Director of Sales

Gems Setra; United States; On-site; USD 210,400 - 390,800; Full time

Job summary

Gems Setra is looking for a Director of Sales & Strategy for their Critical Environments business unit. You will lead the North American sales team focused on minimizing disruptions in critical environments like hospitals and data centers. Your success will be measured by exceeding sales forecasts and growing the sales funnel.

Responsibilities include developing business, managing sales initiatives, and collaborating with marketing for brand recognition. Strong problem-solving and customer-focused skills are essential for this role.

Qualifications

• Minimum of 5 years of sales experience, preferably in healthcare or critical environments.
• Minimum of 3 years of experience in a similar sales management role.
• Familiarity with industry standards, compliance, and regulations.

Responsibilities

• Lead and manage the North American Critical Environments sales team.
• Meet or exceed sales forecasts while maintaining profit margins.
• Develop and grow business with existing customers and new channels.

Skills

Sales capabilities

Problem-solving skills

Customer-focused mindset

Excellent communication skills

Education

Bachelor’s Degree or Associate’s Degree + certifications

Tools

HVAC systems

Building automation systems

Job description

Purpose of Position

Gems Setra’s Critical Environments business unit is focused on delivering solutions to help customers minimize disruptions and maximize uptime in environments where the cost of failure is high (hospitals, labs, data centers, etc). Our customers build and maintain these spaces and the supporting building automation systems. The Director of Sales & Strategy – Critical Environments leads and manages the North American Critical Environments sales team, including both channel and direct sales. Success will be measured relative to exceeding sales forecasts, improving profit margins, growing the sales funnel, expanding target vertical markets, and helping to drive key company strategic initiatives.

Essential Functions

• Meet or exceed sales forecasts for the Americas region while ensuring appropriate profit margins are maintained.
• Profitably develop and grow Critical Environments direct and channel business with existing customers while continually cultivating new channels, markets, and customers for our products.
• Maintain perspective on the macro‑environment to identify opportunities for strategic expansion, competitive advantage, customer engagement / satisfaction, or other growth vectors.
• Set and execute a comprehensive go‑to‑market strategy for the business unit, including channel strategy, customization / white‑label opportunities, and prospecting.
• Set and execute a process for supporting end‑user demand for in‑field configuration and troubleshooting / technical support.
• Drive creation and execution of territory, market segment and account plans to drive share gain and standardization at strategic/key accounts, taking into account competitive positions, prioritized buying influences, key differentiators, application‑specific solutions, service/support expectations, etc.
• Increase the effectiveness of the account management and channel management team, through hiring, developing, coaching and training direct reports.
• Drive excellence, accountability, and adherence to standard work for prospecting, funnel management, lead follow‑up, opportunity management and other key processes.
• Build high‑level and meaningful relationships with all major customers, channel partners and key OEMs/end users to enable long‑term strategic development, roadmap & demand visibility, etc.
• Manage KPIs and conduct monthly problem solving to understand the root cause of gaps in performance; develop countermeasures to drive short‑term & long‑term improvements in KPIs.
• Work closely with the marketing function on regional and strategic marketing plans to increase brand recognition & image, including participation in industry tradeshows & conferences, interaction with regulatory bodies, transformation marketing programs, etc., and championing new product commercial launches.
• Conduct research to help develop sales presentations and materials in conjunction with marketing to facilitate target account wins and sales funnel growth.
• Ensure proper adherence to corporate policies, guidelines, operating rules, and budgets for the region.

Critical Success Factors

• Well‑developed sales capabilities, including prospecting, consultative selling, funnel management, key account management, etc.
• Strong problem‑solving skills, structured thinking, and attention to detail.
• Customer‑focused mindset with a passion for delivering high‑quality solutions.
• Ability to independently set priorities and continually drive execution.
• Ability to manage multiple projects and prioritize tasks effectively.
• Excellent communication and interpersonal skills.
• Commitment to continuous learning and staying updated with industry trends.

Education & Experience Required

• Bachelor’s Degree or Associate’s Degree + certifications in related field.
• Minimum of 5 years of sales experience, preferably in healthcare or critical environments.
• Minimum of 3 years of experience in a similar sales management role.
• Familiarity with industry standards, compliance, and regulations such as ISO, ASHRAE, IEC, etc.
• Live within reasonable commute of major airport and willing to travel up to 50%.

Desired Skills & Experience

• Experience with relevant technical products or applications (HVAC / building automation systems & sensors, environmental monitoring, etc.).
• Proficiency in system design and configuration.
• Experience with technical field services, such as calibration, commissioning, etc.
• Proficiency in artificial intelligence (AI) technologies.

Physical Demands / Environment

While performing the duties of this job, the employee is occasionally required to reach with hands and arms. The employee is occasionally required to stand/a sit, squat, turn/twist, reach, use hands to finger, handle, feel or operate objects, tools or controls, and computer keyboards. The employee must occasionally lift, carry, push or pull up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. While performing the duties of this job, the employee may be subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, oils, extreme temperatures and workspace restrictions. The noise level in the work environment is occasionally loud. Employees will be required to wear the proper personal protective equipment (PPE), which may include eye, hearing and respiratory protection, protective smock, steel toe shoes, gloves, hard hats, or face shields. Contact lenses may not be allowed in some areas. The associate must also be willing and able to travel by all forms of transportation.

Compensation

Bonus is part of the total compensation package. Salary range (inclusive of sales incentives/commissions, in local currency) is 210,400.00 – 390,800.00.

Equal Opportunity Employer

We are an equal opportunity employer. Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities.