Regional Sales Manager - North America (Air Handling)
Territory Ownership & Revenue Delivery
The Regional Sales Manager – North America is responsible for developing and executing a North American regional sales plan aligned with annual bookings and growth targets. They must meet or exceed assigned bookings quota through disciplined opportunity development and qualification, maintain a robust, actionable pipeline with clear win strategies, and deliver accurate monthly and quarterly forecasts using CRM tools, with clear risk and confidence levels.
Go-to-Market & Channel Strategy
Build, manage, and optimize a high-performing network of authorized sales representatives and strategic partners. Identify white-space markets and vertical opportunities and establish coverage where gaps exist. Set clear expectations for rep performance, technical capability, and alignment with SMARDT Air’s value proposition. Lead joint sales calls, spec development efforts, and strategic pursuits alongside rep partners.
Specification & Opportunity Leadership
Drive early engagement with consulting engineers, EPCs, and owners to influence basis-of-design and specifications. Lead complex sales pursuits from early project identification through proposal, negotiation, and award. Manage multi-stakeholder procurement processes involving engineers, contractors, owners, and internal teams. Develop competitive positioning strategies against major AHU players and system integrators.
Vertical Market Development
Prioritize and grow SMARDT Air’s presence in high-growth North American verticals, including: data centers and mission-critical facilities, healthcare and life sciences, advanced manufacturing and cleanrooms, higher education and institutional facilities. Support development of vertical-specific value propositions, reference projects, and repeat programs.
Cross-Functional Collaboration
Partner closely with Application Engineering to deliver technically accurate, competitive solutions. Collaborate with Operations, Engineering, and Service to align customer requirements with manufacturing and delivery capabilities. Provide structured market feedback on competitive trends, customer requirements, and product roadmap opportunities. Support marketing initiatives, including regional events, trade shows, and thought-leadership activities.
Customer & Account Leadership
Serve as a senior commercial point of contact for strategic accounts and key regional customers. Build long-term relationships with owners, engineers, EPCs, and contractors. Drive customer satisfaction through proactive communication, expectation management, and internal coordination. Support repeat business and programmatic opportunities across multi-site customers.