Regional Sales Manager

Navigating a new chapter of growth, Cambridge Air Solutions (“Cambridge”) is a 60+ year-old, purpose-driven, family-owned HVAC manufacturing company based in Chesterfield, Missouri. Dedicated to an intentional growth journey centered on enriching lives, Cambridge delivers much more than thermal comfort—its brand promise extends to every stakeholder in its ecosystem, including employees, vendors, suppliers, partners, end users, and the community. Learn more at www.cambridgeair.com.

About the role

As a key member of Cambridge’s sales team, you will align closely with 10-15 independent representative firms throughout the Northwest and Northeast regions of the United States and Canada. You will partner cross-functionally with marketing, business development, application engineering, manufacturing, and customer success to drive partner engagement, achieve market share, and expand product success—positioning Cambridge as the preferred HVAC solution.

Responsibilities

• Drive Sales Partner Engagement: Serve as a strategic sales partner and build engagement across a select portfolio of independent rep firms. Develop trusted relationships with rep firm owners and representatives, aligning market strategy, business priorities, and sales execution to drive sustainable territory growth. Lead through influence while creating strong accountability for performance.
• Develop HVAC Product Champions: Provide product knowledge, training, demonstrations, technical resources, and sales support to foster growth. Equip partners with expertise on Cambridge product lines and build sales advocates. Foster strategic, mutually beneficial relationships with mechanical contractors and design engineers.
• Ensure Accountability & Shared Success: Partner with the rep network to identify target goals, including sales forecasts, market visits, technical service, training events, visits to Cambridge, marketing initiatives, and utility outreach. Track progress, promote accountability of annual metrics, evaluate existing relationships, and identify opportunities to strengthen the value proposition. Facilitate business review sessions and onboard new rep firms as needed.
• Provide Technical Expertise: In partnership with engineering and operations, master the Cambridge product line and serve as a resource for the rep network, end-users, and contractors. Provide technical resources, product education, and evidence of the value of Cambridge’s products and services—driving sales rooted in the company’s mission to enrich lives through air quality improvement.

Requirements

• 4-10+ years of progressive and consultative sales leadership or territory management experience, including prior experience partnering with an independent rep or dealer network.
• Experience in HVAC or a commercial equipment environment is highly preferred, though not required if familiarity exists with rep firm or distribution network sales models.
• Demonstrated experience building genuine, customer-centric relationships with reps, customers, and strategic partners, deepening relationships and increasing brand loyalty.
• Experience identifying customer needs and driving engagement through consultative sales, needs assessments, product demonstrations, lunch & learns, rep advisory boards, and proactive account management.
• Experience managing sales pipelines, forecasting sales and profitability, and driving measurable growth. Ability to analyze sales metrics, margins, pricing strategies, and use of discounts and warranties to meet long-term profitable growth goals.
• Enjoy coaching and helping others succeed through product education, mentorship, sales strategy, and ongoing professional development.
• Exceptional communication skills—building relationships with confidence as a trusted partner to both customers and internal stakeholders. A natural leadership style that balances playing and coaching, with transparent, frequent, and compassionate communication.
• Solid technology skills, including proficiency in MS Office, ERP systems, project management tools, and CRM systems. Familiarity with Epicor, Monday.com, and MS Dynamics is a plus.
• A 4-year degree or deep experience in a technical sales field.

Benefits

• Competitive base salary and sales incentive plan.
• Company-wide quarterly profit-sharing plan.
• Comprehensive benefits: medical, dental, vision, life, and disability insurance.
• Paid time off (PTO) and generous paid holidays.
• Employee assistance program.
• Matching 401K.

Schedule

Hybrid flexibility with a preference for onsite engagement at the Chesterfield, Missouri home office when not traveling. Domestic travel to representatives, contractors, end-user meetings, and industry events is estimated at 50%. Additional travel to the home office may be required for candidates based outside the metro-St. Louis area.

Core Values

Guided by a unique culture of unconditional love and high expectations, Cambridge is committed to helping team members grow internally. The company values colleagues, team input, personal and professional development, and learning from one another to achieve business goals alongside a greater good.