National Pumps Sales Director

Position Overview

The National Pump Sales Director is a senior commercial leader responsible for driving revenue growth, market penetration, and channel effectiveness across the Malco Group’s pump portfolio. This role will lead national pump sales efforts across rep networks and distribution channels, while building deep expertise in the product range to position Malco as a leader in condensate and mini pump solutions.

Revenue Growth & Sales Leadership

• Own and deliver national sales targets for the pump portfolio, with strong incentive alignment to pump revenue performance
• Develop and execute go-to-market strategies to grow share in mini pump and condensate pump categories
• Identify and capture new business opportunities across OEM, distribution, and contractor channels
• Drive consistent pipeline development and conversion across all regions

Channel & Rep Network Management

• Lead and optimize relationships with independent manufacturer representatives and distribution partners
• Ensure alignment, accountability, and performance across the rep network
• Provide direction, training, and support to reps to enhance product positioning and sell-through
• Strengthen channel strategy to improve coverage, performance, and market access

Product Expertise & Market Development

• Develop deep subject-matter expertise across the pump portfolio, including: Aspen Mini Pumps, Beckett Tank Pumps
• As the commercial voice of the product, translate features, benefits, and applications into compelling value propositions
• Maintain strong awareness of competitive landscape (e.g., Refco, Sauermann, Blue Diamond, DiversiTech, Little Giant)
• Provide market feedback to product and leadership teams to shape roadmap and positioning

Strategic Account & Relationship Management

• Build and maintain strong relationships with key customers, distributors, and industry stakeholders
• Leverage existing relationships to accelerate market entry and expand share
• Act as a trusted partner to customers by aligning solutions to their business needs

Sales Execution & Performance Management

• Establish clear sales targets, KPIs, and scorecards for pump performance
• Deliver regular reporting and insights on sales activity, forecasts, and market trends
• Drive accountability across internal and external sales teams to deliver results
• Partner with Sales Operations to ensure CRM accuracy, pipeline visibility, and data-driven decision making

Cross-Functional Collaboration

• Work closely with Condensate Management, Product Management, Marketing, and Operations to align on strategy and execution
• Support training, product launches, and sales enablement initiatives
• Ensure strong alignment between demand generation, supply chain readiness, and customer experience

Qualifications

• Education: Bachelor’s in engineering, operations, or related field preferred, not required
• Experience: 8–10+ years in Condensate Management/pumps/Mini-Split/HVACR sales
• Traits: Results oriented, collaborative, customer obsessed; excellent cross functional communicator
• Background: Willingness to travel for customer visits, trade shows, and team collaboration (up to 75% of time), ideally as a Sales Engineer or technical sales leader
• Experience: Demonstrated success in both direct sales and rep/channel sales models
• Role: Prior experience in a sales leadership or director-level role

Benefits And Perks

• 401k with company matching
• Medical, Dental & Vision Insurance
• Company paid life insurance and paid short-term disability
• Paid time off