Contractor Sales Director

Havtech LLC•Columbia, MD

2h•$150,000 - $200,000

About The Position

The Contractor Sales Director leads Havtech’s contractor-facing sales organization in the MD/VA/DC market. Havtech is a manufacturer’s representative for applied HVAC equipment. The role primarily serves mechanical and general contractors and also covers design-build contractors, construction managers, and service contractors. The Director partners with leaders of the Equipment, Air, and Hydronics businesses to grow revenue, gross profit, and market share. The role owns the end-to-end contractor sales process—including opportunity qualification, pursuit strategy, proposals, pricing, forecasting, pipeline review, and handoffs—and holds the team accountable for following that process. The position supervises sales engineers and is accountable for their development, performance, account management, sales results, gross profit, and process discipline. It works across related businesses and functions to ensure contractor commitments made through the sales process can be delivered.

Requirements

Ten or more years of HVAC experience, with a record of increasing sales; contractor-focused experience is preferred.
Demonstrated proficiency in consultative business-to-business sales, including qualification, pipeline management, forecasting, bid and proposal discipline, and handover.
Experience selling to or through mechanical contractors, general contractors, or design-build firms.
Bachelor’s degree required.
Demonstrated leadership that earns the respect of peers, the team, and customers; leads by influence rather than relying on positional power.
Effective team leadership, including empathy, rapport-building, and the ability to get the job done.
Ability to act as a positive change agent: persuasive, assertive, and resilient.
Ability to recognize, respect, and strengthen Havtech’s business culture.

Nice To Haves

Five or more years of direct management experience leading a sales organization of $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 sales engineers and hold the team accountable for results and adherence to the sales process.
Develop the annual sales business plan and deliver sales and gross-profit results, revenue growth, and increased market share with target contractors.
Assess market potential, identify opportunities for new contractor business, and increase penetration in target vertical markets.
Engage on key and strategic projects, resolve escalated customer issues, and implement strategies to expand the contractor customer base.
Own the contractor sales process, including opportunity qualification, pursuit strategy, proposal quality, pricing posture, forecasting, and pipeline review.
Set and enforce opportunity-stage discipline, including decisions about which opportunities to pursue, positioning, complete pursuit requirements, and when to walk away.
Maintain a consistent account- and project-planning rhythm with mechanical and general contractors to support predictable coverage, follow-up, and bid strategy.
Analyze win/loss results and sales and handover processes between support functions, then address gaps that affect margin, schedule, or repeat business.
Maintain accurate forecasts by requiring current pipeline data, clear next steps, and documented close plans for active contractor pursuits.
Develop and maintain relationships with mechanical contractors, general contractors, design-build contractors, construction managers, and service contractors.
Foster manufacturer and vendor relationships that support contractor pursuits, preferred positioning, and reliable fulfillment.
Mentor and coach sales engineers in discovery, competitive positioning, bid strategy, close plans, sales-process proficiency, and relationship development.
Provide training and development to improve the team’s ability to run the sales process and maximize customer share.
Provide strategic counsel and support so sales personnel can execute pursuits without bypassing the process.
Coordinate with sales leadership in related businesses, Marketing, Operations, and other functions so contractor commitments can be delivered.
Supervise sales engineers, including their development, performance management, account management, and accountability for sales results, gross profit, and sales-process adherence.