Manager, HVAC OEM Sales, EII

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

About Littelfuse

Littelfuse (NASDAQ: LFUS) is a diversified industrial technology manufacturing company shaping solutions for the safe and efficient transfer of electrical energy. Headquartered in Chicago, Illinois, USA, we serve customers across industrial, transportation, and electronics markets worldwide. With approximately 16,000 employees we design and manufacture innovative technologies that support electrification, energy efficiency, and advanced automation. Our global reach is matched by a culture that empowers innovation and long-term growth. Guided by our principles We Care, We Succeed With Our Customers, and We Own the Outcome, we work collaboratively, think boldly, and deliver solutions that move industries forward.

Job Overview

The Manager II, HVAC is a commercial people leader responsible for driving Littelfuse revenue growth across all HVAC/R Original Equipment Manufacturers (OEMs) in North America. This role leads a team of Key Account Managers (KAMs) and Global Account Managers (GAMs) covering the full spectrum of HVAC OEM accounts. The Manager II serves as both a people leader and a commercial strategist — coaching and developing KAMs to drive design-wins, expand wallet share, and build long-term OEM partnerships while also engaging directly with senior decision-makers at key strategic accounts. This leader is accountable for the overall HVACR OEM revenue target, team capability development, go-to-market execution, and cross-functional alignment with EII Product Management, Technical Marketing, and Field Application Engineering. The ideal candidate brings deep HVAC industry knowledge, strong technical acumen across electrical protection and controls, experience managing a team of KAMs in a complex OEM selling environment, and the communication and relationship-management skills to represent Littelfuse with key decision-makers at major HVAC OEM organizations. This position reports directly to the Director, OEM Sales — EII, Americas.

Key Responsibilities

Team Leadership & Key Account Manager Development

• Directly manage a team of Key Account Managers (KAMs) responsible for Tier 1 and Tier 2 HVAC OEM accounts across North AmericaSet clear performance expectations, quota targets, and account ownership for each KAM, aligned to the HVACR vertical market annual operating plan (AOP)Conduct regular 1:1 coaching sessions, pipeline reviews, and deal strategy sessions with KAMs — moving from product selling to consultative, solution-based engagementDevelop and execute talent development plans for each KAM, identifying skill gaps in product knowledge, application expertise, and executive relationship managementRecruit, onboard, and ramp new KAMs as the HVAC OEM sales organization scales with market growthBuild a high-performance team culture rooted in Littelfuse's solution-selling framework: customer needs first, full portfolio positioning, design-in focus, and long-term partnership mindsetFacilitate cross-team knowledge sharing — ensuring KAMs learn from each other's OEM wins, competitive displacement strategies, and custom solution successesRepresent the team's needs and resource requirements to the Director, OEM Sales — EII, Americas during headcount planning, training prioritization, and marketing investment discussions

Account Strategy & Revenue Ownership

• Lead commercial performance across the HVACR OEM segment, monitoring revenue, gross margin, and growth targets across all accounts managed by the teamDevelop and oversee multi-year strategic account plans for key OEMs, co-authored with the responsible KAMEngage directly with business and senior engineering leaders at Tier 1 strategic OEMs to establish Littelfuse as a preferred, long-term design partnerOversee and maintain a healthy, well-qualified opportunity pipeline in CRM (Salesforce) across the full team, with accurate forecasting and stage progressionIdentify and direct KAMs toward new HVAC OEM account activation targets from the Tier 2 list to expand Littelfuse's market penetration and reduce customer concentration riskReview and recommend custom OEM pricing, product qualification requests, and non-standard commercial terms in coordination with the Director, OEM Sales — EII, Americas and Product Management

Qualifications

Required

• Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or related technical field
• 10+ years of progressive sales experience in the HVAC/R industry, with at least 3–5 years of direct people management experience leading a team of Key Account Managers or Sales Engineers
• Deep knowledge of HVAC/R system design and applications — including rooftop units, air handling units, chillers, heat pumps, boilers, refrigeration racks, and compressor systems
• Proven experience selling electrical protection, controls, and sensing components to HVAC OEM engineering and procurement teams
• Demonstrated track record of leading a sales team to achieve or exceed revenue quotas and driving technical design-wins at complex, multi-stakeholder OEM accounts
• Strong coaching and talent development skills — with experience developing KAMs from product-focused sellers into consultative solution sellers
• Understanding of relevant electrical standards and codes including UL (248, 508A, 943), NEC, ASHRAE 15/34, and A2L refrigerant compliance requirements
• Proficiency with CRM systems (Salesforce preferred) for pipeline management, forecasting, and team performance monitoring
• Strong presentation and relationship-management skills, with the ability to engage senior leaders at major OEM organizations
• Ability to travel up to 50% within North America

Preferred

• Master's degree in Engineering, Business (MBA), or related field
• Experience managing KAMs in a multi-tier OEM account structure with both direct OEM and OEM + distribution selling motions
• Knowledge of heat pump technology, electrification trends, and A2L refrigerant transition impacts on HVAC component requirements
• Familiarity with the Littelfuse EII product portfolio — including Hartland Controls IC products, SymCom protection relays, and industrial fuse families
• Experience coordinating Manufacturer Representative Firms as a coverage extension model
• Existing relationships at one or more Tier 1 HVAC OEMs (Carrier, Daikin, Lennox, Trane, Johnson Controls)

Artificial intelligence (AI) tools may be used in some portions of the candidate review process for this position, however, all final employment decisions will be made by a person.

Salary Range

Salary Range:$123,100 - $190,780 The salary offered will vary depending on your location, job-related skills, knowledge, and experience.

At Littelfuse, we support employee growth and development. Guided by our culture principles, our teams work together to deliver value for customers and make a positive impact in the communities where we operate. We are an equal opportunity employer committed to fostering an inclusive workplace where everyone has the opportunity to grow and contribute. We offer competitive compensation and benefits, performance-based incentives, flexible work arrangements, and development opportunities.