Regional Director - Northeast

Bosch-HomeComfort•Hainesport, NJ

About The Position

The Area Director, Sales, leads sales performance across a designated Northeast region in York Company Owned HVAC distribution. The role is accountable for top-line revenue growth, market-share expansion, and sales targets across HVAC equipment, parts, supplies, and accessories. The director leads the regional sales organization and partners with branch managers and sales teams to increase contractor loyalty, strengthen York brand preference, and accelerate growth. The position's primary accountability is sales revenue generation and market-share growth, while working closely with operations and branch leadership. The role develops and executes sales strategies, objectives, forecasts, and growth initiatives; builds executive-level relationships with contractors and strategic accounts; and coaches sales managers, territory managers, and account representatives. It also drives York sales programs and product launches, analyzes market and competitive conditions, supports pricing and promotional strategies, and collaborates with operations, product management, marketing, finance, and York leadership. The role covers multiple branch locations in an assigned territory, with regional responsibility ranging from $50 million to over $500 million in annual sales revenue. Monthly travel to store or regional locations is required. The incumbent must reside within the Northeast region.

Requirements

10 or more years of progressive HVAC distribution or HVAC manufacturing sales leadership experience.
5 or more years leading multi-location sales organizations.
Experience managing large contractor relationships and strategic accounts.
Bachelor's degree in business, Marketing, Engineering, or a related field is preferred; equivalent industry experience may be considered in lieu of formal education.
Must reside within the Northeast region.
Strong knowledge of HVAC equipment, parts and supplies, distribution channels, and contractor/dealer business models.
Knowledge and ability in strategic sales planning and execution, territory and market development, revenue and market-share growth, contractor and dealer relationship development, and new business and strategic account development.
Business and commercial acumen in revenue forecasting, sales analytics, market and competitive analysis, opportunity and pipeline management, Salesforce CRM utilization, and data-driven sales decision-making.
Leadership abilities in team coaching and development, performance management and accountability, executive-level communication and influence, and change leadership.

Nice To Haves

Proven track record of consistently achieving or exceeding revenue and sales growth objectives.
Demonstrated success in territory expansion, market-share growth, and contractor relationship development.
Experience using Salesforce CRM to manage sales activity, pipeline development, forecasting, and performance.
Strong executive presence.

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.
Set 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.
Travel to store or regional locations monthly.