AAH Sales Director

Havtech LLC•Warrendale, PA

24d•$150,000 - $225,000

About The Position

The Sales Director leads the sales organization across engineering/owner-facing and contractor-facing customer segments. The role partners with leaders of the Equipment, Air, and Hydronics businesses and with Marketing to grow revenue, gross profit, and market share. The Sales Director develops and executes strategies that help customers understand the value of Havtech’s product offering and systems expertise, equips the sales team to sell that value, and ensures disciplined execution of the sales process, including opportunity qualification, pursuit, forecasting, pricing, and handover. The position leads sales engineers and is accountable for their development, performance, sales and gross-profit results, account management, and adherence to the sales process. It also serves as a resource for innovative HVAC systems approaches and works across business lines and functions to position solutions consistently and ensure that customer commitments can be delivered. Havtech is a manufacturer’s representative for applied HVAC equipment. Target clients include mechanical contractors, general contractors, mechanical engineering firms, architectural firms, design-build contractors, construction managers, service contractors, building managers, and building owners.

Requirements

Ten or more years of HVAC experience with a record of increasing sales.
Consultative business-to-business sales experience, including positioning applied equipment and systems solutions rather than only individual products.
Demonstrated proficiency in sales-process practices, including qualification, pipeline management, forecasting, bid and proposal discipline, and handover.
Experience selling to or through mechanical contractors, general contractors, design-build firms, and/or engineering and architectural firms.
Bachelor’s degree required.
Demonstrated leadership that earns the respect of peers, the team, and customers; leads by influence rather than positional power.
Effective team leadership, including empathy, rapport-building, and ability to get the job done.
Persuasive, assertive, and resilient approach to driving positive change.
Ability to recognize, respect, and strengthen Havtech’s culture of exceptional service and innovative solutions.
Ability to collaborate across business lines and with Marketing to carry a consistent systems message into the market.

Nice To Haves

Experience across both engineering/owner-facing and contractor-focused roles is preferred.
Five or more years of direct management experience leading a sales organization with $100 million or more in annual revenue is preferred but not required.
A technical or engineering degree is preferred.
An MBA is desirable.

Responsibilities

Lead a group of sales engineers and hold the team accountable for consultative performance, results, and adherence to the sales process.
Develop the annual sales business plan and deliver overall sales and gross-profit results, including revenue growth and increased market share with target customers.
Assess market potential, identify opportunities for new business, and increase penetration in target vertical markets.
Engage on key and strategic projects, remedy escalated customer issues, and implement strategies to expand the customer base across engineering/owner and contractor segments.
Plan and execute strategies with Marketing and sales leadership across businesses and geographies to communicate the value of Havtech’s product offering and systems expertise.
Lead identification, solicitation, promotion, and sale of applied equipment and integrated systems solutions.
Serve as a principal resource on innovative HVAC systems approaches and transfer that expertise to the sales team, customers, and developing talent.
Collaborate across Equipment, Air, Hydronics, Marketing, and Operations to position solutions consistently and support the sales team in the field.
Own the sales process end to end, including opportunity qualification, pursuit strategy, proposal quality, pricing posture, forecasting, and pipeline review.
Set and enforce sales-stage discipline, including which opportunities to pursue, how to position Havtech, what constitutes a complete pursuit, and when to walk away.
Run a consistent account- and project-planning rhythm with key customers to make coverage, follow-up, and bid strategy predictable.
Analyze win/loss results and the effectiveness of sales and handover processes, and address gaps that affect margin, schedule, or repeat business.
Require current pipeline data, clear next steps, and documented close plans on active pursuits.
Develop and maintain relationships with engineering firms, architectural firms, owners, mechanical contractors, general contractors, design-build contractors, construction managers, and service contractors.
Foster customer and vendor relationships, including manufacturer relationships that support current projects, long-term customer share, preferred positioning, and reliable fulfillment.
Mentor and coach sales engineers on sales opportunities, customer share, discovery, competitive positioning, systems selling, bid strategy, close plans, and process proficiency.
Provide training, development, and strategic counsel to improve the team’s technical and commercial performance and sales-process execution.
Lead by influence and earn the respect of peers, the team, and customers rather than relying on positional authority.
Work cross-functionally with sales leadership in related businesses, Marketing, Operations, and other functions to execute the plan and ensure sales commitments can be delivered.
Supervise sales engineers, including their development, performance management, account management, and accountability for team results and sales-process adherence.