HVAC OEM Sales Leader – Design-Win & Growth

Littelfuse; Indianapolis (IN); On-site; USD 123,000 - 191,000; Full time

Job summary

Littelfuse seeks an experienced Manager II, HVAC to lead a team of KAMs and GAMs across North America and drive revenue growth with HVAC OEMs. You will coach and develop sales professionals, align with EII Product Management, and engage senior decision-makers at key accounts.

You will manage go-to-market activity, forecast accurately in Salesforce, and focus on long-term partnerships while traveling up to 50% as required.

Qualifications

• Bachelor's degree in Electrical/Mechanical Engineering, Business, or related technical field.
• 10+ years of progressive sales experience in HVAC/R with 3–5 years of direct people management experience
• Deep knowledge of HVAC/R system design and applications including rooftops, AHUs, chillers, heat pumps, boilers, refrigeration racks and compressor systems
• Proven experience selling electrical protection, controls, and sensing components to HVAC OEM teams
• Track record leading a sales team to achieve revenue quotas and drive design-wins at complex OEM accounts
• Strong coaching and talent development skills for KAMs from product sellers to consultative solution sellers
• Understanding of UL, NEC, ASHRAE 15/34, and A2L refrigerant requirements
• Proficiency with CRM systems (Salesforce) for pipeline mgmt, forecasting and performance monitoring
• Strong presentation and relationship-management skills with senior OEM leaders
• Ability to travel up to 50% within North America

Responsibilities

• Directly manage a team of KAMs responsible for Tier 1 and Tier 2 HVAC OEM accounts across North America.
• Set performance expectations, quotas, and account ownership for each KAM.
• Conduct coaching sessions, pipeline reviews, and strategy sessions to shift to consultative engagement.
• Develop and implement talent development plans for each KAM, identifying skill gaps.
• Recruit, onboard and ramp new KAMs as the HVAC OEM sales organization scales.
• Build a high-performance culture aligned to Littelfuse's solution-selling framework.
• Facilitate cross-team knowledge sharing on OEM wins, competitive strategies, and custom solutions.
• Represent team needs to the Director during headcount planning and marketing investment discussions.
• Lead commercial performance across HVACR OEM segment with revenue, margin, and growth targets.
• Oversee multi-year strategic account plans with Tier 1 OEMs and engage senior engineering leaders.
• Maintain a healthy pipeline in CRM with accurate forecasting and stage progression.
• Direct KAMs toward Tier 2 targets to expand market penetration and reduce concentration risk.
• Review and coordinate pricing, product qualification, and non-standard terms with Product Management.

Skills

HVAC/R knowledge

Sales leadership

Key Account Management

Consultative selling

Team coaching

CRM systems (Salesforce)

Education

Bachelor's degree in Electrical/Mechanical Engineering, Business or related field

Master's degree in Engineering or MBA (preferred)

Tools

Salesforce

Job description

Littelfuse seeks an experienced Manager II, HVAC to lead a team of KAMs and GAMs across North America and drive revenue growth with HVAC OEMs. You will coach and develop sales professionals, align with EII Product Management, and engage senior decision-makers at key accounts.

You will manage go-to-market activity, forecast accurately in Salesforce, and focus on long-term partnerships while traveling up to 50% as required.