Manager, HVAC OEM Sales

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

📋 Description

• Oversee Key Account Managers 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 annual operating plan for the HVACR vertical market.

• Conduct coaching sessions, pipeline reviews, and strategic deal discussions.

• Create and implement talent development plans for KAMs.

• Recruit, onboard, and train new KAMs effectively.

• Foster a high-performance team culture based on Littelfuse's solution-selling framework.

• Promote knowledge sharing across teams.

• Advocate for team needs and resource requirements to the Director, OEM Sales — EII, Americas.

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

• Formulate and manage multi-year strategic account plans for key OEMs.

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

• Supervise the CRM opportunity pipeline, including forecasting and stage advancement in Salesforce.

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

• Review and suggest custom OEM pricing, product qualification requests, and non-standard commercial terms.

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

⛳️ Requirements

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

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

• A minimum of 3–5 years of direct people 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 exceed revenue quotas and securing technical design wins at complex, multi-stakeholder OEM accounts.

• Strong coaching and talent development abilities.

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

• Proficiency in CRM systems; Salesforce experience is preferred.

• Excellent presentation and relationship management skills.

• 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 A2L refrigerant transitions.

• Preferred: Familiarity with the Littelfuse EII product portfolio.

• Preferred: Experience coordinating Manufacturer Representative Firms.

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

🏝️ Benefits

• Competitive compensation.

• Performance-based incentives.

• Flexible work arrangements.

• Development opportunities.

• Support for employee growth and development.

• An inclusive workplace.