AAH Sales Director

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Full Time Warrendale, PA, US

Salary Range: $ To $ Annually

Havtech is a manufacturer’s representative for applied HVAC equipment. Target clients include mechanical contractors, general contractors, mechanical engineering firms, architectural firms, design-build contractors, construction managers, service contractors, building managers, and building owners.

The Sales Director leads the sales organization covering both the engineering/owner-facing and contractor-facing customer segments. The role partners with the leaders of the Equipment, Air, and Hydronics businesses, and Marketing, to grow revenue, gross profit, and market share. This role carries both the innovative-solutions mandate and ownership of sales process discipline: planning and executing strategies that help customers recognize the full value of Havtech’s product offering and systems expertise, equipping the sales team to sell that value, and ensuring rigorous process execution in opportunity qualification, pursuit, forecasting, pricing, and handover.

• Lead a group of sales engineers and hold the team accountable for consultative performance, results, and adherence to 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 customers across engineering firms, owners, and contractors.
• Assess market potential, identify opportunities for new business, and increase penetration in target vertical markets.
• Engage on key and strategic projects, remedy escalated customer issues, and implement strategies to expand the customer base across both engineering/owner and contractor segments.

• Plan and execute, with Marketing and with sales leadership across businesses and geographies, the strategies that help customers recognize the full value of Havtech’s product offering and systems expertise.
• Lead the identification, solicitation, promotion, and sale of applied equipment and integrated systems solutions, so the team sells complete outcomes rather than standalone products.
• Serve as a principal resource on innovative HVAC systems approaches, and transfer that expertise to the sales team, customers, and developing talent.
• Collaborate to align Equipment, Air, Hydronics, Marketing, and Operations so solutions are positioned consistently and the sales team is supported in the field.
• Own the sales process end to end: opportunity qualification, pursuit strategy, proposal quality, pricing posture, forecasting, and pipeline review, applying rigorous discipline across all opportunities with particular attention to contractor pursuits.
• 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 key customers (mechanical contractors, general contractors, engineering firms, and others) 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 pursuits.

• Develop and maintain key relationships with engineering firms, architectural firms, owners, mechanical contractors, general contractors, design-build contractors,…