THE COMPANY
Our client is a growing leader in inverter mini-split HVAC equipment in the Southwestern USA and rapidly expanding Eastward. Due to growth, they are currently seeking a Sales Director to lead this expansion. The Sales Director will report to the CEO and the VP of Operations of the company and his or her primary responsibilities will be to assume responsibility for developing effective sales strategies that drive the company's sales goals and business objectives. The mission of this role is to develop new sales channels (distributors, e-commerce, retail) as well as new regions, while maintaining and improving our current sales channel (contractors, supply houses, medium-sized distributors).
THE POSITION
The successful candidate will be a seasoned road warrior, a strategically focused developer of new business, and an effective closer who is driven and motivated. In addition, the ideal candidate will embrace our internal sales culture of fostering and encouraging excitement, success, a sense of urgency and accountability. He or she should be entrepreneurial at heart, a leader by nature, and be able to demonstrate his or her success as a key contributor to high-performing sales organizations.
Job Responsibilities:
- Cultivate and expand key client accounts, fostering relationships that lead to increased business opportunities (that move the needle for the company), higher project capture rates, and improved project gross margins.
- Accurately forecast sales and achieve or surpass annual sales targets using CRM tools.
- Supervise and develop a team of 4 sales reps in the Southwest region with plans to grow to 7 in the short term. Key objective is to coach and support team to achieve sales monthly and yearly forecast.
- Maintain full transparency of sales activities and efforts through effective use of organizational tools.
- Present a professional image and represent the company's values in all business interactions.
- Drive revenue by collaborating with wholesaler distributor accounts, contractors, and retail chains.
- Educate contractors and wholesalers on our products.
- Build relationships with key stakeholders with impactful sales visits, facilitated training and other valuable touch points.
- Develop business plans to drive growth with wholesalers, by working with marketing, purchasing, finance, and buyers.
- Provide actionable insights and competitive intelligence that contributes to the sell-through forecast process by developing an intimate understanding of business.
- Develop a sales/product training plan and coordinate in-person and virtual training for both contractors and distributors.
- Respond to field inquiries related to features, functions, and benefits of our products.
- Interphase with director supervisor (Sr Executive Director) regarding pricing, authorizations and specific requirements and holding periodic-weekly sales meetings with CEO.
THE CANDIDATE
Candidate Qualifications:
- 5+ years' stable sales experience showing progressive growth year after year with at least 2+ years in a similar position such as Sales Director or Sales Manager.
- Have knowledge of and experience in HVAC related industry sales is required. Knowledge of air handling units, indoor air quality and/or regulatory compliance is a major plus.
- A proven history of success in meeting or exceeding sales goals.
- A sound understanding of and proven success in B2B (capital) solution selling.
- Solid knowledge and understanding of CRM and Microsoft Office applications.
- Excellent people skills and ability to facilitate meetings and presentations.
- Excellent verbal and written communication skills. A bility to effectively communicate sales strategies, motivate teams, and engage stakeholders at all levels of the organization.
- Customer Relationship Management: Expertise in building and maintaining strong relationships with key customers and understanding their needs.
- Cross-functional Collaboration: Ability to collaborate effectively with other departments such as marketing and customer service to drive overall business success.
- The ability to effectively build influential relationships with a wide variety of individuals across an organization, from the bottom to the top. Similarly, be just as comfortable engaging with technicians as you are with executives to effectively move the sales process to close.
- Professional maturity, intelligence and intellect, diplomacy, and strategic perspective.
- Proven leadership.
- Ideal candidate will have a high level of energy, drive, passion, tenacity, and common sense.
- Have a very initiative-taking mindset, bring solutions/options to the table, not problems or excuses.
- A strong desire to (ethically) win and push beyond barriers to achieve success.
- The ability to think both strategically and analytically, as well as the ability to effectively plan and execute.
- Spanish Proficiency is highly desired.