State Sales Manager - HVAC

APAC FM Recruitment; Sydney; On-site; AUD 96,000 - 160,000; Full time

Benefits offered by this job

Base salary up to $160,000

Superannuation

Company vehicle or car allowance

20% bonus structure

Incentives and awards

Job summary

APAC FM Recruitment is seeking a State Sales Manager for NSW & ACT in Sydney to lead the HVAC commercial sales operation. You will manage a team, drive revenue, margin and market share across NSW/ACT, and maintain key accounts with dealers, wholesalers, contractors and installers.

Experience in reverse cycle air conditioning and residential HVAC is highly regarded. Senior leadership across a major HVAC manufacturer offers strategic influence and substantial bonus opportunities.

Qualifications

• HVAC sales leadership experience in NSW/ACT
• Proven track record with dealers, wholesalers, contractors or installers
• Strong commercial understanding of pricing, margins and profitability
• Ability to drive revenue and market share targets
• Experience with CRM and sales forecasting

Responsibilities

• Lead, coach and develop the NSW & ACT sales team
• Drive revenue, gross margin and market share growth
• Develop and execute state sales and customer business plans
• Identify and secure new business opportunities
• Grow the company's presence within the reverse cycle air conditioning market
• Strengthen dealer, wholesaler and installer distribution networks
• Develop relationships with key accounts and strategic partners
• Work with contractors, builders, dealers and wholesalers
• Identify opportunities to increase product specification and sales
• Manage pricing, promotional activity and sales expenditure
• Monitor competitors, pricing and HVAC market trends
• Deliver accurate sales forecasting and reporting
• Work closely with marketing on campaigns and promotional initiatives
• Support new product launches and market development
• Provide market and customer feedback to senior leadership

Skills

HVAC sales

Sales management

Leadership

Dealer network

Pricing & margins

Forecasting & CRM

Revenue growth

NSW ACT market knowledge

Negotiation

Stakeholder mgmt

Tools

CRM systems

Job description

Location: Sydney, NSW – NSW & ACT Territory
Salary: Up to $160,000 + Super + Vehicle/Allowance + 20% Bonus + Incentives

State Sales Manager – HVAC | NSW & ACT

Location: Sydney, NSW – NSW & ACT Territory
Salary: Up to $160,000 + Super + Vehicle/Allowance + 20% Bonus + Incentives

About the Role

An exciting opportunity is available for an experienced State Sales Manager to lead the NSW & ACT sales operation for a major HVAC manufacturer.

Reporting into senior national leadership, you'll take responsibility for driving revenue, profitability and market share across NSW and ACT while leading and developing the existing sales team.

This is a hands-on sales leadership position. Alongside managing the team, you'll remain directly involved with key accounts, dealers, wholesalers, contractors, builders and other strategic partners.

A major focus will be expanding the company's presence within the reverse cycle air conditioning market, strengthening distribution channels and identifying new opportunities across residential HVAC, with additional exposure to education and light commercial projects.

Key Responsibilities

• Lead, coach and develop the NSW & ACT sales team

• Drive revenue, gross margin and market share growth

• Develop and execute state sales and customer business plans

• Identify and secure new business opportunities

• Grow the company's presence within the reverse cycle air conditioning market

• Strengthen dealer, wholesaler and installer distribution networks

• Develop relationships with key accounts and strategic partners

• Work with contractors, builders, dealers and wholesalers

• Identify opportunities to increase product specification and sales

• Manage pricing, promotional activity and sales expenditure

• Monitor competitors, pricing and HVAC market trends

• Deliver accurate sales forecasting and reporting

• Work closely with marketing on campaigns and promotional initiatives

• Support new product launches and market development

• Provide market and customer feedback to senior leadership

The position has a strong focus on growing distribution and market share across multiple HVAC categories, particularly reverse cycle air conditioning.

About You

We're looking for an established HVAC sales professional with the commercial ability and leadership experience to take ownership of a significant territory.

You'll ideally bring:

• Sales management or senior business development experience within HVAC

• Strong knowledge of the NSW and ACT HVAC market

• Experience leading, coaching and developing sales professionals

• Strong understanding of residential air conditioning products and solutions

• Experience selling through dealers, wholesalers, contractors, builders or installer networks

• Proven ability to win new business and develop existing accounts

• Experience growing distribution channels and market presence

• Strong commercial understanding of pricing, margins and profitability

• Proven experience working to revenue and market share targets

• Strong negotiation and stakeholder management skills

• Experience with sales forecasting and CRM systems

Experience across reverse cycle air conditioning is particularly desirable, while broader knowledge of heating and evaporative cooling products would also be advantageous. Relevant HVAC or refrigeration qualifications are beneficial but not essential.

What's on Offer

• Base salary up to approximately $160,000

• Superannuation

• Company vehicle or car allowance

• 20% bonus structure

• Additional incentives and awards

• Senior leadership position covering NSW & ACT

• Established sales team

• Major residential HVAC market

• Opportunity to significantly grow reverse cycle market share

• Work with an established Australian HVAC manufacturer

• Genuine influence over state sales strategy and growth

• Ongoing professional development