HVAC National Sales Manager

Residential HVAC Products National Sales Manager                     Job#29051

    
      Will report to the operations General Manager  and be responsbile for residential HVAC products sales.   Responsible for management of manufacturer's rep organizations who sell to wholesalers.  Will visit key customers, distributors, rep organizations, etc to maximize sales. Manage a group of 15 to 20 manufacturer’s rep organizations.   Work to increase the emphasis of sales with existing reps.   Will continue to recruit, train and manage rep organizations.  Make technical presentations to rep organizations, distributors and engineers as appropriate. Evaluate and benchmark the competition’s products.

Identify new market trends and help to develop new products for the marketplace by proposing new products for development.  Also, propose new marketing opportunities and assist in developing advertising materials. Develop new sales promotional programs to get products into the field.

Position will involve about 35-50% travel. 

      The products of this operation are engineered specifically to provide a clean, safe and comfortable indoor air environment.  Products have always been well thought of in the market place and the operation has been very profitable. In fact, so much so that the previous corporate ownership kept pulling out money and not reinvesting it, and not taking good care of existing customers and they did not grow the organization (lacked a vision for the future.)  However the new corporate owner (for about one year now) is committed to restore the organization to its ‘glory days’ and, in fact, not only restore it but to grow it.  They have that track record and ‘deep pockets’ to do it.

   The new corporate owner has related HVAC products but does not have these types of product offerings, by purchasing this operation they added to their market offerings with additional type of products. Hence, they will not close this operation, sell it, nor move it, which you hear happens all too often when a company is purchased. 

      To the contrary, the new parent corporation is investing in this 60 year old company. Their investment is taking several forms ranging from personnel to equipment and implementing lean manufacturing (sorry to say the previous corporate ownership did little to modernize mfg via lean mfg, etc).  The personnel investment comes in multiple forms of adding personnel and bringing in talented people with better skills and identifying new hires that can bring new ideas to the organization and can advance as it grows.

      The new Parent Corporation has placed this operation in the hands-on of their premiere division headquartered in Dallas, TX.  I say premiere division because it has a long track record of being profitable (yes, even in 2009) and of having taken acquired organizations 3 successful times in the last 8 years and done what this NC plan and goal is about.  Why is this TX based division successful in the market?

    There are many reasons for their success:

1. They are aggressive in what they do but use good data and make sound decisions
2. They do an excellent job (sales & marketing) of bringing their products to market through through manufacturer’s rep organizations. 
3. Innovation, while they have the largest market share in their specific HVAC products, they work very hard to stay ahead of the competition in product innovation/function design and in manufacturing methods, which equates to cost of products.
4. Human resources, they do a good job of finding talented people and giving them the opportunity to use their talents.  They are a company of achievers and in hiring they look for a person with good experience and right experience but that does not mean they have had to done it 10 or 20 times to be capable.

They do understand growing a company is hard work and not something a status quo personality type enjoys.  This is work for an achiever and someone who believes they are a cut above average person.  This is an opportunity to make a big name for you and be a big fish in a small pond that is going to grow and also to get corporate visibility.  By the way, in the past 3 years two company president positions have been filled by Sales VPs, sales management people are well thought of and rewarded in this parent corporation.

       The location outside of Raleigh is a town of 15,000 that provides excellent quality of life in many ways.  As a matter of fact you are under a 40 minute drive to Raleigh and under an hour drive to Durham and Greensboro. Only two hours to the ocean.  Low cost of living area with great shopping, universities, good school systems, water recreational fun and lots of outdoor activities to enjoy. The mid state area has lots to offer in its location.

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SALARY: $75,000 to $90,000 plus bonus to 20%

REQUIREMENTS:

• BS or BA with 8 or more years sales experience within an OEM for some type of residential HVAC products.
• Experience in selling residential HVAC products as either National Sales Manager or Regional Sales Manager through manufacturer’s rep organization (rep org experience is critical).
• Experience in recruiting, training, and managing Rep organizations.
• Ability to identify new market trends and help to develop new products and promotional programs for marketplace.
• Ability to travel 35-40%.
• Positive attitude, one who sees a glass half  full and not half empty.