Director of Sales

Director of Sales

ATEX Distributing | Orlando, FL | Full-Time | Onsite | M-F | Approximately 60% Travel

ATEX Distributing is growing, and we are looking for an experienced Director of Sales to help lead the next stage of growth across our sales organization. This is a hands‑on sales leadership position for someone who knows how to develop people, grow customer relationships, build accountability, and turn sales strategy into execution. Reporting to our Vice President of Sales, the Director of Sales will lead and develop our Outside Sales Team while driving profitable revenue growth across territories and markets.

You will work closely with Regional Managers, marketing, operations, purchasing, finance, and executive leadership to strengthen our sales organization and customer experience.

• Lead, coach, develop, and hold the Outside Sales Team accountable for performance and growth.
• Execute sales plans aligned with company revenue, margin, market-share, and growth objectives.
• Establish and manage sales goals, KPIs, territory expectations, pipeline activity, and forecasting.
• Develop new customers, markets, product opportunities, and channels.
• Strengthen relationships with key customers, manufacturers, and industry partners.
• Partner with sales team members on major opportunities, negotiations, account strategy, and customer retention.
• Represent ATEX at customer meetings, manufacturer meetings, trade events, and other industry functions.
• Work cross‑functionally to resolve pricing, product availability, fulfillment, credit, and customer‑service issues.
• Recruit, onboard, coach, mentor, and develop sales talent.
• Reinforce consistent CRM usage, opportunity management, and sales processes.
• Analyze sales performance by customer, territory, product, revenue, salesperson, and margin.
• Drive disciplined prospecting, account development, cross‑selling, and upselling.

• 7+ years of progressive sales experience with meaningful experience leading, coaching, and developing sales professionals.
• Experience in HVAC distribution, HVAC equipment, manufacturer representative sales, wholesale distribution, mechanical equipment, or a closely related technical sales environment strongly preferred.
• Demonstrated success growing revenue and customer relationships, with strong understanding of pricing, gross margin, profitability, forecasting, and commercial decision‑making.
• Experience establishing KPIs, pipeline expectations, and performance accountability.
• Strong leadership, communication, negotiation, analytical, and relationship‑building skills with the ability to operate as both a strategic leader and hands‑on participant.
• Preferred: 10+ years of progressive sales experience, 5+ years of direct sales leadership, commercial HVAC market knowledge, multi‑territory or multi‑location leadership, and CRM/ERP experience;
  Net Suite is a plus.

• Competitive base salary, based on experience, industry knowledge, and demonstrated sales leadership success, plus performance‑based bonus opportunity.
• Vehicle allowance provided.
• 100% employer‑paid employee health insurance.
• 401(k) with annual employer contribution.
• Paid vacation and Employee Assistance Program.

ATEX Distributing is an Equal Opportunity Employer and a drug‑free workplace. Employment is contingent upon successful completion of applicable pre‑employment screening, which may include criminal background, credit history, driving record, and drug screening. A valid driver’s license and reliable transportation are required for this position. Frequent travel is required, approximately 60%, with some weeks potentially requiring 100% travel. All qualified applicants will receive consideration for employment without regard to any status protected by applicable federal, state, or local law.