Area Sales Manager - Intellihot (Mid-Atlantic)

Elkay; United States; On-site; USD 110,000 - 170,000; Full time

Benefits offered by this job

Competitive salary

Medical/Dental/Vision

401(k) match

Education reimbursement

Employee stock purchase plan

Job summary

Zurn Elkay Water Solutions Corporation is seeking an Area Sales Manager for Intellihot in the Mid-Atlantic region to drive revenue growth, manage rep networks, and coordinate cross-functional teams. You will own demand generation, pipeline development, and executive-level engagement with engineers, contractors, and wholesalers.

The role requires strong technical credibility in water heating equipment and HVAC systems, with 50-75% travel.

Qualifications

• Bachelor's degree in Business, Engineering, or related field.
• 10+ years selling technical/engineered products in HVAC, boilers, or plumbing/mechanical industry.
• Experience owning demand generation or marketing-adjacent programs.
• Experience managing indirect/third-party rep networks.
• Experience coordinating across Engineering, Product Management, Marketing, and Support.

Responsibilities

• Own demand generation strategy and execution across the territory.
• Set and track demand-gen KPIs and report regularly.
• Manage independent rep agencies and drive sales performance.
• Coordinate with cross-functional teams to support opportunities.
• Maintain CRM and pipeline forecasting.

Skills

Leadership

Technical credibility

Strategic selling

Communication

Sales management

Cross-functional collaboration

Education

Bachelor's degree in Business/Engineering or related field

10+ years sales of engineered/technical products

Tools

Salesforce.com

Microsoft Word

PowerPoint

Excel

Job description

Area Sales Manager - Intellihot (Mid-Atlantic)

The Company Zurn Elkay Water Solutions Corporation is a thriving, values-driven company focused on doing the right things. We’re a fast growing, publicly traded company (NYSE: ZWS), with an enduring reputation for integrity, giving back, and providing an engaging, inclusive environment where careers flourish and grow. Named by Newsweek as One of America’s Most Responsible Companies and an Energage USA Top Workplace, at Zurn Elkay Water Solutions Corporation, we never forget that our people are at the center of what makes us successful. They are the driving force behind our superior quality, product ingenuity, and exceptional customer experience. Our commitment to our people and their professional development is a recipe for success that has fueled our growth for over 100 years, as one of today’s leading international suppliers of plumbing and water delivery solutions. Headquartered in Milwaukee, WI, Zurn Elkay Water Solutions Corporation employs over 2800 employees worldwide, working from 24 locations across the U.S., China, Canada, Dubai, and Mexico, with sales offices available around the globe.

The Area Manager – IH is the single point of accountability for Intellihot revenue growth in their territory, reporting to the Director of Sales – DHW. This role combines deep technical credibility in commercial condensing tankless water heaters, boilers, and HVAC‑adjacent mechanical equipment with the scope to own demand generation for the territory end‑to‑end — from specification and pipeline development through rep execution. The Area Manager manages the independent rep agency network and serves as the internal orchestration point coordinating Zurn Elkay resources (Engineering, Product Management, Marketing, Customer/Technical Support) that support the Intellihot / DHWL business, ensuring centrally developed programs and product initiatives are effectively localized and executed in‑territory. Success in this role is measured by growth in qualified pipeline, specification win rate, and revenue for IH/DHWL products.

Territory: Mid‑Atlantic (Western Pennsylvania, Delaware, Maryland, Washington, DC, Virginia, North Carolina, South Carolina)

Travel: 50-75%

ESSENTIAL JOB FUNCTIONS

Demand Generation Ownership Own the demand generation strategy and execution for Intellihot / DHWL products across the territory — the single point of accountability for pipeline growth, specification penetration, and revenue in‑territory. Set and track demand‑gen KPIs for the territory (qualified pipeline, spec win rate, funnel conversion, rep‑sourced vs. house‑sourced opportunities) and report out regularly against them. Partner with Marketing to design, localize, and execute demand‑gen programs specific to trade shows, ASPE/MCAA chapter engagement, contractor and engineer training events, digital/regional campaigns.

Use market intelligence (competitor activity, code/regulatory changes, incentive programs) to identify and prioritize demand‑gen opportunities within the territory. Develop and maintain an accurate, monthly‑updated regional demand forecast.

Rep Agency Management Manage the independent rep agencies representing Intellihot / DHWL products; set targets, hold regular review and coaching cadences, and drive accountability for rep‑side sales performance. Partner with rep principal(s) on staffing and personnel situations within the agencies. This role does not carry direct hiring authority over rep agency personnel — sales staffing decisions remain with the rep principal. Own key account and market channel management for major customer relationships at the territory level. Assist with recruiting and onboarding qualified contractors into the Intellipro commissioning network within territory.

Cross‑Functional Zurn Resource Coordination Serve as the integration point for Zurn Elkay resources supporting the Intellihot / DHWL business — coordinating with Engineering, Product Management, Marketing, and Customer/Technical Support so centrally developed initiatives are executed effectively in‑territory. Coordinate with Engineering on technical support for active specification opportunities and elevate product issues affecting the territory's demand‑gen pipeline. Provide territory‑level input to Product Management on positioning, competitive dynamics, and roadmap priorities relevant to the territory market. Work with National Account Managers to optimize the sales and profit impact of national account relationships that touch the territory.

