HVAC Sales Director

Reference Number: HVAC Sales Director
Location: North America

Founded in 2008 as an executive search firm, Front Runner Consulting, LLC (FRC) also provides Merger & Acquisition (M&A) services to institutional buyers, is conducting the following talent acquisition search:

Sales Director, North America

Position reports to:    President, North America

Goals of this position:

The Sales Director position is responsible for planning and implementing local North America sales & marketing programs, both short and long range, targeted toward existing and new constructions market segments by performing the following duties personally or through dealers, wholesale distribution and buy / sell or commissioned sales representatives. The position involves working with both our internal direct sales and external sales agencies, wholesale and distribution business to continue the growth of sales which is focused on the North American market.

Detailed responsibilities:

·         Leadership, supervision and co-ordination of activities of Sales teams, both internal and external, for the Company for all brands & products and all sales territories within North America

·         Forming sales strategies to keep the company competitive with innovative ideas.  Maintain up to date knowledge of company’s competitive positioning in the marketplace.

·         Accurately forecasting future sales including monthly reporting to the North American head office and forming sales plans to adapt to constant shifts in the marketplace - quarterly reports/meeting to keep President apprised of the progress.

·         Negotiate, formulate and implement business partners contracts, rebates structure, freight terms and payments, or any other sales incentive contracts, by directing and coordinating all activities to develop and implement long-range goals and objectives to meet business and profitability growth objectives.

·         In cooperation with Corporate marketing, developing an effective local marketing program for the purpose of promoting the company products and generating leads, such as lunch & learn presentations, trade shows, sales programs, academy training, volume sales programs, etc.

·         Development of annual sales plan, marketing plan, budgets, product pricing, selection of sales channels (wholesale, direct, key accounts, etc.), representation in the sales territories, sales meetings and communication at all levels within organization.

·         Developing and executing strategic plan together with the President to achieve sales targets and expand our customer base.

·         Building and maintaining strong, long-lasting customer and business partner relationships (sales agencies, wholesale partners, engineering firms, end users).

·         Development of product pricing and rebate structures.

·         Collaborating with regards to product development and providing feedback of competitor’s market activities

·         Keeping President informed of any unusual customer requests, challenging areas, etc.

·         Serving as a business representative at major industry events, conferences, trade shows, and expositions.

·         Organizing, managing and leading internal sales events and meetings.

·         Overseeing and managing sales staff – both outside sales staff and inside sales support staff.

·         Monthly sales evaluations of individual sales territories, actual-to-plan comparison, reasons for deviation, followed by action plan where required.

·         The position will be responsible for direct management of outside and inside sales staff, and training.

·         Other additional tasks as these may become required during the course of the business year to maximize company profits.


Requirements for the position:

·         Previous experience as a sales manager, sales director or sales and marketing director for 10+ years’ experience in direct or outside sales.

·         Experience and solid knowledge of the HVAC / Thermal Air Curtain market and the distribution channels are essential requirements for this role.

·         Analytical thinking, flexible yet systematic working habits, precise and reliable business decision capability.

·         Must demonstrate strong leadership skills with positive self-driven and self-motivated attitude; strong organizational skills and be results driven.

·         Ability to communicate, present and influence all levels of the organization - exceptional verbal and written communication skills.

·         Engineering and/or related technical background is an asset.

·         Ability to travel internationally.


Signing Authority:              As per company guidelines

Budget Responsibilities:  For sales and local marketing activities.

If you or someone you know is interested, I look forward to speaking with you.

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