Engineering Sales Director

Applied Equipment · Maryland

Summary

Havtech is a manufacturer’s representative for applied HVAC equipment. Target clients include mechanical contractors, mechanical engineering firms, architectural firms, design-build contractors, construction managers, service contractors, building managers, and building owners.

The Engineering Sales Director leads the engineering sales organization and partners with the leaders of the Equipment, Air, and Hydronics businesses, and with Marketing, to grow revenue, gross profit, and market share. The role carries the innovative-solutions mandate for this market: planning and executing the strategies that help customers recognize the full value of Havtech’s product offering and systems expertise and equipping the sales team to sell that value.

Essential Functions and Responsibilities

Sales leadership and results

• Lead a group of sales engineers and hold the team accountable for consultative performance.
• Develop the annual sales business plan and deliver overall sales and gross-profit results, including revenue growth and increased market share.
• Assess market potential, identify opportunities for new business, and increase penetration in target vertical markets.
• Engage on key and strategic projects, remedy escalated customer issues, and implement strategies to expand the customer base.

Innovative solutions and systems value

• Plan and execute, with Marketing and with sales leadership across businesses and geographies, the strategies that help customers recognize the full value of Havtech’s product offering and systems expertise.
• Lead the identification, solicitation, promotion, and sale of applied equipment and integrated systems solutions, so the team sells complete outcomes rather than standalone products.
• Serve as a principal resource on innovative HVAC systems approaches, and transfer that expertise to the sales team, customers, and developing talent.
• Collaborate to align Equipment, Air, Hydronics, Marketing, and Operations so solutions are positioned consistently and the sales team is supported in the field.

Customer and manufacturer relationships

• Develop and maintain key relationships with engineering firms, architectural firms, owners, and manufacturers.
• Foster and enhance customer and vendor relationships that support both current projects and longer-term share of customer.

Team development

• Mentor and coach sales engineers to capitalize on sales opportunities and maximize share of customer.
• Provide training, development, and strategic counsel that raises the technical and commercial performance of the team.
• Lead by influence. Earn the respect of peers, the team, and customers rather than relying on positional authority.

Process and cross-functional execution

• Analyze and improve the effectiveness of sales and handover processes between support functions.
• Work cross-functionally with sales leadership in related businesses, Marketing, Operations, and other functions as required to execute the plan.

Supervisory Responsibilities

This position supervises a group of sales engineers. Responsibilities include development, performance management, account management and accountability for the team’s sales and gross-profit results.

Qualifications

• Ten or more years of HVAC experience with a record of increasing sales.
• Five or more years of direct management experience leading a sales organization of $100 million or more in annual revenue is preferred but not required.
• Consultative business-to-business sales experience, including the ability to position applied equipment and systems solutions rather than single products alone.
• Bachelor’s degree required; a technical or engineering degree is preferred, and an MBA is desirable.
• Demonstrated leadership that earns the respect of peers, the team, and customers. Leads by influence and does not rely on positional power.
• Effective team leader: demonstrates empathy, establishes rapport, and gets the job done.
• Positive change agent: persuasive, assertive, and resilient.
• Recognizes, respects, and strengthens Havtech’s culture of exceptional service and innovative solutions.
• Able to collaborate across business lines and with Marketing to carry a consistent systems message into the market.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is frequently required to stand and walk. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

Declaration

Human Resources retains the sole right and discretion to make changes to this job description.