Ensure Customer/Technical Support capacity and responsiveness in‑territory supports (rather than undermines) demand‑gen and specification credibility — install and commissioning quality is a known driver of reputation for this product line.

Technical & Specification Leadership Maintain deep technical fluency in commercial condensing tankless water heaters, boilers, and related HVAC/mechanical equipment sufficient to lead technical conversations directly with engineers, design firms, and large accounts. Support product sizing, selection, energy savings calculations, application review, and pricing for engineered opportunities in coordination with reps and technical staff. Introduce products to reps, wholesalers, engineers, and contractors; ensure training plans are developed and executed to grow the qualified customer base in territory. In coordination with Marketing and Technical staff, develop or localize sales support materials (sell sheets, spec sheets, submittal sheets, presentations) as needed for the territory.

Administration & Reporting Maintain the CRM/sales funnel process (Salesforce.com or comparable system) and report out regularly on pipeline and demand‑gen KPIs. Provide input to regional/national price management processes, balancing market competitiveness with profitability.

SCOPE

Indirect reports will include Independent rep agencies representing Intellihot/DHWL products in the territory.

EDUCATION AND EXPERIENCE

• Bachelor's degree in Business, Engineering, or a related field, or equivalent experience required.
• 10+ years of experience selling technical/engineered products in the HVAC, commercial boiler, water heating, or plumbing & mechanical industry, including direct experience with commercial condensing or tankless water heating equipment strongly preferred.
• Demonstrated experience owning demand generation or marketing‑adjacent programs (not just quota/rep management) — e.g., building pipeline through specification influence, trade organizations, or targeted campaigns.
• Experience managing an indirect/third‑party rep agency network.
• Experience operating in a matrixed organization, coordinating across Engineering, Product Management, Marketing, and Support functions without direct authority over those teams.
• Knowledge of the commercial construction industry, terminology, and engineered/spec‑driven sales cycles.

KNOWLEDGE, SKILLS, ABILITIES AND BEHAVIORS

• Ability to lead through influence — both with an indirect rep network and with cross‑functional internal partners who do not report to this role.
• Strong technical credibility; comfortable in engineering‑level conversations on product sizing, selection, and application.
• Consistently achieves results, even under tough circumstances; holds self and others accountable to meet commitments.
• Ability to build strong customer and internal stakeholder relationships and deliver customer‑centric solutions.
• Polished presentation and interpersonal skills; ability to communicate and facilitate up and across the organization.
• Proficiency in Salesforce.com or a comparable CRM system; intermediate proficiency in Microsoft Word, PowerPoint, and Excel.

PHYSICAL DEMANDS AND WORKING CONDITIONS

Ability to travel 50-75% within territory as required to support reps, customers, and demand‑gen events.

TOTAL REWARDS AND BENEFITS

• Competitive Salary
• Medical, Dental, Vision, STD, LTD, AD&D, and Life Insurance
• Matching 401(k) Contribution
• Health Savings Account
• Up to 3 weeks starting Vacation (may increase with tenure)
• 12 Paid Holidays
• Annual Bonus Eligibility
• Educational Reimbursement
• Matching Gift Program
• Employee Stock Purchase Plan – purchase company stock at a discount!

Equal Opportunity Employer – Minority/Female/Disability/Veteran Zurn Elkay Water Solutions Corporation

What happens when two remarkable sustainability leaders come together as one? A sustainability powerhouse is born, making a splash in the markets they serve and saving the planet one innovative installation at a time. In early 2022, Zurn Water Solutions Corporation, a market leader in smart, sustainable water solutions, and Elkay Manufacturing, a commercial drinking water solutions leader, agreed to combine their two exceptional firms to become a single water solutions powerhouse. Together, the combined company offers a comprehensive package of innovative, sustainable, specified, engineered water solutions and sustainable plumbing products that provide water safety, water quality, and water conservation through critical service environments, while delivering total building solutions for new construction and retrofit applications around the globe. Our innovative solutions enable customers to advance their ESG initiatives and reduce operating costs while providing students, patients, patrons, and people within public and private spaces a safe, clean environment and access to fresh, pure, potable water – the essence of life itself. What makes Zurn Elkay Water Solutions Corporation special is our people and our culture. While playing a leading role in sustainability and water access are remarkable, what makes Zurn Elkay’s story so compelling is the alignment of the two well‑respected companies with powerful legacies and a combined 224‑year company history and shared values and cultures where people matter most. Sustainably inspired, the company has a deep commitment to Diversity, Equity & Inclusion, water, and environmental stewardship, and giving back to the communities where we live, work and play. Our powerful legacy of caring and commitment is made possible by the exceptional people that embody Zurn Elkay’s values. We are looking for innovative, energetic people who want to help solve tomorrow’s challenges today. Our Total Associate Engagement core value means we work hard to ensure our associates have opportunities to grow and an inclusive culture in which to thrive. From formal training to on‑the‑job development and exposure to new businesses, when you join Zurn Elkay, you will join a collaborative organization that will give you opportunities to thrive and grow.