Regional Sales Manager

C/o TH Daniels Executive Search Ltd; New York (NY); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Aire Search has been retained by a globally established HVAC equipment and aftermarket parts manufacturer to appoint a Regional Sales Manager for the Mid-Atlantic and Northeast territory. The role focuses on expanding distributor partnerships, driving revenue growth, and owning strategic sales across ductless, residential and light commercial segments.

The ideal candidate will have proven HVAC wholesale distribution experience, strong distributor networks in NY/NJ/PA and surrounding states, and

Qualifications

• Proven experience selling to HVAC/R wholesale distributors.
• Established relationships with distributor accounts across the territory.
• Strong knowledge of residential and light commercial HVAC systems and aftermarket parts.
• Track record of developing new business and growing territory revenue.

Responsibilities

• Drive market share growth across New York, New Jersey, Pennsylvania, Virginia and Maryland.
• Identify, target and onboard new HVAC wholesale distributor partners.
• Manage and expand distributor accounts through product positioning and relationships.
• Recruit and manage independent manufacturer reps where applicable.
• Conduct product training for distributors, contractors and reps; represent brands at trade shows and events.
• Monitor competitor activity, pricing and market trends; inform pricing and promotions strategy.
• Collaborate with inside sales, purchasing and operations on forecasting and territory reporting.

Skills

HVAC wholesalers

Territory management

Relationship building

Self-starter

Communication

Job description

Regional Sales Manager – HVAC Distribution

Location: Philadelphia, Pennsylvania or New Jersey (preferred)

Sector: HVAC / Building Products / Manufacturing

Employment type: Full-time

Aire Search has been retained by a globally established manufacturer of HVAC equipment and aftermarket parts on the appointment of a Regional Sales Manager. This is an opportunity for an experienced HVAC sales professional to drive market share growth, build new distributor relationships, and take ownership of a high-potential Mid-Atlantic and Northeast territory.

The role will work closely with distributor owners, branch managers, purchasing teams, independent manufacturer representatives, inside sales, purchasing and operations to expand existing accounts, onboard new wholesale partners, and grow revenue across ductless, residential, light commercial and aftermarket parts categories.

Key Responsibilities

• Drive immediate and sustained market share growth across New York, New Jersey, Pennsylvania, Virginia and Maryland.
• Identify, target and onboard new HVAC wholesale distributor partners across the territory.
• Manage and expand existing distributor accounts through strategic product positioning and relationship building.
• Recruit, onboard and manage Independent Manufacturer's Representatives where applicable, setting performance expectations and supporting joint sales activity.
• Conduct product training sessions for distributors, contractors and reps, and represent the brands at trade shows, counter days and industry events.
• Monitor competitor activity, pricing and market trends, and feed insight back into regional pricing and promotional strategy.
• Collaborate with inside sales, purchasing and operations on forecasting, inventory planning, demand generation and territory reporting.

What We're Looking For

• Proven experience selling to HVAC/R wholesale distributors, either as an Independent Manufacturer's Rep or with an HVAC equipment or parts manufacturer.
• Established relationships with key decision-makers at distributor accounts across the assigned territory.
• Strong knowledge of residential and light commercial HVAC systems, ductless / mini-split systems, and HVAC aftermarket parts and accessories.
• Demonstrated track record of developing new business and growing territory revenue.
• Strong organisational, communication and self-management skills, with a self-starter mindset.

The role requires up to 70 percent travel across the territory initially, with the ability to optimise over time as accounts and rep networks mature.

Why Join?

• Take ownership of a strategically important Mid-Atlantic and Northeast territory with clear white space for growth.
• Sell an established multi-brand portfolio spanning HVAC equipment and aftermarket parts.
• Join a globally recognised manufacturer with 24+ years of profitable operation, ISO 9001 and ISO 14001 certifications, and strong distributor loyalty.
• Genuine autonomy to shape distributor strategy, rep management and territory growth initiatives.
• Direct visibility to senior leadership and meaningful influence on regional commercial strategy.