AAH Sales Director

AAH Sales Director

Applied Equipment · Air Distribution · Hydronics

Summary

Havtech is a manufacturer’s representative for applied HVAC equipment. Target clients include mechanical contractors, general contractors, mechanical engineering firms, architectural firms, design-build contractors, construction managers, service contractors, building managers, and building owners.

The Sales Director leads the sales organization covering both the engineering/owner-facing and contractor-facing customer segments. The role partners with the leaders of the Equipment, Air, and Hydronics businesses, and Marketing, to grow revenue, gross profit, and market share. This role carries both the innovative-solutions mandate and ownership of sales process discipline: planning and executing strategies that help customers recognize the full value of Havtech’s product offering and systems expertise, equipping the sales team to sell that value, and ensuring rigorous process execution in opportunity qualification, pursuit, forecasting, pricing, and handover.

Essential Functions and Responsibilities

Sales leadership and results

• Lead a group of sales engineers and hold the team accountable for consultative performance, results, and adherence to the sales process.
• Develop the annual sales business plan and deliver overall sales and gross-profit results, including revenue growth and increased market share with target customers across engineering firms, owners, and contractors.
• Assess market potential, identify opportunities for new business, and increase penetration in target vertical markets.
• Engage on key and strategic projects, remedy escalated customer issues, and implement strategies to expand the customer base across both engineering/owner and contractor segments.

Innovative solutions and systems value

• Plan and execute, with Marketing and with sales leadership across businesses and geographies, the strategies that help customers recognize the full value of Havtech’s product offering and systems expertise.
• Lead the identification, solicitation, promotion, and sale of applied equipment and integrated systems solutions, so the team sells complete outcomes rather than standalone products.
• Serve as a principal resource on innovative HVAC systems approaches, and transfer that expertise to the sales team, customers, and developing talent.
• Collaborate to align Equipment, Air, Hydronics, Marketing, and Operations so solutions are positioned consistently and the sales team is supported in the field.

Sales process

• Own the sales process end to end: opportunity qualification, pursuit strategy, proposal quality, pricing posture, forecasting, and pipeline review, applying rigorous discipline across all opportunities with particular attention to contractor pursuits.
• Set and enforce stage discipline so the team knows which opportunities to chase, how to position Havtech, what a complete pursuit looks like, and when to walk away.
• Run a consistent account- and project-planning rhythm with key customers (mechanical contractors, general contractors, engineering firms, and others) so coverage, follow-up, and bid strategy are predictable.
• Analyze win/loss and the effectiveness of sales and handover processes between support functions, and close the gaps that cost margin, schedule, or repeat business.
• Keep the forecast honest. Require current pipeline data, clear next steps, and documented close plans on active pursuits.

Customer and manufacturer relationships

• Develop and maintain key relationships with engineering firms, architectural firms, owners, mechanical contractors, general contractors, design-build contractors, construction managers, and service contractors.
• Foster and enhance customer and vendor relationships that support both current projects and longer-term share of customer, including manufacturer relationships that support preferred positioning and reliable fulfillment.

Team development

• Mentor and coach sales engineers to capitalize on sales opportunities, maximize share of customer, and demonstrate process proficiency (discovery, competitive positioning, systems selling, bid strategy, and close plans).
• Provide training, development, and strategic counsel that raises the technical and commercial performance of the team and their ability to run the sales process effectively.
• Lead by influence. Earn the respect of peers, the team, and customers rather than relying on positional authority.

Process and cross-functional execution

• Analyze and improve the effectiveness of sales and handover processes between support functions.
• Work cross-functionally with sales leadership in related businesses, Marketing, Operations, and other functions as required to execute the plan and ensure commitments made in the sales process can be delivered.

Supervisory Responsibilities

This position supervises a group of sales engineers. Responsibilities include development, performance management, account management, and accountability for the team’s sales and gross-profit results and adherence to the sales process.

Qualifications

• Ten or more years of HVAC experience with a record of increasing sales, with experience across both engineering/owner-facing and contractor-focused roles preferred.
• Five or more years of direct management experience leading a sales organization of $100 million or more in annual revenue is preferred but not required.
• Consultative business-to-business sales experience, including the ability to position applied equipment and systems solutions rather than single products alone, and demonstrated proficiency in the sales process (qualification, pipeline management, forecasting, bid and proposal discipline, and handover).
• Experience selling to or through mechanical contractors, general contractors, design-build firms, and/or engineering and architectural firms.
• Bachelor’s degree required; a technical or engineering degree is preferred, and an MBA is desirable.
• Demonstrated leadership that earns the respect of peers, the team, and customers. Leads by influence and does not rely on positional power.
• Effective team leader: demonstrates empathy, establishes rapport, and gets the job done.
• Positive change agent: persuasive, assertive, and resilient.
• Recognizes, respects, and strengthens Havtech’s culture of exceptional service and innovative solutions.
• Able to collaborate across business lines and with Marketing to carry a consistent systems message into the market.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is frequently required to stand and walk. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

Declaration

Human Resources retains the sole right and discretion to make changes to this job description.