Equipment Sales Director

Director of Equipment Sales
Location: Mid-Atlantic (Baltimore / Washington, DC area)


Company Overview
A leading HVAC equipment and systems organization is seeking a Director of Equipment Sales to lead its Mid-Atlantic equipment sales operation. The company represents premier OEM manufacturers and delivers complex applied HVAC solutions across commercial, industrial, institutional, and emerging high-growth markets.
This organization is known for its strong market presence, long-term customer relationships, and collaborative, performance-driven culture.
Position Overview
The Director of Equipment Sales will lead a large, experienced sales organization responsible for applied HVAC equipment across the Mid-Atlantic region. This role has broad responsibility for sales performance, team leadership, customer relationships, and strategic growth initiatives.
The Director will manage a senior team of sales engineers and play a key role in shaping future sales strategy, including expansion in high-growth vertical markets.
Key Responsibilities
Sales Leadership & Team Development

• Lead, coach, and develop a seasoned team of sales engineers across multiple offices
• Establish credibility and earn trust with experienced sales professionals through effective leadership and accountability
• Support sellers at varying stages of development, from early-career reps to top performers managing large, complex accounts
• Foster a collaborative, high-performance sales culture focused on growth and execution

Revenue Growth & Strategy

• Own sales performance for a large, multi-hundred-million-dollar applied equipment business
• Develop and execute strategies to grow core equipment revenue while supporting emerging market opportunities
• Drive disciplined pipeline management, forecasting accuracy, and attainment of growth objectives

Customer & Market Engagement

• Maintain strong executive-level relationships with:
  • Consulting engineers
  • Mechanical contractors
  • Owners and developers
• Provide strategic guidance on product positioning, solution development, and competitive differentiation
• Ensure the sales team remains highly visible and engaged with customers

Operational Excellence

• Balance consultative, engineering-driven selling with contractor-focused execution
• Implement consistent sales processes while respecting the autonomy of senior sellers
• Collaborate with internal operations and manufacturer partners to ensure effective execution

Products & Markets

• Applied HVAC equipment and systems including:
  • Chillers and large air systems
  • Rooftop air systems
  • Airside components (dampers, diffusers, sound attenuation)
  • Hydronic systems (boilers, steam, cooling towers)
• Focus on OEM line-driven equipment sales in commercial and industrial markets

Qualifications

• Proven sales leadership experience in HVAC, applied equipment, or a closely related technical industry
• Strong understanding of applied HVAC systems, airside, and/or hydronic solutions
• Demonstrated ability to lead, coach, and influence experienced sales teams
• Track record of building and sustaining strong customer relationships
• Ability to lead through influence rather than micromanagement

Preferred

• Background with OEMs or high-quality manufacturer representatives
• Experience managing complex sales organizations or large territories
• Exposure to owner-direct or mission-critical environments (e.g., data centers)
• Willingness to relocate within the Mid-Atlantic region if necessary

Compensation & Benefits

• Competitive base salary with performance-based incentive compensation
• Comprehensive benefits package
• Relocation assistance available for qualified candidates