Manager, HVAC OEM Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee Key Account Managers who are responsible for Tier 1 and Tier 2 HVAC OEM accounts throughout North America.

• Establish performance expectations, quota objectives, and account responsibilities in line with the HVACR annual operating plan.

• Conduct coaching sessions, pipeline assessments, and deal strategy discussions.

• Create talent development plans and handle the recruitment, onboarding, and ramp-up of new KAMs.

• Foster a high-performance culture focused on solution selling within the team.

• Promote knowledge sharing across teams.

• Advocate for team requirements during discussions on headcount, training, and marketing investments.

• Drive commercial performance within the HVACR OEM segment by monitoring revenue, gross margin, and growth objectives.

• Formulate multi-year strategic account plans for significant OEMs.

• Engage with senior business and engineering leaders at strategic OEMs.

• Maintain the team's opportunity pipeline in Salesforce, ensuring accurate forecasting and stage progression.

• Guide KAMs towards attaining new HVAC OEM account activation goals.

• Evaluate and recommend custom OEM pricing, product qualification requests, and non-standard commercial terms.

• Report to the Director, OEM Sales — EII, Americas.

⛳️ Requirements

• Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or a related technical discipline.

• Over 10 years of progressive sales experience in the HVAC/R industry.

• 3–5 years of direct management experience leading a team of Key Account Managers or Sales Engineers.

• Extensive knowledge of HVAC/R system design and applications, including rooftop units, air handling units, chillers, heat pumps, boilers, refrigeration racks, and compressor systems.

• Experience in selling electrical protection, controls, and sensing components to HVAC OEM engineering and procurement teams.

• Proven track record of leading a sales team to meet or surpass revenue targets and facilitating technical design wins at complex OEM accounts.

• Strong skills in coaching and talent development.

• Familiarity with UL (248, 508A, 943), NEC, ASHRAE 15/34, and A2L refrigerant compliance requirements.

• Proficiency in CRM systems, with a preference for Salesforce.

• Excellent presentation and relationship management abilities.

• Willingness to travel up to 50% within North America.

• Preferred: Master's degree in Engineering, Business (MBA), or a related field.

• Preferred: Experience managing KAMs within a multi-tier OEM account framework.

• Preferred: Knowledge of heat pump technology, electrification trends, and the impacts of the A2L refrigerant transition.

• Preferred: Familiarity with the Littelfuse EII product portfolio.

• Preferred: Experience coordinating with Manufacturer Representative Firms.

• Preferred: Established relationships with one or more Tier 1 HVAC OEMs.

🏝️ Benefits

• Competitive compensation.

• Performance-based incentives.

• Flexible work arrangements.

• Opportunities for employee growth and development.