Manager, HVAC OEM Sales, EII

Littelfuse•Virtual - Indiana, IN

8d•$123,100 - $190,780

About The Position

The Manager II, HVAC is a commercial people leader responsible for driving Littelfuse revenue growth across HVAC/R original equipment manufacturers (OEMs) in North America. The role leads Key Account Managers (KAMs) and Global Account Managers (GAMs) covering HVAC OEM accounts, while coaching and developing the team to secure design wins, expand customer wallet share, and build long-term OEM partnerships. The manager also engages directly with senior decision-makers at strategic accounts. This leader owns the team's HVACR OEM revenue target, capability development, go-to-market execution, and cross-functional alignment with EII Product Management, Technical Marketing, and Field Application Engineering. The role requires deep HVAC industry knowledge, technical understanding of electrical protection and controls, experience managing KAMs in a complex OEM selling environment, and strong communication and relationship-management skills. The position reports to the Director, OEM Sales — EII, Americas. Travel up to 50% within North America is required.

Requirements

Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or a related technical field.
10+ years of progressive sales experience in the HVAC/R industry.
At least 3–5 years of direct people-management experience leading Key Account Managers or Sales Engineers.
Deep knowledge of HVAC/R system design and applications, including rooftop units, air handling units, chillers, heat pumps, boilers, refrigeration racks, and compressor systems.
Proven experience selling electrical protection, controls, and sensing components to HVAC OEM engineering and procurement teams.
Demonstrated success leading a sales team to achieve or exceed revenue quotas and driving technical design wins at complex, multi-stakeholder OEM accounts.
Strong coaching and talent-development skills, including developing KAMs into consultative solution sellers.
Understanding of relevant electrical standards and codes, including UL 248, UL 508A, UL 943, NEC, ASHRAE 15/34, and A2L refrigerant compliance requirements.
Proficiency with CRM systems for pipeline management, forecasting, and team performance monitoring; Salesforce is preferred.
Strong presentation and relationship-management skills, including the ability to engage senior leaders at major OEM organizations.
Ability to travel up to 50% within North America.

Nice To Haves

Master's degree in Engineering, Business (MBA), or a related field.
Experience managing KAMs in a multi-tier OEM account structure involving direct OEM and OEM-plus-distribution selling motions.
Knowledge of heat pump technology, electrification trends, and the impacts of the A2L refrigerant transition on HVAC component requirements.
Familiarity with the Littelfuse EII product portfolio, including Hartland Controls ICS products, SymCom protection relays, and industrial fuse families.
Experience coordinating Manufacturer Representative Firms as a coverage extension model.
Existing relationships at one or more Tier 1 HVAC OEMs, such as Carrier, Daikin, Lennox, Trane, or Johnson Controls.

Responsibilities

Directly manage Key Account Managers responsible for Tier 1 and Tier 2 HVAC OEM accounts across North America.
Set performance expectations, quota targets, and account ownership for each KAM in alignment with the HVACR vertical market annual operating plan.
Conduct regular one-on-one coaching, pipeline reviews, and deal strategy sessions to develop consultative, solution-based selling.
Create talent development plans, identify skill gaps, and recruit, onboard, and ramp new KAMs.
Build a high-performance team culture focused on customer needs, full-portfolio positioning, design-ins, and long-term partnerships.
Facilitate knowledge sharing among KAMs about OEM wins, competitive displacement, and custom solution successes.
Represent team needs and resource requirements in headcount planning, training prioritization, and marketing investment discussions.
Lead commercial performance across the HVACR OEM segment and monitor revenue, gross margin, and growth targets.
Develop and oversee multi-year strategic account plans with the responsible KAMs.
Engage business and senior engineering leaders at Tier 1 strategic OEMs to establish Littelfuse as a preferred design partner.
Maintain a qualified team opportunity pipeline in Salesforce, ensuring accurate forecasting and opportunity stage progression.
Direct KAMs toward Tier 2 HVAC OEM account activation targets to expand market penetration and reduce customer concentration risk.
Review and recommend custom OEM pricing, product qualification requests, and non-standard commercial terms with the Director, OEM Sales — EII, Americas and Product Management.