Associate Sales Director-Pacific region

About the role

This role focuses on our Residential Services and Repair channel and the team who manages our distributor and HVAC contractor accounts within the Pacific region. The ideal candidate must be located within a city with a major airport, such as Denver, Salt Lake City, Seattle, Portland, or Phoenix.

Responsibilities

• Provides leadership, people development, and drives revenue growth for a team of Business Development Specialists in the RSR channel.
• Manages, coaches, and motivates the team to reach sales objectives.
• Identifies market size, selling price, competitive product matrix, and ensures the corporation is positioned to capitalize on industry changes.
• Led the development of an Annual Operating Plan for each territory in the region, identifying realistic opportunities to increase sales growth and the activities, resources, collateral, and support needed for successful implementation.
• Executes the plan through the Business Development Specialists, getting involved when necessary but otherwise providing autonomy.
• Sets clear expectations and realistic goals, holds staff accountable for reaching agreed-upon goals.
• Makes sure the sales managers have the resources, tools, and support needed to do their jobs.
• Advocates for the team, removes obstacles, and focuses on selling.
• Leads the hiring process for the region, including interviewing, decision-making, and onboarding of new employees.
• Encourages open and honest communication to build strong and trusting relationships.
• Asks for staff feedback and manages own ego to listen.
• Manages employee performance by understanding each employee’s strengths and learning opportunities, encourages career growth, new ideas, and development of the team.
• Communicates new product concepts to the team.
• Acts as the conduit between the corporate office and the field sales team, connecting intent with execution and communicating in a way that resonates and builds a sense of purpose.
• Corrects poor performance and deals with conflict decisively, giving timely, objective, and useful feedback.
• Applies the appropriate resolution (directing, training, counseling, empowering, or coaching).

Requirements

• Builds and maintains partnerships across sales channels, product management, marketing, etc.
• Manages sales activity and maintains a deep understanding of regional activities.
• Promotes and ensures the use of CRM (Goldmine) by the sales team.
• Manages regional sales and expense budgets.
• Possesses and maintains an in-depth knowledge of the HVAC industry and AprilAire product lines, as well as an understanding of lines represented by competitors.
• Goal-oriented and solution-driven with the ability to make critical decisions using data, analysis, and setting strategic priorities.
• Effective people leader with excellent relationship-building skills, ability to give feedback that inspires results, and motivates the team to achieve their goals.
• Skilled at leading the development of an Annual Operating Plan for each territory in the region, identifying realistic opportunities to increase sales growth and the activities, resources, collateral, and support needed for successful implementation.
• Effective in influencing and ensuring corporate objectives are met with the field sales team.
• Effective in change management; able to sell the pain of gain.
• Skilled at giving timely, objective, and useful feedback, balancing criticism with positive reinforcement; celebrates successes often.
• Ability to set clear expectations and realistic goals.
• Excellent follow-through and the ability to hold staff accountable for reaching agreed-upon goals.
• Skilled at building strong and trusting relationships through encouraging open and honest communication.

Qualifications

• Bachelor's degree or relevant experience.
• Ability to travel across the Pacific region, Southwest, and some areas of the Rocky Mountains 40% of the time.