Representative Sales Manager

Cambridge Engineering•Chesterfield, MO

2d•Hybrid

About The Position

Cambridge Air Solutions is seeking a Representative Sales Manager (RSM) to join their sales team. This is a people-centric sales leadership role focused on building customer success stories and product education with an independent rep network in the commercial HVAC industry. Cambridge is a 60+ year-old, purpose-driven, family-owned HVAC manufacturing company dedicated to an intentional growth journey centered on enriching lives. The RSM will align closely with 10-15 independent representative firms in the Northwest and Northeast regions of the United States and Canada. The role involves partnering cross-functionally with marketing, business development, application engineering, manufacturing, and customer success to drive partner engagement, achieve market share, and expand product reach, positioning Cambridge as the preferred HVAC solution.

Requirements

4-10+ years of progressive and consultative sales leadership or territory management experience.
Prior experience partnering with an independent rep or dealer network.
Experience in HVAC or a commercial equipment environment is highly preferred, yet not required if familiarity exists with rep firm and or distribution network sales model.
Demonstrated experience developing meaningful relationships with reps, customers, and strategic partners, deepening relationships with existing customers and increasing brand loyalty.
Experience in consultative sales, needs assessments, product demonstrations, lunch & learns, rep advisory boards, and proactive account management.
Experience managing sales pipelines, forecasting sales and profitability, and driving measurable growth across a core market.
Experience analyzing sales metrics, margins, pricing strategies, and use of discounts and warranties to meet long-term goals for profitable growth.
Exceptional communication skills.
Solid technology skills including proficiency in MS Office and one or more ERP systems, project management tools and CRM systems.
Completed a 4-year degree or deep experience in a technical sales field.

Nice To Haves

Familiarity with rep firm and or distribution network sales model.
Familiarity with Epicor, Monday.com and MS Dynamics.

Responsibilities

Serve as a strategic sales partner and build engagement across a select portfolio of independent rep firms.
Build trusted relationships with rep firm owners and representatives, aligning market strategy, business priorities, and sales execution to drive sustainable territory growth.
Lead through influence while creating strong accountability for performance across the region.
Provide product knowledge, product training and demonstrations, technical resources, sales support, and consultative visits to foster sales.
Equip partners with knowledge and expertise on Cambridge product lines and build sales heroes who advocate on Cambridge’s behalf.
Foster strategic, mutually beneficial relationships with mechanical contractors and design engineers.
Partner with the rep network to identify target goals, including sales forecasts, market visits, technical service, training events, visits to Cambridge, marketing initiatives, and utility outreach.
Communicate regularly to track progress and promote accountability of annual metrics.
Evaluate existing relationships and identify opportunities to strengthen the CAS value proposition.
Facilitate business review sessions and build partnerships with new rep firms as needed.
Learn the Cambridge product line and serve as a valuable resource to the rep network, end-users, and contractors.
Provide technical resources and product education.
Share evidence of the value of Cambridge’s product and services while driving sales rooted in the company’s mission to enrich lives through air quality improvement.