Baltimore Aircoil Company - Jessup, MD
posted 5 months ago
The National Sales Manager - HVAC and Manufacturing (NSM) is a pivotal role responsible for leading and managing sales, marketing, and business activities aimed at achieving profitable sales and market share growth in the space and machine cooling markets. This position requires the development of annual sales plans tailored for these markets, alongside assisting in the formulation of strategic plans. The NSM will ensure that the operating plan is met by executing the planned initiatives effectively. A critical aspect of this role involves assessing, maintaining, and enhancing sales channels to ensure business growth and improve sales execution. The NSM will also be tasked with implementing field sales initiatives to establish and strengthen relationships with strategic accounts, driving sales initiatives through collaboration with leaders across various departments, including Engineering, Manufacturing, Finance, and Marketing. In terms of principal accountabilities, the NSM is expected to drive over $300 million in annual sales while profitably growing sales and achieving price and margin objectives. Monthly and quarterly goals must be met, alongside adherence to the selling expense plan. The NSM will assist in maintaining a strategic plan that optimizes focus and resource allocation, developing creative and effective sales initiatives to meet strategic objectives. This includes maintaining product plans for open towers, fluid coolers, and dry coolers, and collaborating with Marketing to develop new product launch strategies, including sales tools, shows, public relations, and training. Leadership is a key component of this role, as the NSM will manage, coach, and mentor a team of six Regional Sales Managers, ensuring accountability through recognition of achievements and implementation of improvement plans. Building customer relationships to capture new opportunities and meet sales and margin goals is essential, as is tracking individual sales, price, and margin objectives. The NSM will also collaborate with peers in Quality, Operations, and Engineering to drive initiatives that support sales or margin goals. Sales channel management involves driving initiatives for evaluating performance, training, coaching, and identifying new representation as required. The NSM will identify improvement opportunities and develop business cases to support them, including options and alternatives. In terms of sales execution, the NSM will develop and implement individualized objectives for Regional Sales Managers and independent sales representatives, focusing on sales, price realization, new product development, marketing, customer education, personnel development, and succession planning. Direct relationships with end users, key contractors, and specifying engineers will also be managed. Marketing responsibilities include establishing and maintaining a strategy for realizing price growth in conjunction with Marketing, measuring price realization by product, and implementing initiatives to enhance it as needed. The NSM will provide feedback to Marketing regarding products, programs, and communications to ensure they meet customer needs and assist product and marketing initiatives with competitive insights and data. Leading and managing the HVAC Representative Advisory Board by maintaining regular meetings and effectively collecting feedback is also part of the role.