Managing Director

Managing Director Midwest

The Managing Director Midwest leads strategic and operational sales, software development and service functions for the organization's heating, ventilation, air conditioning, and refrigeration product portfolio in assigned region. This role is accountable for driving revenue, expanding market share, supporting channel partners, and ensuring sustained growth across the HVAC/R sector.

The ideal candidate brings a winning mindset with strong integrative thinking skillsable to synthesize insights across markets, teams, and customer needs to drive high impact decisions, innovate commercially, and maintain a competitive advantage.

Essential Duties & Responsibilities

• Develops and executes comprehensive sales strategies aligned with corporate goals, specifically targeting HVAC/R markets, verticals, and applications.
• Directs sales forecasting activities, pipeline analysis, and territory planning to achieve branch and national sales objectives.
• Analyzes HVAC/R market trends, regulatory changes, energy efficiency standards, and technological advancements to guide pricing, product positioning, and sales program priorities.
• Collaborates with Vice Presidents of Sales to strengthen channel development, including wholesalers, contractors, OEMs, reps, and end-user segments.
• Establishes regional and product-specific sales quotas, drives performance metrics, and ensures consistent execution across the distribution network.
• Represents the company at HVAC/R industry trade associations, such as AHRI, ASHRAE, HARDI, RSES, and regional expos, to promote solutions and maintain strong industry presence.
• Conducts or participates in technical and commercial presentations for key clients, engineering firms, design-build contractors, distributors, and large end users.
• Supports Regional Sales Managers in customer relationship management, contract negotiations, rebate, and pricing program discussions, and closing complex HVAC/R system sales.
• Works cross-functionally with Product Management, Operations, Engineering, and Marketing to support product launches, competitive analysis, and customer feedback loops.
• Manage branch P&L responsibilities, including budgeting, expense control, and financial performance reporting.
• Prepares periodic sales reports outlining sales volume, market potential, vertical penetration, and emerging opportunities in HVAC/R applications such as commercial buildings, industrial refrigeration, and energy-efficiency retrofits.
• Monitors competitor products, technologies, and pricing strategies within the HVAC/R ecosystem.

Supervisory Responsibilities

Directly supervises Regional Sales Managers, System Software Developers and Technical Support teams within the assigned region. Responsibilities include recruiting, onboarding, coaching, performance management, compliance oversight, and employee development in alignment with company policies and industry best practices.

Qualifications

To perform this role effectively, the individual must demonstrate strong leadership, technical understanding of HVAC/R systems, and proven commercial acumen.

Education & Experience

B.S. in Mechanical Engineering, Electrical Engineering or Business with an HVAC/R background, or

Equivalent technical education and experience in the HVAC/R industry.

Prior senior-level sales leadership experience within HVAC, refrigeration, building systems, and mechanical equipment markets strongly preferred.

Language Skills

Ability to interpret technical literature, engineering documentation, regulatory standards, and industry publications.

Proficient in generating business reports, technical correspondence, and customer proposals.

Skilled in presenting information to engineering teams, contractors, distributors, executives, and industry groups.

Mathematical Skills

Ability to calculate commercial and technical values such as discounts, commissions, load calculations (basic), proportions, percentages, and geometric figures relevant to HVAC/R applications.

Reasoning Ability

Ability to address complex technical and commercial challenges, interpret HVAC/R drawings or specifications, and apply problem-solving techniques in nonstandard situations.

Computer Skills

Proficiency with CRM platforms, Microsoft Office applications, and familiarity with HVAC/R quoting tools, load calculation software, or distributor ordering systems is beneficial.

Physical Demands

Regularly required to sit, communicate, and use hands for computer work.

Occasionally required to stand, walk job sites, climb ladders, or inspect mechanical rooms or rooftop units.

Must be able to lift and/or move up to ten pounds regularly and twenty-five pounds frequently.

Vision requirements include close, distance, color, and depth perception.

Must be able to travel up to 75% of the time, including customer visits, trade shows, and site evaluations.

Carel is an equal opportunity employer