership and key stakeholders.
· Technical Skills: Proficiency in CRM systems, sales analytics tools, and Microsoft Office Suite.
· Problem-Solving: Strong analytical and problem-solving skills, with the ability to think strategically and execute tactically.
· Customer Focus: Demonstrated ability to build and maintain strong customer relationships.
Education and Experience:
· Minimum of bachelor’s degree-level qualifications in a relevant field such as business or engineering; Postgraduate qualifications such as MBA desirable.
· Minimum of 10 years of sales experience in the HVAC industry, with a strong focus on distribution channels.
· Experience managing a portfolio around $5 to 10MM.
· Experience demonstrating aggressive growth.
· Deep track-record of sales execution and relationship development.
· First-hand knowledge of all aspects of sales including strategy, prospecting, key account management, funnel management, value selling, relationship selling.
· High level competency in business management, financial acumen and contracting.
· Experience that suggests an ability to hit ground running in a matrixed organization. Make decisions as they contribute significantly to a company’s sales success.