National Sales Director

Cox•Randolph, MA

1d•Hybrid

About The Position

Cambridgeport is a custom air handling manufacturer in the middle of a deliberate transition: moving beyond our legacy accessory lines to compete and win in engineered custom air handling, with a clear line of sight to the mission-critical market our Data Center team is opening. Custom AHU is the engine that funds and de-risks that move, and it runs through our network of manufacturer's representatives and distribution partners. Reporting to the VP of Sales, the National Sales Director – Custom AHU owns the nationwide custom air handling sales effort: developing and growing the representative network, supporting the reps' needs in the field, building qualified custom pipeline, and creating new national opportunities. The Director works in close alignment with the National Sales Director – Data Center, sharing reps and coordinating mission-critical pursuits, while owning the custom AHU sales plan, the partner program, the territory and named-account model, and the team's day-to-day execution against revenue, margin, and forecast commitments. The ideal candidate is a commercial leader who has grown a channel-led sales organization in applied or custom HVAC — developing manufacturer's representatives and distribution partners, building joint sales plans, and complementing channel coverage with direct engagement on the largest accounts. Proven experience building and scaling a sales effort during a period of significant growth and transition is required.

Requirements

10+ years of B2B sales experience in applied or custom HVAC, mechanical capital equipment, or related building systems, including at least 5 years in sales management leading a multi-person, multi-region effort.
Demonstrated experience developing and managing a manufacturer's representative network and/or distribution partners at regional or national scale — channel program design, partner enablement, joint business planning, and channel conflict resolution.
Direct experience selling custom or semi-custom air handling units, applied HVAC equipment, or comparable engineered systems into commercial and institutional markets.
Proven track record carrying and overdelivering on quotas at the $20M+ annual level, personally or as a team leader.
Demonstrated experience building and scaling a sales effort through a period of significant growth or transition — expanding into new segments or geographies, or launching new product lines.
Hands-on CRM fluency and comfort with pipeline analytics, forecasting models, and sales operations rigor. Salesforce, HubSpot, Microsoft Dynamics, Monday.com, or comparable.
Bachelor's degree in Business, Engineering, or related field; advanced degree (MS or MBA) or PE a plus.

Nice To Haves

Sales leadership experience selling engineered custom or built-up air handling through a channel-led model.
Established relationships with the manufacturer's representative agencies, specifying-engineer firms, and institutional owners that drive custom air handling demand.
Experience designing, launching, or restructuring a channel partner program or rep onboarding system at a growing manufacturer.
Technical or engineering background (PE, mechanical engineering degree, or applied HVAC design) that earns credibility with specifying engineers.
Familiarity with the data center / precision cooling market, supporting alignment with the Data Center sales effort.
Experience in a private or PE-backed company through a high-growth or transformation period; experience within a holding-company structure (such as Cambridgeport's Cox Engineering parent) is a plus.

Responsibilities

Own and grow Cambridgeport's nationwide network of manufacturer's representatives and distribution partners for custom AHU.
Recruit, evaluate, onboard, and where necessary off-board partners to ensure full geographic and vertical coverage.
Support the reps in the field: be the responsive, technically credible factory partner that helps them position, quote, and win.
Run the partner program — tiering, commercial terms, joint business plans, quotas, co-op investment, and quarterly business reviews with each Tier 1 partner.
Build a partner enablement and training program that equips reps and distributors to position Cambridgeport's custom air handling effectively — technical training, application engineering support, and pricing tools.
Manage channel conflict proactively.
Establish clear rules of engagement between direct sales and partner sales, and between the custom AHU and data center efforts where they share reps or accounts.
Build partner reporting and performance dashboards that give the executive team visibility into channel health, partner-sourced pipeline, and partner-attributed revenue.
Translate Cambridgeport's custom AHU revenue plan into a nationwide sales strategy: territory design, partner coverage map, named-account plans, vertical focus, and an integrated channel-plus-direct go-to-market model.
Own the annual sales operating plan and the quarterly forecast for the custom AHU business with the VP of Sales — both partner-sourced and direct.
Deliver to commit.
Escalate proactively when conditions change.
Lead pursuit and capture on the largest deals personally, working alongside channel partners and engaging direct on marquee accounts.
Be in the room for marquee customer conversations alongside the VP of Sales and the President.
Create new national opportunities and expand the customer base.
Build the relationships and qualification pathways that put Cambridgeport on the bid lists, and coordinate with the Data Center NSD where a custom relationship opens a mission-critical door.
Lead the regional sales team and key account managers.
Set clear performance expectations, coach individuals, and run a high-bar performance management cadence.
Build the team out as the business scales — plan and execute hiring of account managers, sales engineering, and sales operations roles, in partnership with HR.
Establish a sales onboarding and enablement program that gets new hires and new reps productive fast on Cambridgeport's custom air handling line.
Build a culture where sellers operate with ownership, customer obsession, and discipline.
Move decisively on talent in both directions: promote the right people fast, transition the wrong ones faster.
Own pipeline rigor: stage-gate definitions, deal hygiene in CRM, opportunity inspection rhythms, and pipeline coverage targets by quarter and by team.
Own forecast accuracy.
Build the cadence that produces a forecast the Executive Team and Operations can plan capacity against.
Partner with Sales Operations and IT on CRM optimization, sales analytics, and reporting that supports both daily execution and executive decision-making.
Drive proposal and quote turnaround discipline in partnership with Estimating, Engineering, and Operations.
Build and maintain executive and specifying-engineer relationships with the largest custom AHU customers and consulting firms.
Be present at major customer milestones — factory tours, design reviews, escalations, and QBRs.
Own customer escalations as the senior commercial voice; coordinate with Operations and Engineering on resolution and recovery.
Represent Cambridgeport at relevant industry events and ASHRAE forums to build the brand presence that supports pipeline development.
Partner with Operations on aligning commitments to capacity, with Engineering on customer-driven product requirements, with Marketing on demand generation, and with Finance on deal-level margin discipline and discount governance.