National Sales Manager

JobSquad Florida

Miami (FL)

On-site

USD 180,000 - 240,000

Full time

3 hours ago

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Job summary

JobSquad Florida is seeking a National Sales Manager – HVAC Distribution to drive growth across wholesale distributors, dealer networks, and strategic partners. You will shape sales strategies to expand market share and maximize revenue in residential and commercial HVAC.

The ideal candidate has deep HVAC distributor experience, a proven track record of leading high‑performing teams, and success in multi‑state leadership and channel programs.

Qualifications

8+ years of progressive sales leadership experience in the HVAC.
Minimum 5 years managing HVAC distributor channels at regional or national level.
Proven success with wholesale HVAC distributors, dealer networks, and contractor relationships.
Experience managing multi-state or national territories.

Responsibilities

Develop and execute national sales strategies for HVAC distribution channels.
Create annual business plans, forecasts, and growth initiatives.
Build and maintain relationships with national and regional distributors.
Lead, mentor, and develop sales teams including Regional Managers.
Negotiate pricing agreements and channel programs.
Collaborate with product management and marketing for demand generation.

Skills

Leadership

Strategic selling

Negotiation

Relationship management

Communication

Market analysis

Education

Bachelor's degree in Business, Marketing, Engineering, or related field

MBA

Tools

Salesforce

Microsoft Dynamics

Job description

The National Sales Manager – HVAC Distribution is responsible for driving national sales growth through HVAC wholesale distributors, dealer networks, and strategic channel partners. This leadership role develops and executes sales strategies to increase market share, strengthen distributor relationships, expand product penetration, and maximize revenue across commercial and residential HVAC markets.

The ideal candidate has extensive experience working with HVAC distributors, independent reps, contractors, and dealer programs, along with a proven track record of leading high-performing sales teams and achieving aggressive growth targets.

Key Responsibilities

Sales Strategy & Growth

Develop and execute national sales strategies focused on HVAC distribution channels.
Create annual business plans, sales forecasts, and growth initiatives to achieve revenue and profitability goals.
Identify market opportunities, emerging trends, and competitive threats within the HVAC industry.
Drive new business development through distributor expansion and market penetration programs.

Distributor Relationship Management

Build and maintain strong relationships with national, regional, and independent HVAC distributors.
Develop strategic growth plans with key distributor partners.
Conduct regular business reviews to evaluate sales performance, inventory levels, market opportunities, and joint initiatives.
Support distributors with product training, sales programs, marketing initiatives, and business development strategies.
Negotiate pricing agreements, rebates, annual contracts, and channel programs.
Lead, mentor, and develop Regional Sales Managers, Territory Managers, and Manufacturer Representative organizations.
Establish sales goals and performance metrics for direct and indirect sales teams.
Conduct regular coaching, performance reviews, and talent development planning.
Foster a culture of accountability, customer focus, and continuous improvement.
Support distributor efforts to recruit, retain, and grow HVAC dealer and contractor relationships.
Develop programs that increase contractor engagement, product adoption, and customer loyalty.
Participate in contractor meetings, distributor events, trade shows, and industry conferences.

Market Development

Increase market share through targeted growth initiatives and strategic account development.
Identify opportunities for product line expansion within existing distributor accounts.
Work closely with product management and marketing teams to execute demand-generation campaigns.
Gather market intelligence and customer feedback to support product development and strategic planning.

Cross-Functional Collaboration

Partner with Operations, Customer Service, Marketing, Finance, and Product Management to improve customer satisfaction and business performance.
Support inventory planning and forecasting activities with distributor partners.
Assist in resolving escalated customer, distributor, and operational issues.

Reporting & Analytics

Maintain accurate sales forecasts and pipeline reporting.
Monitor distributor sales performance, inventory movement, and market trends.
Utilize CRM systems and sales analytics tools to identify opportunities and optimize sales effectiveness.
Present business updates and strategic recommendations to executive leadership.

Required Qualifications

Education

Bachelor’s degree in Business, Marketing, Engineering, or related field preferred.
MBA is a plus.

Experience

8+ years of progressive sales leadership experience in the HVAC industry.
Minimum 5 years managing HVAC distributor channels at a regional or national level.
Proven experience working with wholesale HVAC distributors, dealer networks, and contractor relationships.
Demonstrated success achieving and exceeding sales growth objectives.
Experience managing multi-state or national territories.

Preferred Experience

Experience working for an HVAC manufacturer.
Strong relationships with major HVAC distributors and channel partners.
Knowledge of residential, commercial, and light industrial HVAC systems.
Experience with dealer development programs and distributor sales initiatives.
Familiarity with CRM platforms such as Salesforce, Microsoft Dynamics, or HubSpot.

Core Competencies