Divisional HVAC Commercial Sales Manager – Wholesale Distribution

Divisional HVAC Commercial Sales Manager – Wholesale Distribution
Greater Vancouver Region, BC

Our client, an innovative national ‘Wholesale Distribution’ leader in the HVAC and mechanical sector, is partnering with Cameron Lappin of Lock Search Group to find a new member of their leadership team. Given their growth, they are looking to bring on a Commercial Sales Manager to lead their commercial bid-spec division. As an integral part of their team, you will lead a team of Estimators, Project Managers, Project Coordinators, Sales Engineers & Inside Sales Representatives. Our client is looking for a talented leader who possesses a strong commitment to their craft and thrives in a team-oriented environment.

The Commercial Sales Manager will create a customer-centric environment that provides their ever-growing client base with fantastic customer service, with the knowledge required to be a true partner. The incumbent will provide ongoing support, direction, cross-training, and coaching to their commercial team to ensure a collaborative, result-oriented culture is built. They will possess and exhibit extensive knowledge of advanced HVAC equipment and systems, develop project proposals, and engage with industry stakeholders to generate new sales leads. They will also oversee and manage mid-to-large scale projects, ensuring effective communication with suppliers/vendors and clients, which will mainly be mechanical engineering firms. The division will conduct site assessments, perform HVAC system calculations, and collaborate with engineers on bid-spec projects. Stay current with market trends and occasionally travel for site visits and business meetings.

Position Overview:

• Develop and maintain a detailed technical understanding of the HVAC product lines.
• Lead a sales and technical team; assist with the design of commercial HVAC solutions to generate mechanical design specifications for our products for target commercial projects.
• Aid in the introduction of new product formats to the market.
• Provide regular insight and feedback to the executive leadership team on trends, opportunities, and challenges.
• Prepare HVAC cost estimates on proposals, bid packages, and projects while ensuring that the content of the estimate is accurate and meets the requirements of the estimate or project plan.
• Ensure bid write-ups are clear and concise through the planning, coordination, review, verification, and analysis of all aspects of estimates and estimate presentation.
• Help the sales team through the Bid-Spec process for commercial projects.
• Maintain and reinforce the corporate strategy.
• Establish and maintain a high level of customer satisfaction on all sales transactions.
• Build sound, consultative relationships with key customers.
• Ensure team members meet or exceed sales call activity goals for new sales, lead generation, and contact productivity.
• Participate in the ongoing training and coaching of new and existing team members.
• Help develop and implement special projects, including, but not limited to, supporting business development marketing initiatives, customer communication rollout plan, pricing projects, and product development/vendor management.
• Oversee customer interactions including prospect data, contracts, orders, and service documentation.

Requirements:

• Must have a Bachelor's in Engineering (Mechanical top priority); or at minimum a full-time two-year professional technical diploma.
• Professional Engineer (P.ENG) is highly preferred.
• Familiarity with the Bid-Spec process is essential.
• 3-5 years of people leadership experience is a must, preferably in the HVAC sector.
• Knowledge of commonly-used sales engineering concepts, in design innovation, practices, and procedures, within the HVAC/mechanical space is key.
• A track record of sales, or application engineering with a technical focus.
• Previous experience specifying technical & mechanical products in the Commercial sector is a must.
• A proven record of strategic client development initiatives.
• Possess the ability to continuously present recommendations to all levels of decision makers maximizing sales potential.
• Strong organizational skills and analytical skills; as well as excellent customer service, communication, and interpersonal skills.
• Strong relationship-building skills.
• Track record of success in a sales environment with hitting goals and targets.
• Demonstrated leadership and coaching skills with the ability to influence and train.
• Experience with Microsoft Office Suite; Outlook, Word, Excel.

This role would be a great opportunity for an established Sales Engineer looking to move towards a formalized leadership position, or an existing leader looking to pivot to another organization.

Please submit your resume to Cameron Lappin, Senior Recruitment Consultant by using the “Apply” button.

Thank you in advance for your interest, only individuals deemed to have the skill set and experience to fit the role will be contacted. Applicants must be legally entitled to work in Canada without sponsorship.