Representative Sales Manager

Cambridge Air Solutions•Chesterfield, MO

1d•Hybrid

About The Position

Now seeking a people-centric sales leader who thrives on building shared customer success stories and product education with our independent rep network in the commercial HVAC industry! Cambridge Air Solutions (“Cambridge”) is excited to announce its search for a Representative Sales Manager (RSM). Based in Chesterfield, Missouri, Cambridge is a 60+ year-old, purpose-driven, family-owned HVAC manufacturing company, dedicated to an intentional growth journey centered on enriching lives. Delivering much more than thermal comfort, Cambridge’s brand promise to “enrich lives” extends to every stakeholder in its ecosystem. From employees, vendors, and suppliers to key partners, end users and community stakeholders, it is a steadfast commitment to core values, people-centric culture, and continuous improvement that makes Cambridge unique. As a key member of Cambridge’s sales team, you will align closely with 10-15 of our most valued independent representative firms throughout the Northwest and Northeast regions of the United States and Canada. You will also partner closely and cross functionally with marketing, business development, application engineering, manufacturing and customer success to drive partner engagement across our independent rep network, achieving market share and product expansion success to position Cambridge as the preferred HVAC solution.

Requirements

4-10+ years of progressive and consultative sales leadership or territory management experience, including 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.
Enjoy coaching and helping others succeed through product education, mentorship, sales strategy and ongoing professional development.
Exceptional communication skills – build relationships with confidence as a trusted and confidential partner to both customers and internal stakeholders.
Natural leadership style that is both player and coach.
Communicate transparently and frequently and with compassion.
Genuine, solutions-based approach to customer service and issue resolution that aligns with company values.
Proficiency in MS Office and one or more ERP systems, project management tools and CRM systems.
Completed a 4-year degree or bring deep experience in a technical sales field.

Nice To Haves

Familiarity with Epicor, Monday.com and MS Dynamics a plus.

Responsibilities

Serve as a strategic sales partner and build engagement across a select portfolio of independent rep firms.
Build trusted relationships with both 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 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.
In partnership with engineering and operations team members, learn the Cambridge product line and serve as a valuable resource to 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.