Regional Sales Manager—Southeast

Lennox International; Stone Mountain (GA); Remote; USD 154,000 - 203,000; Full time

Benefits offered by this job

Tuition reimbursement

Medical insurance

Dental insurance

Vision insurance

401(k) retirement plan

Short-term disability insurance

Birthing leave

Job summary

Lennox International seeks a Regional Sales Manager—Southeast to drive refrigeration sales growth across the Southeast USA. You will manage direct reports and work with distributors, contractors, and field sales teams to meet revenue and customer-experience goals.

Responsibilities include developing regional plans, coordinating product launches, and ensuring accurate forecasting. A strong emphasis on relationship-building, negotiation, and cross-functional leadership is required.

Qualifications

• Bachelor’s degree or equivalent education/experience.
• 8+ years related experience.
• Understand business impact of sales contracts and selling expenses.
• Proven ability to manage and develop direct reports and reps, and set clear territory priorities.
• Expert in building relationships, listening, persuading, negotiating and time management.
• Strong knowledge of box load calculation and refrigeration equipment selection.
• Knowledge of sales, marketing, pricing, and profitability analysis.
• Ability to lead cross-functional execution and influence channels without direct reporting authority.

Responsibilities

• Develop and execute regional sales plans and budgets.
• Manage pricing requests, rebates, and sales contracts within authority.
• Direct selling in key accounts as needed.
• Build joint business plans with priority distributors and contractors.
• Identify and convert distributor/contractor/end-user opportunities.
• Coordinate field activity with sales teams to meet priorities.
• Maintain CRM records, pipelines, and forecasts with next steps.

Skills

Relationship building

Negotiation

Sales forecasting

CRM systems

MS Office

Channel development

Leadership

Contract management

Education

Bachelor's degree

Tools

CRM software

Microsoft Office

Job description

What Drives Success

Territory: Southeast USA: Florida, Georgia, Tennessee, South Carolina, North Carolina, Alabama, Arkansas and Louisiana.

Work Location and Travel: Remote, home-based position requiring extensive travel.

The Regional Sales Manager—Southeast owns profitable refrigeration sales growth and channel development within the assigned territory. This role manages direct reports and leads independent manufacturers’ representatives, develops wholesale distributor and contractor relationships, and coordinates field sales, Sales Engineering, and inside sales resources to deliver revenue, profitability, new-business, share-of-wallet, and customer-experience objectives.

Duties include, but are not limited to:

• Develop and execute regional sales plans and budgets to achieve revenue, profitability, new-business, and share-of-wallet objectives.
• Manage pricing requests, rebates, commercial agreements, and sales contract approvals within delegated approval authority, balancing growth, competitive positioning, and profitability.
• Direct selling responsibility in key accounts as needed.
• Build joint business plans with priority wholesale distributors, including branch-level growth opportunities, product penetration, inventory alignment, training, and contractor engagement.
• Identify and convert new distributor, contractor, and end‑user opportunities in coordination with channel partners and internal sales resources.
• Coordinate regional field activity with sales representatives, Sales Engineers, and inside sales resources to execute territory and account priorities.
• Maintain accurate CRM records, opportunity pipelines, and sales forecasts, with clear ownership of next steps, expected close dates, and risks to plan.
• Build relationships with distributor leadership, branch teams, and key contractors through joint sales calls, account reviews, and regular field engagement.
• Coordinate with customer service, technical support, operations, and product management to resolve customer issues and communicate commitments through closure.
• Support product adoption by coordinating product launches, technical training, and application support with Sales Engineers and product specialists.
• Translate competitive activity, customer feedback, lost‑business trends, and market opportunities into actionable regional recommendations.
• Manage, coach, and develop direct reports and lead independent manufacturers’ representatives through clear territory priorities, sales goals, field engagement, and regular business reviews.

What We Are Looking For

• Requires a bachelor's degree or an equivalent combination of education and experience.
• At least 8 years related experience.
• Must understand the business impact of sales contracts and selling expenses.
• Demonstrated ability to manage and develop direct reports, lead independent manufacturers’ representatives, and establish clear territory and account priorities.
• Requires expert abilities with building relationships, listening, persuading, negotiating and managing time.
• Strong working knowledge of box load calculation and refrigeration equipment selection, with the ability to coordinate detailed application support with Sales Engineers and product specialists.
• Requires knowledge of principles and methods for showing, promoting, and selling products or services.
• This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Knows principles and processes for providing customer service.
• This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Must have excellent written and verbal communication.
• Requires substantial industry and product knowledge.
• Demonstrated success growing sales through wholesale distribution and contractor channels, preferably in commercial refrigeration.
• Experience developing joint business plans, conducting distributor business reviews, and translating regional goals into account‑level actions.
• Strong commercial and analytical skills, including sales forecasting, pipeline management, pricing, and profitability analysis.
• Ability to lead cross‑functional execution and influence channel partners and internal teams without direct reporting authority.
• Must be able to use Microsoft Office and Customer Relationship Management software.

What We Offer

Compensation: The total compensation range for this position is between $154,000 - $202,500 annually and will be based on the candidate’s qualifications, experience, and education. Under the plan, target compensation is anticipated to be 70% base salary and 30% commission.

Benefits:

• tuition reimbursement
• medical, dental, and vision insurance
• prescription drug coverage
• 401(k) retirement plan
• short-term disability insurance
• 8 weeks paid birthing leave
• 2 weeks paid bonding leave
• life and long-term disability insurance

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to:

• 12 days paid time off
• 2 paid well‑being days
• 1 paid volunteer day
• 12 paid holidays
• 3 floating holidays per year

Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us!

Who We Are

Lennox (NYSE: LII) Driven by 130 years of legacy, HVAC and refrigeration success, Lennox provides our residential and commercial customers with industry‑leading climate‑control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us.

Heatcraft Worldwide Refrigeration is a long-standing leader in the world of commercial refrigeration, providing climate‑control solutions to customers in more than 70 countries. Their state‑of‑the‑art manufacturing facilities in the cities of Stone Mountain and Tifton, Georgia, produce evaporators, condensers, compressor racks, and other top‑quality refrigeration products for their five market‑leading brands: Bohn, Larkin, Climate Control, Chandler, and InterLink. Heatcraft products are primarily used to preserve food and other perishables in supermarkets, convenience stores, restaurants, warehouses and distribution centers, in addition to other applications such as data centers, pharmaceutical and industrial process cooling.