Contractor Sales Director

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Location:

Columbia, MD, US

Contract:

Full Time

Salary Range: $ To $ Annually

Havtech is a manufacturer’s representative for applied HVAC equipment. This role leads the contractor-facing sales organization in the MD/VA/DC market, with a primary focus on mechanical and general contractors and coverage of design-build contractors, construction managers, and service contractors.

The Contractor Sales Director partners with the leaders of the Equipment, Air, and Hydronics businesses to grow revenue, gross profit, and market share. Proficiency in the sales process is a defining requirement of the role. The Director owns how opportunities are qualified, pursued, forecast, priced, and handed off, and holds the team to that discipline.

• Lead a group of sales engineers and hold the team accountable for results and for following the sales process.
• Develop the annual sales business plan and deliver overall sales and gross-profit results, including revenue growth and increased market share with target contractors.
• Assess market potential, identify opportunities for new contractor business, and increase penetration in target vertical markets.
• Engage on key and strategic projects, remedy escalated customer issues, and implement strategies to expand the contractor customer base.
• Own the contractor sales process end to end: opportunity qualification, pursuit strategy, proposal quality, pricing posture, forecasting, and pipeline review.
• Set and enforce stage discipline so the team knows which opportunities to chase, how to position Havtech, what a complete pursuit looks like, and when to walk away.
• Run a consistent account- and project-planning rhythm with mechanical and general contractors so coverage, follow-up, and bid strategy are predictable.
• Analyze win/loss and the effectiveness of sales and handover processes between support functions, and close the gaps that cost margin, schedule, or repeat business.
• Keep the forecast honest. Require current pipeline data, clear next steps, and documented close plans on active contractor pursuits.

• Develop and maintain key relationships with mechanical contractors, general contractors, design-build contractors, construction managers, and service contractors.
• Foster manufacturer and vendor relationships that support contractor pursuits, preferred positioning, and reliable fulfillment.
• Mentor and coach sales engineers on process proficiency as well as relationships: discovery, competitive positioning, bid strategy, and close plans.
• Provide training and development that raise the team’s ability to run the process and maximize share of customer.
• Provide strategic counsel and support so sales personnel can execute pursuits without bypassing the process.

• Work with sales leadership in related businesses, Marketing, Operations, and other functions so contractor commitments made in the sales process can be delivered.

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

• Ten or more years of HVAC experience with a record of increasing sales, preferably in a contractor-focused role.
• 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.
• Demonstrated proficiency in a consultative business-to-business sales process, including qualification, pipeline management, forecasting, bid and proposal discipline, and handover.
• Experience selling to or through mechanical contractors, general contractors, or design-build firms.
• 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 business culture.

The physical demands described here are…