Senior Director, Sales – Applied Products

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

📋 Description

• Develop and expand the Applied Sales Organization.

• Create and implement the applied sales engineering team structure, including roles, coverage models, and capability needs.

• Attract, nurture, and retain top-tier technical sales professionals to support anticipated growth.

• Set clear operating rhythms, performance standards, and development paths.

• Grow the organization in phases that align with market expansion and portfolio development.

• Collaborate closely with the Commercial Microenterprise Leader to define and implement the growth strategy for VRF and chillers.

• Formulate market entry and expansion strategies, including priority regions, sectors, and channel tactics.

• Convert business objectives into actionable sales strategies, coverage models, and resource allocations.

• Serve as a key member of the microenterprise leadership team, contributing to broader business decisions beyond sales.

• Establish a high-impact sales engineering function focused on specification influence and conversion of complex projects.

• Create a solutions-oriented sales approach that integrates engineering expertise with customer and channel requirements.

• Develop tools, training programs, and processes that facilitate consistent execution across the team.

• Implement disciplined pipeline management and forecasting linked to project lifecycles.

• Collaborate with Product Management, Distribution, and Operations to ensure alignment across offerings, availability, and channel strategies.

• Provide direct market insights to guide product roadmap and innovation priorities.

• Contribute to the evolving distributor strategy as the business considers expanded channel ownership and complexity.

• Establish scalable capabilities, not just immediate coverage (e.g., CRM discipline, sales processes, AI-enhanced tools).

• Anticipate future requirements related to advanced logistics, channel complexity, and portfolio growth.

⛳️ Requirements

• 10–15+ years of experience in applied HVAC sales, with extensive knowledge in VRF, chillers, or comparable systems.

• Proven success in building or scaling technical sales teams within a growth-focused environment.

• Strong comprehension of specification-driven sales and the commercial HVAC landscape.

• Experience in ambiguous or early-stage business settings is preferred.

• Demonstrated ability to collaborate with senior business leaders to shape strategies and execution plans.

• Bachelor’s degree in Engineering, Business, or a related field (advanced degree preferred).

🏝️ Benefits

• Up to 50% travel is possible.

• Flexible work arrangements.