Hydronic Equipment Sales Team Leader - Air Equipment Company

Hydronic Equipment Sales Team Leader

Reports to: VP of Sales & Marketing

FLSA Status: Exempt, Commission Base                                                                                

The Company

Air Equipment Company is the largest independent HVAC Equipment and Solutions provider in Kentucky. Our company has grown to three offices and over 40 employees throughout Kentucky, with headquarters in Louisville.  We represent over 50 manufacturers, offering innovative systems with a flexibility of equipment and solutions to best match each application. We work with industry professionals and end users from the conceptual stage of projects to provide energy efficient, value‐added solutions to their complex problems.

Air Equipment Company will redefine industry standards to become the unequivocal leader in all markets we serve, to achieve an unparalleled market share.  We will get there through our unwavering commitment to innovation, education, customer satisfaction, and operational excellence.  We are not merely seeking success; we are on a relentless pursuit to set new benchmarks, disrupt the status quo, and consistently exceed expectations. Our dedicated team of passionate professionals is the driving force behind our journey to claim the top spot, fueled by a shared vision of becoming the go-to provider in our business.

The Opprotunity

We are a rapidly growing manufacturer’s rep firm based in Kentucky that represents commercial & industrial HVAC products. The primary objective of this position is to generate revenue and profits for the company and lead the Hydronic Equipment Sales Team under the direction of the Executive Vice President of Sales. The company’s reputation is often contingent upon how sales personnel represent him/herself and the company, therefore it is imperative that all interaction supports the mission and values of Air Equipment Company. The Sales Teams, consisting of a Commercial Equipment Sales (Contractor, Engineering and Owner Sales Teams), Hydronic Equipment Sales, Industrial Equipment Sales, Service Sales, and Applications Engineering, all work together on strategy, design, proposal generation, and job costing.  The Leader of each team is expected to have a complete knowledge of all equipment that AEC represents and their applications as well as the roles and responsibilities of everyone on their team. The successful candidate will demonstrate abilities and experience with collaborative team-based customer service and team-based processing of technical information.

Description of Principle Duties: 

• Execute the full cycle sales process in accordance with best practices of the company.
• Build customer relationships with excellent customer service and retention in mind.
• Recruit, Hire and Train a sales team capable of meeting company goals around hydronic equipment.
• Provide accurate sales forecasting, utilizing company CRM
• Grow line card with manufacturers that align with company values and are best in class.
• Develop strategic plan to achieve hydronic sales growth goals.
• Maintain strong relationships with key manufacturers.
• Conduct Account Reviews with team on quarterly basis based on established criteria and reassign account leads as needed.
• Work with entire Sales Team to meet or exceed Revenue and Profit goals and business objectives established by EVP of Sales.
• Ensure commission pool splits are correct each month.
• Be a resource to help drive flat specifications, allowances, alternates, and Basis-of-Design’s.
• Become an expert on the hydronic equipment/systems that we represent.
• Run Annual and Quarterly Hydronic Team planning meetings to establish goals based on direction from company Leadership Team
• Run Hydronics Team L10 Meeting based on The Entrepreneurial Operating System® (EOS)
  • Establish individual Rocks for team members based on established Quarterly goals
  • Work with all team members to set objective metrics for scorecards
  • Hold team accountable for achieving all required tasks (scorecards, rock milestones, populating IDS, etc.)
• Conduct Quarterly Conversations and Same Page meetings with team members (personal, work) to identify issues
• Travel within territory will be required. 50%-75% of time spent will be out of the office.

Education, Experience and Qualifications:  

• A minimum of 3 years’ experience selling HVAC hydronic equipment/systems
• Technical or Engineering bachelor’s degree preferred
• Education and experience with the construction and engineering industry, with specific experience in dealing with construction drawings, specifications, construction schedule and processes is a plus.

Other Skills & Abilities:

Language Skills
Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret graphs.
Reasoning Ability
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations. Mental stamina for problem solving and prioritizing multiple tasks.

Physical Demands

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

Air Equipment Company is an Equal Opportunity Employer