Equipment Sales Director

Nenni and Associates•Columbia, MD

About The Position

A leading HVAC equipment and systems organization is seeking a Director of Equipment Sales to lead its Mid-Atlantic equipment sales operation. The company represents premier OEM manufacturers and delivers complex applied HVAC solutions across commercial, industrial, institutional, and emerging high-growth markets. This organization is known for its strong market presence, long-term customer relationships, and collaborative, performance-driven culture. The Director of Equipment Sales will lead a large, experienced sales organization responsible for applied HVAC equipment across the Mid-Atlantic region. This role has broad responsibility for sales performance, team leadership, customer relationships, and strategic growth initiatives. The Director will manage a senior team of sales engineers and play a key role in shaping future sales strategy, including expansion in high-growth vertical markets.

Requirements

Proven sales leadership experience in HVAC, applied equipment, or a closely related technical industry
Strong understanding of applied HVAC systems, airside, and/or hydronic solutions
Demonstrated ability to lead, coach, and influence experienced sales teams
Track record of building and sustaining strong customer relationships
Ability to lead through influence rather than micromanagement

Nice To Haves

Background with OEMs or high-quality manufacturer representatives
Experience managing complex sales organizations or large territories
Exposure to owner-direct or mission-critical environments (e.g., data centers)
Willingness to relocate within the Mid-Atlantic region if necessary

Responsibilities

Sales Leadership & Team Development Lead, coach, and develop a seasoned team of sales engineers across multiple offices
Establish credibility and earn trust with experienced sales professionals through effective leadership and accountability
Support sellers at varying stages of development, from early-career reps to top performers managing large, complex accounts
Foster a collaborative, high-performance sales culture focused on growth and execution
Revenue Growth & Strategy Own sales performance for a large, multi-hundred-million-dollar applied equipment business
Develop and execute strategies to grow core equipment revenue while supporting emerging market opportunities
Drive disciplined pipeline management, forecasting accuracy, and attainment of growth objectives
Customer & Market Engagement Maintain strong executive-level relationships with: Consulting engineers Mechanical contractors Owners and developers
Provide strategic guidance on product positioning, solution development, and competitive differentiation
Ensure the sales team remains highly visible and engaged with customers
Operational Excellence Balance consultative, engineering-driven selling with contractor-focused execution
Implement consistent sales processes while respecting the autonomy of senior sellers
Collaborate with internal operations and manufacturer partners to ensure effective execution