Vertical Market Leader: K-12 Education

TriState HVAC•Conshohocken, PA

8d•$155,000 - $185,000•Hybrid

About The Position

TriState HVAC Equipment, LLC, part of the Daikin family of companies, is seeking a Vertical Market Leader for K-12 Education. This role is crucial as K-12 school districts are undergoing significant HVAC investment due to aging infrastructure, indoor air quality concerns, electrification trends, and funding cycles. TriState is building a dedicated K-12 practice and needs a leader to drive its growth in this sector. The company provides commercial HVAC equipment, engineering support, parts, and service to deliver complete system solutions.

Requirements

Proven B2B sales experience in capital equipment or HVAC, preferably in K-12 or public/institutional markets.
Established relationships with school district decision-makers, MEP/consulting engineers, mechanical contractors, and/or ESCOs in the region.
Working knowledge of K-12 HVAC systems (unit ventilators, rooftop units, DOAS, VRF, heat pumps, geothermal, chillers, boilers) and ventilation/IAQ standards.
Understanding of public procurement processes (competitive bidding, prevailing wage, cooperative purchasing, performance contracting).
Track record of influencing specifications and winning complex, long-cycle capital projects.
Proficiency with CRM (HubSpot preferred) and pipeline management/forecasting skills.
Willingness to travel within the region (estimated 40-50%).
Self-directed and accountable with minimal oversight.

Nice To Haves

Bachelor's degree in engineering, business, or a technical field, or equivalent industry experience.
PE, LEED AP, CEM, or educational-facilities credentials (e.g., CEFP).
Direct experience with performance contracting or guaranteed energy savings projects in the public sector.
Familiarity with state building-aid and school-construction approval processes in the territory.
An existing district account portfolio that can be activated quickly.

Responsibilities

Own the K-12 vertical by developing and executing the sales strategy, meeting revenue and margin targets, and growing market share.
Identify districts entering capital planning cycles, build a multi-year pipeline, and manage opportunities from design to order.
Build and maintain relationships with key stakeholders including facilities directors, business officials, CFOs, superintendents, school boards, engineers, architects, contractors, and energy-services partners.
Influence the basis of design by positioning TriState's product lines early in the project lifecycle.
Serve as the subject-matter expert on K-12 HVAC, including ventilation, indoor air quality, electrification, and retrofitting occupied buildings.
Navigate public procurement processes, including bidding, cooperative purchasing, performance contracting, state building aid, and grant programs.
Develop channel relationships with design engineers and performance-contracting firms.
Connect equipment sales with applied engineering, parts, and service capabilities to foster long-term district relationships.
Manage pipeline and accounts in CRM (HubSpot preferred) and provide accurate forecasting.