8+ years of VRF sales management experience in a technical and specification-oriented environment
Experience managing a revenue budget of $5M to $10M
Bachelor's degree preferred, Mechanical Engineering is a plus
Strong technical knowledge of VRF systems and product selection software
Proficiency in Microsoft Office and CRM systems, particularly Microsoft 365 CRM
Responsibilities
Achieve or exceed sales budget within assigned territory
Develop and maintain relationships with key accounts and local authorities
Monitor and report on Rep sales targets weekly
Create action plans to meet customer development and sales goals
Serve as the VRV product expert for the sales team
Conduct monthly sales meetings and business reviews with Rep leadership
Provide training and support on sales applications and product features
Benefits
Collaborative work environment focused on team success
Opportunities for professional development and training
Engagement with industry leaders and local authorities
Access to cutting-edge VRF technology and resources
Supportive company culture emphasizing integrity and ethics
Full Job Description
Daikin Comfort Technologies Distribution, Inc., is seeking a professional, skilled individual for our Regional Rep Director position for the TN/MS market. The Regional Rep Director's primary objectives are to help achieve annual sales goals, and expand the company's market share within their region. Additionally, they will determine sales and technical training needs for the Rep Sales Engineers and execute the plan to deliver those needs so they are prepared to represent all the company's product categories.
Position responsibilities may include:
Meet or exceed the budget for sales as defined by the Regional Sales Manager within a predefined geographic territory with pre-assigned customer partners
Develop, track, and maintain direct and non-direct local relationship with key accounts, mechanical contractors, trade bodies, local authorities and government organizations to build long term sales opportunities
Monitor Rep targets on a weekly basis and communicate weekly results to the regionals sales leadership
As required, develop remedial action plans to meet or exceed customer development and sales targets on a weekly basis
Be the channel expert on the features, benefits, product performance, and design guidelines for Daikin's products sold in the United States - primarily VRV.
Become the VRV technical expert and resource for our Rep salesforce
Conduct monthly sales meetings with Rep sales team to monitor VRV + FiT sales progress
Conduct monthly business reviews with Rep leadership team
Update customers and new products and changes, PMN's & Training events as they occur
Provide regular sales application, install, commissioning, business development training and support (primarily VRV)
Work closely with local authorities, Association's (IE: ASHRAE) end users and architects to build long term sales opportunities
Monitor project and customer development targets on a weekly basis and communicate the weekly results to the Company's sales leadership.
Manage Daikin resources to resolve all customer concerns, including but not limited to technical and application-based support requirements
Conduct demonstrations of products and new features to prospective clients
Coordinate with National Accounts Director; Regional Sales Manager and other sales team members to assist in expanding the VRV product opportunities within the sales territory
Provide market and competitive intelligence to Daikin leadership
Perform other related job duties as assigned by regional sales leadership
Raise any legal concern, commentary, or threat of legal action to supervisor or other appropriate stakeholder
Adhere to Daikin's Code of Business Conduct, core values, corporate policies, procedures, and standards
Nature & Scope:
Develops and implements strategic plans and objectives for the department/sub-function in an effective and innovative fashion
Understands the business and can put together comprehensive department solutions
Works with other leaders to establish strategic plans and works towards achieving them
Provides leadership and direction to managers in their respective division/department
Sees to department staffing needs (e.g. interviewing, hiring, new hire and ongoing training, annual evaluations, etc.)
Participates in budget development and monitoring of expenses
Level of signing authority established by company policy/guidelines
Knowledge & Skills
Highly technical VRF capabilities
Demonstrated experience with product selection software (primarily for VRV designs)
Ability to effectively communicate ideas, concepts, business plans and strategies
Demonstrated ability to execute the consultative selling approach in unison with our Rep salespeople
Demonstrates quality interpersonal relationships and demonstrates flexibility and an open mind in social styles
Embrace the "customer and team first" concept; use a collaborative style in problem solving
Demonstrate critical thinking and problem-solving skills
Ability to manage time, tasks, and activities within a CRM environment (we use Microsoft 365 CRM)
Frame professional activities through an organized and detailed time management system
Demonstrate discernment and sound judgment
Ability to comprehend detailed knowledge of company products and services, customers, decision makers, sales processes & market trends
Ability to effectively negotiate agreements with customers and other related parties
Comfortable working with C-level executives and/or principles
Demonstrated proficiency in Microsoft Office products (Excel, PowerPoint, Word)
Ability to apply good judgement, strong work ethics and integrity on the job.
Experience:
Minimum 8+ years of demonstrated VRF sales management experience in a technical sales environment and a specification-oriented sales environment.
Previous responsibility for managing a revenue budget of $5M to $10M, preferred.
Education/Certification:
Bachelor's degree (Mechanical Engineering degree is a plus) or equivalent, preferred
People Management: No
Physical Requirements / Work Environment:
Must be able to perform essential responsibilities with or without reasonable accommodations
Reports To:
Manager, Rep Sales
About McQuay International
McQuay International is a manufacturer of HVAC equipment and solutions. The company was founded in 1933 and is headquartered in Minneapolis, Minnesota. McQuay International offers a range of products including air conditioning units, chillers, and air handling units. The company has operations in North America, Europe, and Asia. McQuay International is a subsidiary of Daikin Industries, Ltd.
