DIRECTOR, SALES

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Sales based in the United States.

As Director of Sales, you will lead the US sales organization and drive sustainable, profitable growth across a portfolio of technical products serving the HVAC and building automation industries. You will define and execute sales strategies, expand market share, and strengthen relationships with distributors, strategic accounts, and industry partners. Combining strategic leadership with hands-on commercial involvement, you will oversee a geographically distributed sales team and support major customer opportunities. You will also identify emerging market opportunities, optimize channel performance, and ensure strong alignment across commercial and operational functions. This fully remote leadership position offers the opportunity to shape business growth within an innovative, international technology environment.

You will be responsible for developing the US sales strategy, leading a high-performing sales organization, and expanding commercial opportunities across key markets. Your main responsibilities will include:

• Define and execute the US sales strategy to achieve revenue, gross margin, and new customer acquisition objectives.

• Establish territory priorities and account strategies, allocating resources toward the most promising growth opportunities.

• Lead key customer negotiations, business development initiatives, and strategic sales opportunities.

• Expand existing customer relationships and secure new business across multiple product portfolios.

• Manage pricing and discount decisions within established guidelines while protecting profitability and market competitiveness.

• Lead, coach, and develop a geographically distributed sales team, promoting accountability, performance, and customer satisfaction.

• Conduct regular sales reviews, pipeline assessments, and forecasting activities to monitor progress against business objectives.

• Accompany sales representatives on customer visits, providing guidance and strengthening their commercial capabilities.

• Address performance challenges through continuous coaching, constructive feedback, and individual development plans.

• Evaluate territory coverage and organizational requirements, recommending improvements to support business expansion.

• Develop and maintain strong relationships with distributors, manufacturers' representatives, controls contractors, system integrators, and OEM partners.

• Build strategic account relationships and identify opportunities to expand business across multiple customer locations.

• Collaborate with channel partners to establish growth plans, monitor performance, and overcome commercial challenges.

• Identify market coverage gaps, develop new partnerships, and resolve channel conflicts to ensure a consistent customer experience.

• Generate demand through engagement with consulting engineers, contractors, and end users, involving technical specialists when necessary.

• Support business development in priority markets, including indoor air quality, gas detection, and data center applications.

• Represent the organization at customer meetings, industry events, and trade shows.

• Collaborate with inside sales, technical support, and operations teams to ensure excellent customer service and successful project execution.

• Leverage CRM platforms and sales analytics to guide commercial decisions, monitor performance, and manage expenses effectively.

Requirements:

The ideal candidate is a commercially driven sales leader with a strong technical background, proven experience managing distributed teams, and the ability to translate business strategy into measurable results. You should demonstrate excellent relationship-building skills, sound commercial judgment, and the ability to lead effectively in a remote environment. Key qualifications include:

• Demonstrated success driving profitable B2B sales growth within HVAC controls, building automation, sensors, gas detection, or related technical industries.

• Proven experience leading, coaching, and developing high-performing sales teams across multiple geographic territories.

• Strong understanding of US sales channels, including experience developing distributor, manufacturer's representative, and strategic account relationships.

• Excellent commercial acumen, with expertise in pricing strategies, contract negotiations, sales forecasting, and pipeline management.

• Ability to understand technical products and communicate their value effectively to customers, partners, and other stakeholders.

• Postsecondary education in business, engineering, or a related discipline, or an equivalent combination of education and professional experience.

• Experience using CRM systems and sales reporting tools to manage commercial performance and track opportunities.

• Strong leadership, communication, and interpersonal skills, with the ability to establish clear priorities and maintain team accountability.

• Results-oriented mindset, with a track record of following through on commitments and delivering measurable business outcomes.

• Ability to work collaboratively across departments and build trusted relationships with customers and business partners.

• Willingness to travel regularly for customer meetings, partner engagement, team coaching, industry events, and occasional visits to corporate headquarters in Moncton, Canada.

• Ability to comply with customer-specific and site-specific safety requirements during facility visits.

Benefits:

• Competitive salary based on experience, qualifications, internal equity, and market conditions.

• Performance-based bonus program.

• Comprehensive group benefits package.

• Retirement savings program.

• Professional development and training opportunities.

• Fully remote working arrangement within the United States.

• Opportunity to lead a growing sales organization and influence strategic business development.

• Exposure to innovative technologies and expanding markets within the smart buildings industry.

• Opportunity to collaborate with an international team in a growing global organization.

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We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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