Sales Manager HVAC Italy – Professional B2B Channel

Sales Manager HVAC Italy – Professional B2B Channel

The Sales Manager HVAC Italy – Professional B2B Channel (Plumbing & Electrical Distribution) reports to the Italy Commercial Director and is responsible for the commercial strategy and business development across the professional ITS and electrical distribution channels. This role serves as the primary point of reference for managing relationships with major distribution groups and for leading the national sales network.

Key Responsibilities

• Implement the national sales strategy for the Professional B2B channels (Plumbing & Electrical).
• Ensure the achievement of revenue, margin, and market share targets.
• Manage commercial relationships with leading plumbing and electrical distribution groups, purchasing consortia, and key strategic clients.
• Lead and develop the sales organization composed of:

1 Sales Director South Italy

6 Area Managers

Approximately 40 agencies across the national territory

• Oversee the forecasting, commercial planning, and reporting processes.
• Continuously monitor the professional HVAC market and the brand’s competitive positioning.
• Liaise with the Pre-Sales (not direct report) VRF and Heating teams, ensuring integration between technical and commercial activities.
• Work closely with the Sales Administration Manager, responsible for supporting sales management processes.
• Interact with the Technical Department to verify the service quality provided by the technical assistance network.

Professional Requirements

• Over 10 years of experience in senior sales leadership roles within the HVAC sector or in technical industries with similar distribution channels.
• Solid experience in managing plumbing and electrical distribution networks.
• Proven leadership capabilities in managing complex, nationwide teams.
• Strong negotiation skills and results-oriented mindset.
• In-depth knowledge of the Italian HVAC distribution landscape.
• Good command of English.

Personal Skills

• Strategic vision combined with strong operational pragmatism.
• Entrepreneurial spirit with solid managerial discipline.
• Excellent communication and interpersonal skills.
• Positive energy and ability to work effectively in international contexts.
• Ability to engage directly with installers.