Engineering Sales Director

Havtech LLC•Columbia, MD

25d•$150,000 - $200,000

About The Position

Havtech is a manufacturer’s representative for applied HVAC equipment serving mechanical contractors, mechanical engineering firms, architectural firms, design-build contractors, construction managers, service contractors, building managers, and building owners. The Engineering Sales Director leads the engineering sales organization and partners with leaders of the Equipment, Air, and Hydronics businesses, as well as Marketing, to grow revenue, gross profit, and market share. The role leads strategies that help customers understand the value of Havtech’s product offering and systems expertise and equips the sales team to sell that value. The position supervises sales engineers and is accountable for developing the team, managing performance and accounts, and delivering team sales and gross-profit results. It also works across business lines and functions to align solutions, improve sales and handover processes, and support execution in the field.

Requirements

Ten or more years of HVAC experience with a record of increasing sales.
Consultative business-to-business sales experience, including the ability to position applied equipment and systems solutions rather than only individual products.
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 the ability to get results.
Ability to act as a persuasive, assertive, and resilient change agent.
Ability to collaborate across business lines and with Marketing to carry a consistent systems message into the market.
Ability to recognize, respect, and strengthen Havtech’s culture of exceptional service and innovative solutions.

Nice To Haves

Five or more years of direct management experience leading a sales organization of $100 million or more in annual revenue; 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.
Develop the annual sales business plan and deliver sales and gross-profit results, revenue growth, and increased market share.
Assess market potential, identify new-business opportunities, and increase penetration in target vertical markets.
Engage on key and strategic projects, resolve escalated customer issues, and implement strategies to expand the customer base.
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 the identification, solicitation, promotion, and sale of applied equipment and integrated systems solutions.
Serve as a principal resource on innovative HVAC systems approaches and transfer expertise to the sales team, customers, and developing talent.
Align Equipment, Air, Hydronics, Marketing, and Operations so solutions are positioned consistently and the sales team is supported in the field.
Develop and maintain key relationships with engineering firms, architectural firms, owners, and manufacturers.
Foster customer and vendor relationships that support current projects and longer-term share of customer.
Mentor and coach sales engineers to capitalize on opportunities and maximize share of customer.
Provide training, development, and strategic counsel to improve the team’s technical and commercial performance.
Lead by influence and earn the respect of peers, the team, and customers.
Analyze and improve the effectiveness of sales and handover processes between support functions.
Work cross-functionally with sales leadership in related businesses, Marketing, Operations, and other functions to execute the plan.
Supervise sales engineers, including their development, performance management, and account management, and hold the team accountable for sales and gross-profit results.