Vice President of Commercial Sales & Marketing

WaterFurnace International•Fort Wayne, IN

About The Position

Headquartered in Fort Wayne, IN, WaterFurnace designs and manufactures ultra-efficient, renewable-energy comfort products that provide heating, cooling and potable hot water solutions for use in both homes and commercial buildings. We employ more than 345 people in R&D, Manufacturing, Marketing, and Sales roles across the US and Canada. For almost four decades, our Geothermal Heat Pumps, Water Source Heat Pumps, and Heat Recovery Chillers have been reducing energy usage consumption and increasing comfort in buildings around the world. Our Purpose To transform the way we use energy, protect resources for future generations, and give people the freedom to focus on life. Job Overview The VP of Commercial HVAC Sales is responsible for driving sales and revenue within the commercial HVAC sector. They lead an application engineering team, post-sales technical support team and a sales team, develop and execute sales strategies, manage the top line sales forecast and the investment/expense budget. Key responsibilities include establishing the overall Commercial Solutions strategy, identifying new business opportunities, maintaining existing client relationships, and conducting market analysis to understand customer needs.

Requirements

Bachelor’s degree in Engineering or Business or related industrial, scientific, or business field.
Eight to ten years of related experience required with at least five years as a Director or similar role highly preferred.
HVAC experience, specifically with product or system knowledge
Proficient in MS Outlook, Word, Excel and Teams
Possess strong written and verbal communication skills
Motivated, self-starter with the ability to work well with others as part of a cross functional team in a professional environment
Travel within US & Canada may be required periodically

Responsibilities

Developing and Executing Product and Service Strategies: Formulate and implement MGPP’s based on VOC and market trends.
Developing and Executing Sales Strategies: Formulate and implement sales plans to achieve revenue targets, market share growth, and profitability goals.
Team Leadership and Management: Lead, mentor, and manage the Director of Sales, the Applications & Training team, the Sales Operations Leader, and the Product Management team for Commercial, ensuring high performance, professional development, and adherence to company values.
Sales Operations: Plan, implement, and manage the sales budget, including sales forecasts, profitability reports, and expenditure management.
Market Analysis and Understanding: Conduct market research, analyze customer needs, identify trends, and adapt sales strategies accordingly.
Business Development: Identify and pursue new business opportunities, including prospecting, qualifying leads, and building relationships with potential customers.
Client Relationship Management: Maintain and cultivate relationships with existing clients, ensuring customer satisfaction and repeat business.
Sales Presentations and Negotiations: Prepare and deliver compelling presentations to stakeholders, negotiate contracts, and close deals.
Collaboration: Work with other departments, such as marketing, engineering, and manufacturing, to align sales efforts and provide comprehensive solutions.
Performance Management: Monitor and analyze sales results, implement corrective actions, and track key performance indicators (KPIs).
Budget Management: Plan and manage the sales budget, ensuring efficient allocation of resources and achievement of financial goals.
Industry Knowledge: Stay informed about industry trends, competitive landscape, and technological advancements in the HVAC sector.
Technical Expertise: Possess a strong understanding of HVAC systems, products, and applications to effectively support the sales team.