Regional Director

Bosch-HomeComfort•Hainesport, NJ

About The Position

The Area Director, Sales, leads sales across a designated geographic region in York’s company-owned HVAC distribution network. The role is accountable for top-line revenue growth, market-share expansion, and sales performance across equipment, parts, supplies, and accessories. The Area Director leads the regional sales organization and works with Branch Managers and sales teams to develop contractors, grow accounts, build York brand preference, and increase sales. The role’s primary accountability is sales revenue generation and market-share growth, in close collaboration with operations and branch leadership. The position develops regional sales strategies, objectives, forecasts, and growth initiatives; monitors results and takes corrective action as needed; and identifies opportunities to expand market share, convert competitive accounts, and increase contractor participation in York programs. It builds executive-level relationships with contractors and strategic accounts, supports customer development and retention, and resolves significant customer issues affecting sales. The Area Director coaches and develops sales leaders and representatives, establishes performance expectations, conducts business reviews, and develops succession plans. The position also drives York sales programs, product launches, pricing and promotional strategies, and contractor training, while collaborating with Operations, Product Management, Marketing, Finance, branch leadership, and York leadership. It covers multiple branch locations, with regional responsibility ranging from $50 million to more than $500 million in annual sales revenue. Travel to store or regional locations is required monthly.

Requirements

10 or more years of progressive HVAC distribution or HVAC manufacturing sales leadership experience.
At least 5 years of experience leading multi-location sales organizations.
Proven track record of consistently achieving and exceeding revenue growth objectives.
Experience managing large contractor relationships and strategic accounts.
Strong understanding of HVAC equipment, parts, distribution channels, and contractor business models.
Strategic sales planning skills.
Territory management skills.
Market-share growth experience.
Contractor relationship development and business development skills.
Revenue forecasting, sales analytics, and market analysis skills.
Opportunity pipeline management skills.
CRM utilization focused on Salesforce.
Coaching and development skills.
Performance management skills.
Communication and influence skills.
Change leadership skills.
Executive presence.
Ability to travel to store or regional locations monthly.

Nice To Haves

Bachelor’s degree in business, Marketing, Engineering, or a related field preferred; equivalent industry experience may be considered in lieu of formal education.

Responsibilities

Develop and execute regional sales strategies to achieve annual revenue targets.
Drive profitable sales growth across residential, light commercial, and commercial HVAC product lines.
Establish annual, quarterly, and monthly sales objectives for sales teams.
Monitor sales performance and implement corrective action plans when results fall below expectations.
Lead initiatives to increase equipment, parts, and accessory sales.
Increase York equipment market share throughout the assigned territory.
Identify opportunities to convert competitive accounts and contractors.
Expand contractor participation in York loyalty and growth programs.
Develop territory-specific growth strategies based on local market conditions.
Monitor competitive activity and recommend actions to improve market position.
Build and maintain executive-level relationships with key contractors and strategic accounts.
Conduct regular customer visits with branch and territory sales personnel.
Support customer business development through training, dealer programs, and growth initiatives.
Resolve significant customer issues that affect sales performance.
Promote long-term contractor loyalty and customer retention.
Lead, coach, and develop Sales Managers, Territory Managers, and Account Representatives.
Establish clear sales performance expectations and accountability measures.
Conduct regular business reviews focused on revenue growth and pipeline development.
Develop succession plans and identify high-potential sales talent.
Foster a high-performance sales culture focused on growth and execution.
Develop annual sales plans, forecasts, and growth initiatives.
Analyze sales trends, market conditions, and customer opportunities.
Maintain accurate sales forecasts and pipeline visibility.
Recommend resource allocation and market investments to maximize revenue opportunities.
Participate in strategic planning and annual operating reviews.
Ensure successful implementation of York sales programs and initiatives.
Drive adoption of new products, technologies, and product launches.
Promote strategic product categories and growth initiatives.
Provide market intelligence and contractor feedback to senior leadership.
Support pricing and promotional strategies designed to increase sales performance.
Partner with Operations, Product Management, Marketing, and Finance to support revenue growth objectives.
Work with branch leadership to align sales strategies and customer service initiatives.
Collaborate with York leadership on regional growth opportunities.
Support training and educational programs that enhance contractor engagement.