Vice President of Distribution Sales

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Distribution Sales Full Time Roanoke, TX, US

5 days ago Requisition

About the Role:

The Vice President of Distribution Sales leads the national distribution sales strategy and is accountable for revenue growth, profitability, market share, and distributor performance. This executive oversees sales directors and their teams, establishes annual and long-term business plans, and builds relationships with key distribution partners. The VP sets sales priorities, manages budgets and forecasts, and guides market expansion, pricing recommendations, and channel development.

The role works with executive leadership, finance, marketing, product, and operations to align sales commitments with business goals and delivery capabilities.

Minimum Qualifications:

• Bachelor's degree in Business Administration, Sales, Marketing, or a related field.
• A minimum of 12 years of progressive sales experience in HVAC or a related industry, including at least 5 years leading sales managers or directors.
• Proven success growing distribution sales and profitability, managing budgets and forecasts, and negotiating major customer or distributor agreements.

Preferred Qualifications:

• Master's degree in Business Administration or a related field.
• Experience leading a national or multi-region HVAC distribution sales organization and expanding distributor networks.
• Experience with HVAC products, channel programs, pricing strategies, and new product introductions.

Responsibilities:

• Set and execute the national distribution sales strategy, including annual and long-term revenue, margin, market share, and channel growth objectives
• Lead sales directors and their teams; establish goals, review performance, coach leaders, and develop talent and succession plans.
• Build executive relationships with key distributors; guide partner selection, expansion, retention, and major negotiations within approval authority.
• Own sales budgets and forecasts; monitor revenue, margins, expenses, and pipeline health, and lead corrective actions when results fall short.
• Assess market demand, competition, and channel coverage; identify new territories and partners and recommend pricing and sales programs.
• Align sales plans with marketing, product, finance, supply chain, and operations to support launches, product availability, and customer commitments.
• Present results, risks, and recommendations to executive leadership; ensure sales practices follow company policies and approval requirements.

Skills:

The required skills for this role include strong leadership and team management abilities, which are essential for guiding the sales team towards achieving their goals. Excellent communication and interpersonal skills are necessary for building relationships with clients and stakeholders, ensuring effective collaboration across departments. Analytical skills are crucial for interpreting market data and sales performance metrics, allowing the VP to make informed strategic decisions.

Additionally, a deep understanding of HVAC products and market dynamics will enable the candidate to effectively position the company's offerings against competitors. Preferred skills, such as proficiency in CRM software, will enhance the efficiency of sales processes and improve customer relationship management.