Role Summary
The Regional Sales Manager - North America is responsible for driving order intake, building a high-quality pipeline, and expanding SMARDT Air's presence across key North American verticals. This role owns regional sales strategy and execution, with full accountability for bookings, pipeline health, and market penetration.
The position will lead sales efforts across consulting engineers, EPCs, design-build contractors, mechanical contractors, owners, developers, and authorized representative partners. Success requires deep technical credibility in air handling systems, strong commercial judgment, and the ability to influence specifications and buying decisions early in the project lifecycle.
Key Responsibilities
- Territory Ownership & Revenue Delivery
- Develop and execute a North American regional sales plan aligned with annual bookings and growth targets.
- Meet or exceed assigned bookings quota through disciplined opportunity development and qualification.
- Maintain a robust, actionable pipeline with clear win strategies.
- Deliver accurate monthly and quarterly forecasts using CRM (Salesforce) tools, with clear risk and confidence levels.
2. Go-to-Market & Channel Strategy
- Build, manage, and optimize a high-performing network of authorized sales representatives and strategic partners.
- Identify white-space markets and vertical opportunities and establish coverage where gaps exist.
- Set clear expectations for rep performance, technical capability, and alignment with SMARDT Air's value proposition.
- Lead joint sales calls, spec development efforts, and strategic pursuits alongside rep partners.
3. Specification & Opportunity Leadership
- Drive early engagement with consulting engineers, EPCs, and owners to influence basis-of-design and specifications.
- Lead complex sales pursuits from early project identification through proposal, negotiation, and award.
- Manage multi-stakeholder procurement processes involving engineers, contractors, owners, and internal teams.
- Develop competitive positioning strategies against major AHU players and system integrators.
- 4. Vertical Market Development
- Prioritize and grow SMARDT Air's presence in high-growth North American verticals, including:
- Data centers and mission-critical facilities
- Healthcare and life sciences
- Advanced manufacturing and cleanrooms
- Higher education and institutional facilities
- Support development of vertical-specific value propositions, reference projects, and repeat programs.
5. Cross-Functional Collaboration
- Partner closely with Application Engineering to deliver technically accurate, competitive solutions.
- Collaborate with Operations, Engineering, and Service to align customer requirements with manufacturing and delivery capabilities.
- Provide structured market feedback on competitive trends, customer requirements, and product roadmap opportunities.
- Support marketing initiatives, including regional events, trade shows, and thought-leadership activities.
6. Customer & Account Leadership
- Serve as a senior commercial point of contact for strategic accounts and key regional customers.
- Build long-term relationships with owners, engineers, EPCs, and contractors.
- Drive customer satisfaction through proactive communication, expectation management, and internal coordination.
- Support repeat business and programmatic opportunities across multi-site customers.
Qualifications
Required
- Bachelor's degree in engineering, Business, HVAC, or a related field.
- 7-12 years of experience in air handling, HVAC systems, or engineered equipment sales.
- Proven success selling custom or semi-custom AHUs, energy recovery systems, or engineered HVAC solutions.
- Demonstrated ability to influence specifications and win basis-of-design positions.
- Strong understanding of airflow systems, energy efficiency, IAQ, and lifecycle cost analysis.
- Experience working with consulting engineers, EPCs, design-build contractors, and owners.
- Proficiency with CRM tools (Salesforce or equivalent).
Additional Information
- Travel: 40-60% travel across North America, including customer visits, rep engagement, and industry events.
