Representative Sales Manager

Description

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!

ABOUT THE COMPANY

Navigating a new chapter of growth, 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. Learn more about Cambridge at www.cambridgeair.com. 

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. 

KEY RESPONSIBILITIES

· DRIVE SALES PARTNER ENGAGEMENT [Independent Rep Network] – 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.

· DEVELOP HVAC PRODUCT CHAMPIONS [Market + Product Growth] – 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. 

· ENSURE ACCOUNTABILITY + SHARED SUCCESS [Sales Metrics + Forecasting] – 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.

· PROVIDE TECHNICAL EXPERTISE [Training/Education + Product Line Expansion] – 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.

WHY JOIN US?

· SUPPORT | EDUCATE | CLOSE | CELEBRATE – Produce mutual customers and celebrate shared success stories through the facilitation of expertise, product education, and sales strategy with our valued independent rep network. 

· CORE VALUES GUIDE + ALIGN US – Guided by a unique culture of unconditional love and high expectations, 

Cambridge is committed to helping team members at all levels grow internally – we value our colleagues; we value team input and ideas; we value personal, professional, and spiritual development; and we learn from one another to achieve business goals alongside a greater good.

· COMPETITIVE COMPENSATION PACKAGE – Cambridge Air Solutions offers a competitive base salary, sales incentive plan, and company-wide quarterly profit-sharing plan. Comprehensive benefits include medical, dental, vision, life, and disability insurance; PTO; generous paid holidays; employee assistance program; and matching 401K.

Requirements

IS THIS A MATCH FOR YOU?

· You have gained 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 require if familiarity exists with rep firm and or distribution network sales model.

· You have developed a savvy in building genuine, customer-centric relationships – Ideal candidates bring demonstrated experience developing meaningful relationships with reps, customers, and strategic partners, deepening relationships with existing customers and increasing brand loyalty.

· You bring experience identifying customer needs and driving engagement. Ideal candidates have gained experience in consultative sales, needs assessments, product demonstrations, lunch & learns, rep advisory boards, and proactive account management.

· You have 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 ideal.

· You enjoy coaching and helping others succeed through product education, mentorship, sales strategy and ongoing professional development. 

· You have exceptional communication skills – You build relationships with confidence as a trusted and confidential partner to both customers and internal stakeholders. Serving as both player and coach is a natural leadership style for you. You communicate transparently and frequently and with compassion. You have a genuine, solutions-based approach to customer service and issue resolution that aligns with company values.

· You bring solid technology skills including proficiency in MS Office and one or more ERP systems, project management tools and CRM systems. Familiarity with Epicor, Monday.com and MS Dynamics a plus.

· You have completed a 4-year degree or bring deep experience in a technical sales field

LOCATION & TRAVEL

Position allows hybrid flexibility with a preference to engage onsite at our home office in Chesterfield, Missouri, when not traveling as specified as below. Domestic travel to representatives, contractors, end user meetings and industry events varies, yet is estimated at 50%. Note: if successful candidate is based outside of metro-Saint Louis, additional travel to home office may be required.

READY TO APPLY?

Take the next step and share your resume with Occhio Search – visit www.occhiosearch.com. You may not check every box and/or your experience may look a little different from what we’ve outlined, yet if you believe you can bring value to Cambridge Air Solutions, we encourage you to apply! 

For questions or to make a candidate referral, contact [email protected]  and/or [email protected]. All inquiries will be held strictly confidential. Cambridge asks that all questions, referrals, and applications be directed to its retained search consultant at Occhio Search. No direct inquiries with Cambridge, please.  

Cambridge Air Solutions is an Equal Opportunity Employer. We welcome differences in form of gender, race, ethnicity, disability, geography, socioeconomic status, age, politics, religion, philosophy, sexual orientation, gender identity or expression and veteran status. All applicants who share this goal are encouraged to apply-we look forward to hearing from you!