East Coast Sales Manager

PSG, a Dover company; United States; On-site; USD 110,000 - 150,000; Full time

Job summary

PSG, a Dover company, is seeking a Sales Manager to drive sales and market development for PSG products in the refrigeration, HVAC/R, and cooling systems sectors across the United States.

The role focuses on building OEM, system-integrator, contract, and direct customer relationships, developing route-to-market strategies, and delivering profitable growth. Frequent travel up to 75% within the US is expected.

Qualifications

• 5+ years’ experience selling into refrigeration, HVAC/R, cooling systems, thermal-management, industrial cooling, or related markets.
• Bachelor’s degree in engineering, Business, Marketing or related field.
• Demonstrated success developing OEM, system-integrator, engineering, contractor, direct customer, and end-user relationships.
• Strong ability to translate technical value into a compelling commercial proposition and manage complex sales pipelines.

Responsibilities

• Responsible for incremental sales growth per plan in the US market across direct, OEM, representative, and other channels.
• Conduct consultative, value-added selling focused on customer applications, system performance, TCO, reliability, energy efficiency, and lifecycle value.
• Develop and execute route-to-market strategies to maximize sustainable growth.
• Create specification pull-through and design-in opportunities with OEMs, system integrators, and engineering firms.
• Identify opportunities to capture market share from competitors by differentiating product performance and value.
• Travel domestically 50-75% as needed.

Skills

Sales leadership

HVAC/R knowledge

Strategic selling

CRM proficiency

Education

Bachelor's degree

Tools

CRM systems

Job description

The Sales Manager will specifically focus on sales and application of the PSG product and related solutions into the refrigeration, HVAC/R, and cooling systems industries in alignment with the goals and objectives of Dover and PSG. This individual will be the front-line key driver for sales and market development initiatives in the assigned cooling market(s), with a strong focus on refrigeration system manufacturers, OEMs, system integrators, engineering firms, contractors, direct customers. The Sales Manager will coordinate efforts with Sales, Marketing, Engineering, Manufacturing and Finance to service existing customers, develop new accounts, secure specifications, and grow sales in the assigned cooling market(s).

Essential Duties and Responsibilities

• Responsible for incremental sales growth per plan in the US market, maximizing effectiveness of direct, OEM, representative, direct customer, and other sales channels.
• Achieve projected sales gains through consultative, value-added selling focused on customer applications, system performance, total cost of ownership, reliability, energy efficiency, and lifecycle value rather than simply order taking.
• Develop and execute route-to-market strategies using the most effective combination of direct sales, OEM, system integrator, manufacturer’s representative, direct customer, and other channels to maximize sustainable growth.
• Develop and implement route-to-market models for refrigeration and cooling-system OEMs, system integrators, contractors, A&E/engineering firms, direct customers, and strategic end users, as appropriate for the assigned market.
• Create specification pull-through and design-in opportunities by developing relationships with OEMs, refrigeration system manufacturers, system integrators, A&E firms, consultants, contractors, and other key influencers.
• Identify competitive displacement opportunities and capture market share from incumbent pump, refrigeration, and cooling-solution suppliers by clearly differentiating product performance, application fit, reliability, service, and value.

Qualifications / Requirements

• 5+ years’ experience selling into the refrigeration, HVAC/R, cooling systems, thermal-management, industrial cooling, or related markets, with demonstrated understanding of the customer buying process and key industry requirements.
• Bachelor’s degree in engineering, Business, Marketing or related field
• Demonstrated success developing OEM, system-integrator, engineering, contractor, direct customer, and end-user relationships and converting technical opportunities into profitable sales.
• Strong technical and consultative sales capability, with the ability to understand customer applications, identify system requirements, collaborate with engineering, and translate technical value into a compelling commercial proposition.
• Self-sufficient and self-motivated. Works with little supervision while effectively communicating plans, priorities, pipeline status, and outcomes. Established network and/or experience interacting with refrigeration, HVAC/R, cooling-system, OEM, engineering, contractor, direct customer, and system-integrator organizations.
• Strong work ethic, competitive spirit, customer focus, and commitment to winning profitable business.
• Ability to travel 50-75% domestically within the US territory
• This role may be based in any US location with convenient access to a major airport

Desired Characteristics

• Strong team player who collaborates effectively across Sales, Marketing, Engineering, Manufacturing, Finance, and other functions.
• Strong technical problem-solving capability related to pumps, fluid handling, refrigeration systems, cooling circuits, and associated equipment and applications.
• Clear, concise, and articulate verbal, written, listening, presentation, and interpersonal skills at all levels of the organization and customer base.
• Ability to multi-task and perform in a dynamic environment, including managing complex sales projects and business-support activities while traveling.