Regional Sales Manager - Commercial Applied

Description:

Description

At Systemair, we have a passion for indoor air quality. We are constantly striving to provide ventilation solutions that improve health and productivity in an energy-efficient and sustainable manner. Innovation is in our DNA, and we continue to grow in terms of capabilities, product range, size, sales volumes, and market share. We employ and empower people to take initiative and make decisions with the best interests of our customers and team at heart by achieving our goals to be an Employer, Brand, Investment, and Neighbor of Choice. Simply put, we prioritize, simplify, and trust, while committing to accountable behavior and personal responsibility at work and with our neighbors.

Under the direction of the Director of Sales - Commercial, you will be responsible for developing and growing company relationships with our channel partners, key stakeholders and influencers, and end-user customers. As a regional sales manager (RSM), you will facilitate and manage the sales growth of our commercial applied air handling solutions within an assigned area of responsibility.

Primary sales efforts will focus on sales expansion for our Geniox and Topvex air handling product lines. Geniox is a configurable, high-quality modular air handling platform offering the ultimate flexibility to suit every project. Topvex offers a wide range of compact, pre-defined air handling units for easy installation and fast delivery. With our route-to-market through a broad network of independent commercial rep firms, a demonstrated history of sales channel management and the keen ability to be an influential force in the rep firms’ sales efforts, is critical.

As a member of the North American sales team, you will develop strong relationships with our external business partners, independent commercial plan & spec representatives, consulting engineers, architects, design consultants, and many other key stakeholders to expand and secure approvals for basis of design, deepen Systemair’s market presence, and deliver organic sales growth.

This role demands a high level of technical and HVAC applications expertise to truly be successful. Proven experience with complex products such as highly configurable, semi-custom air handling solutions is a true benefit. A well-rounded background including expansive technical knowledge, keen sales acumen, and strong strategic planning skills are extremely valuable.

We are looking to promote or hire someone that shares our ambition to achieve our four Key Outcomes: Employer, Brand, Investment, and Neighbor of Choice. With our continued growth, we are searching for very self-motivated individuals who are aligned with our culture and have the essential skills and experience to take on this career opportunity.

Requirements

Essential Duties and Responsibilities:

• Cultivate and maintain effective business relationships with commercial plan & spec representatives, (channel partners), system designers, key stakeholders and influencers to ensure high levels of customer satisfaction and success.
• Determines needs, develops and executes an account specific annual business plan to identify the long-term, mutual support requirements required to facilitate a strong, profitable, and successful partnership.
• Conduct monthly and quarterly channel partner business reviews to ensure alignment in sales activity, market reach, training needs, pipeline expansion, and brand representation to achieve mutual success.
• Provides knowledge and consultation in the form of developing HVAC system-related solutions for the customer’s problems, including financial and performance-based considerations.
• Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
• Provide technical support via phone, e-mail and video conference for both internal and external customers in the areas of selection, design and application.
• Involvement in technical solutions for projects from design to project completion.
• Travel as necessary to effectively facilitate sales and support project requirements, including meetings with external business partners, factory and industry related meetings promoting Systemair branded solutions.
• Establish plans and strategies to expand the customer base in assigned area of responsibility.
• Adhere to all company policies, procedures and business ethics codes.
• Foster cooperation and teamwork within the North American region and other sister companies.
• Maintain effective budgetary controls of sales expenses.
• Utilize manufacturer provided sales tools to make presentations to clients. Modify presentations specific to customer and project needs.
• Track and manage customers, leads, and opportunities in company CRM.
• Work effectively in a broad, dynamic team environment.
• Utilize a consultive selling approach (such as Sandler Sales) to create equal business stature and foster mutual business success.

Skills, Education, and/or Experience:

The following are education and experience criteria used to evaluate the suitability of the Regional Sales Manager-Commercial Profile or candidates for the position:

• BS or above in Mechanical Engineering or a related technical discipline is required.
• Proven experience in the sales and growth of commercial applied HVAC or other technical system solutions.
• Four (4) or more years of successful experience in applied Systems/HVAC sales, BAS/BMS sales, or combination of related industry experiences is desirable.
• Understanding of HVAC Systems, Controls strategies and platforms, energy efficiency strategies, mechanical plans/specifications, and Building Automation Systems.
• Familiarity with BAS communication protocols and systems such as BACnet, Tridium, and other industry protocols is a plus.
• A successful career history working with key stakeholders such as Sheetmetal Contractors, Electrical Contractors, Acoustical Consultants, Energy Modelers, or Fire & Life Safety Officials is a plus.
• Excellent leadership, communication, and interpersonal skills.
• Strong analytical skills with the ability to analyze data and sales statistics and translate results into better solutions.
• Excellent presentation and negotiating skills.
• Strong influential, persuasion, and statistical analysis skills.
• Working knowledge of MS Dynamics CRM, Salesforce, or other CRM.

Job Conditions:

• Prolonged periods of sitting at a desk and looking at a computer.
• Light physical effort – able to lift up to 20lbs at times.
• Sitting, lifting, squatting, pushing, or reaching for intermittent or extended periods.
• Must be able to travel (by car or air) a minimum of 50% to meet regional needs.

Work Environment:

• Remote; Various Locations
• When in factories, may be exposed to loud, repetitive sounds from machinery or equipment.

The job conditions described here and above are representative of those that must be met by an employee to successfully perform the essential functions of the position. A reasonable accommodation may be made to enable individuals with disabilities to perform these essential functions of the position. Proper use of PPE such as safety glasses, closed toe shoes, hearing protection, gloves, face shields and other equipment as designated by the job being performed in a production environment is mandatory. Adherence to Systemair’s safety policy is a condition of employment.

Requirements: