Now Hiring - Director, Sales, NA in Jessup, MD

POSITION PURPOSE

The Director, Sales – North Americas is responsible for providing leadership and coordination of North America sales functions, developing, and implementing sales strategy, and monitoring and analyzing sales and activity against goals. This position will manage the NA sales activities while maintaining a strong BAC Corporate presence with our channel, end users, consultants, and contractors in all markets that BAC serves.

PRINCIPAL ACCOUNTABILITIES

• Lead regional sales strategy to ensure results are delivered through the development and implementation of programs, pricing, sales policies, and support tools.
• Develop and manage sales budgets, variable incentive plans and oversee the development and management of internal operating budgets.
• Directly responsible to create and execute plans to grow sales orders, margin, and market penetration.
• Continuously seek market and channel feedback for new product development and prioritization of investments.
• Create and implement channel strategies for different markets and customer groups. Management of a 3rd party representative sales force including representative selection, training, management, and performance.
• Partner to create annual/quarterly sales targets and market share goals for all BAC sales representatives in North America. Lead ongoing analysis of sales results and drivers to identify plans to accelerate or improve sales results to achieve goals and update monthly sales outlook. Will include monitoring and managing KPIs for channel partners and reporting results to senior leadership.
• Cultivate, establish, and contract key end-user accounts.
• Ensure sales management disciplines are implemented and followed consistently, including Strategic Selling.
• Develop compelling sales approaches for new and differentiated product and ensure adoption and success.
• Provide weekly orders forecasts for S&OP for current and future periods.
• Serve has executive host for key customer visits and channel boards & councils.
• Ensure industry presence through participation in committees, shows etc.
• Build rapport and develop solid relationships with representatives, end users, contractors, and consultants.
• Change agent with the ability to drive initiatives, working collaboratively with other functions. Providing insights on competition, general economic and market conditions, pricing/promotions, sales channels and any pertinent business information.
• Develop strong cross-functional and cross-regional relationships to ensure alignment on strategy and execution.
• Other duties as assigned.

NATURE & SCOPE

A senior level position reporting to the Vice President, Managing Director – Americas. Leading the sales function as a member of the regional Americas Leadership Team. This role is responsible for working with BAC employees at all levels of the organizations, sales representatives, contractors, consultants, and BAC product users. The role manages multiple high-level direct reports including National and Regional Sales Managers, Business Leaders, and Project and Application Managers supporting all BAC sales representatives, end users, consultants and contractors in assigned territories.

KNOWLEDGE & SKILLS

• Bachelor’s degree in engineering or business with master’s degree in business or similar preferred.
• 15+ years of Sales Experience.
• 7+ years of experience working in the HVACR industry. Demonstrated knowledge of refrigeration and/or HVAC systems, competitors and industry organizations.
• 10+ years of sales management experience or leadership position.
• Ability to work in agile operating model and culture.
• Expert level written and verbal communication skills.

WORKING CONDITIONS

Working conditions are those typical of an office environment with a low level of physical activity. Working hours may include evenings and weekends as required. Domestic travel, up to 30%, International travel up to 10%.

Experience

• 10 year(s): Sales management experience or leadership position.
• 7 year(s): Working in the HVACR industry. Demonstrated knowledge of refrigeration and/or HVAC systems, competitors and industry organizations.
• 15 year(s): Sales Experience.

Education

• Bachelors or better in Engineering Management

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)