Manager, HVAC OEM Sales, EII

Interruptores de Mexico; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

Littelfuse is seeking a Manager II, HVAC to lead a team of Key Account Managers and Global Account Managers across North America. You will drive revenue growth, set quotas, and shape go-to-market strategies with cross-functional partners including Product Management and Field Application Engineering.

Responsibilities include coaching, pipeline oversight in Salesforce, and building long-term OEM partnerships with senior engineering leaders at Tier 1 HVAC OEMs.

Qualifications

• Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or related technical field.
• 10+ years of progressive sales experience in HVAC/R.
• 3–5 years of direct people management experience leading a team of KAMs or Sales Engineers.

Responsibilities

• Lead a team of KAMs and GAMs across North America for Tier 1 and Tier 2 HVAC OEM accounts.
• Set performance expectations, quotas, and account ownership per HVACR AOP.
• Coach KAMs in pipeline reviews, deal strategy, and grooming for design-wins.
• Oversee multi-year strategic account plans and cross-functional alignment with product teams.

Skills

HVAC/R sales

Account leadership

Consultative selling

Education

Bachelor's degree in Electrical/Mechanical Engineering or Business

Job description

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.

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.

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 America
• Set 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 engagement
• Develop and execute talent development plans for each KAM, identifying skill gaps in product knowledge, application expertise, and executive relationship management
• Recruit, onboard, and ramp new KAMs as the HVAC OEM sales organization scales with market growth
• Build 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 mindset
• Facilitate cross-team knowledge sharing - ensuring KAMs learn from each other's OEM wins, competitive displacement strategies, and custom solution successes
• Represent 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 team
• Develop and oversee multi-year strategic account plans for key OEMs, co-authored with the responsible KAM
• Engage directly with business and senior engineering leaders at Tier 1 strategic OEMs to establish Littelfuse as a preferred, long-term design partner
• Oversee and maintain a healthy, well-qualified opportunity pipeline in CRM (Salesforce) across the full team, with accurate forecasting and stage progression
• Identify 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 risk
• Review 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 co