What are the responsibilities and job description for the Director of Sales position at Lennox?
Company Overview
WHO WE ARE:
Allied Air Enterprises is a division of Lennox International. We bring together the collective strengths of seven comfort brands – Armstrong Air, AirEase, Concord, Ducane, Allied, Allied Commercial and Magic-Pak to give distributors and dealers the ultimate source for heating and cooling solutions. From compact residential applications to large commercial projects, Allied Air Enterprises redefines ease-of-business through breadth of product, resources, and competencies unparalleled in the market.
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.
Job Description
WHAT YOU WILL BE DOING:
The Director of Sales provides leadership for the Allied Air Residential Sales team and is accountable for developing, leading, and executing business and market strategies, while developing customer plans that create value for our customers. As a member of the sales leadership team, the Director of Sales is responsible for identifying, leading, and developing top talent across the organization. He/she demonstrates excellent teamwork and connection across the company, and a commitment to the success of Allied Air.
Travel will be up to 40% throughout the year.
Job Responsibilities
Leadership
WHAT WE ARE LOOKING FOR:
Job Requirements
Bachelor’s degree in business or related field, master’s degree preferred.
Experience
Having the right qualifications is only a part of what it takes to be a successful employee. At Allied Air, we believe in following a set of behaviors and competencies to achieve your full potential. In this position, it is vital that you embody these core competencies:
WHAT WE OFFER:
Subject to applicable eligibility requirements, the following benefits are offered for this role: 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, 10 paid holidays, and 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!
Disclaimers
The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.
WHO WE ARE:
Allied Air Enterprises is a division of Lennox International. We bring together the collective strengths of seven comfort brands – Armstrong Air, AirEase, Concord, Ducane, Allied, Allied Commercial and Magic-Pak to give distributors and dealers the ultimate source for heating and cooling solutions. From compact residential applications to large commercial projects, Allied Air Enterprises redefines ease-of-business through breadth of product, resources, and competencies unparalleled in the market.
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.
Job Description
WHAT YOU WILL BE DOING:
The Director of Sales provides leadership for the Allied Air Residential Sales team and is accountable for developing, leading, and executing business and market strategies, while developing customer plans that create value for our customers. As a member of the sales leadership team, the Director of Sales is responsible for identifying, leading, and developing top talent across the organization. He/she demonstrates excellent teamwork and connection across the company, and a commitment to the success of Allied Air.
Travel will be up to 40% throughout the year.
Job Responsibilities
Leadership
- Develops and motivates people in a way that inspires outstanding performance; coaching, mentoring, and supporting team members, sharing best practices and resources for development and growth.
- Develops strong relationships and credibility with internal stakeholders and operates as a trusted advisor and business partner. (Marketing, Pricing, Supply Chain, Operations, and others). Builds these trusting relationships through effective and consistent communication, active listening, and dependability.
- Demonstrates strong interpersonal skills, paired with knowledge of our products and services and those of our competitors.
- Build a world class salesforce through effectively identifying, assessing, and hiring top talent. Holds the team accountable for results/outcomes.
- Coaches, recruits, and mentors team members to meet current and future talent needs; directly addresses performance concerns in a timely fashion, challenges team to grow and improve, and encourages continuous learning and development.
- Embodies executive presence by inspiring and influencing others, both internally and externally. Operates and communicates in a decisive, clear, concise, and consistent manner.
- Prioritizes competing priorities effectively, focuses on what matters most, and delegates or defers as needed.
- Operates beyond Sales, acting as key business leader at the Allied Air sales leadership team to work cross functionally. Contributes positively to solve business and customer problems, driving business results.
- Strong ability to connect market dynamics to business and financial results; both creating plans to influence and pivoting quickly when the market demonstrates a different dynamic.
- Through an expanded use of analytics and insights, continuously build a deep understanding of our customers and the marketplace, develop strategies to generate growth opportunities, local requirements to bring differential value to customers and outperform competitors. Identifies internal and external resource needs to ensure customer plans are executed fully.
- Influences pricing decisions; manages broad pricing communications and provides explanation for complex decisions. Collaborates with the Allied Air Pricing team(s) to develop and execute pricing strategy in the US and Canada.
- Thorough understanding of business/sales operations: forecasting, supply chain, inventory, market dynamics – ultimately building an overall commercial strategy to advance business objectives. Includes owning the Foam demand forecast, balancing Price, Share and Value creation with customers.
- Analyze internal and external risks, and their potential impact on business results, developing mitigation plans to address risks.
- Communicates business strategy and performance to external constituents (customers, industry) effectively and engages them in the vision of the business.
- Deep understanding of multiple channels within Allied Air (2-Step, Specialty Distribution Channels, and the ability to navigate and extract maximum value for Allied Air and our Customers. Ability to navigate intense channel conflict with customers and resolve in a timely manner.
- Develops and fosters strong strategic relationships with customers, understanding their needs and building a commercial organization that can deliver value creation. Ensures that the overall sales team is engaging at the right levels with customers.
- Develops winning relationships with customers through a consultative, value-selling approach; listening, identifying customer needs, and aligning needs with our products and services in a way that earns trust and drives growth.
- Viewed as a trusted business advisor; knowledgeable in national market trends, including competitive intelligence and future projections; leverages expertise to coach customers.
- Drives new and different ideas, innovation, and collaboration with customers – connecting with internal Owens Corning stakeholders – to ultimately deliver Revenue growth above market.
- Committed to eliminating waste in sales and business processes driving for sales process effectiveness. Seeks to find new and innovative ways to sell and create value for customers.
- Identifies meaningful data; interprets and leverages data to synthesize changes in market conditions and/or competitive behavior, and the support the creation and execution of strategies.
- Identifies competitive advantages, disadvantages and company strengths and weaknesses (understanding why the customer is buying from the competition).
- Develops/recommends appropriate incentive plans that align with business strategies.
WHAT WE ARE LOOKING FOR:
Job Requirements
Bachelor’s degree in business or related field, master’s degree preferred.
Experience
- 7 Years HVAC experience.
- Driving organic, above-market growth in a sales organization.
- Leading customer strategic plans in a complex and multi-channeled business environment.
- Building and Developing a sales team to achieve aggressive goals and drive growth.
- Developing strong executive customers relationships.
- Operating across geographic and cultural boundaries (US & Canada specifically).
- Attracting, developing, and retaining outstanding commercial talent.
Having the right qualifications is only a part of what it takes to be a successful employee. At Allied Air, we believe in following a set of behaviors and competencies to achieve your full potential. In this position, it is vital that you embody these core competencies:
- Situational Adaptability: You flex your approach and demeanor to suit various scenarios. You successfully shift gears as new developments and competing priorities arise – balancing routine tasks, urgent action items, and long-term projects is second nature for you.
- Decision Quality: You make thoughtful and timely decisions with the best interest of the organization in mind, prioritizing and organizing key deliverables and ensuring stakeholder buy-in.
- Drives Results: You show pride in “getting the job done” with a bias for action, going above and beyond to ensure your responsibilities have been met. During high-pressure moments, you work diligently to meet deadlines and show value in your work.
WHAT WE OFFER:
Subject to applicable eligibility requirements, the following benefits are offered for this role: 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, 10 paid holidays, and 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!
Disclaimers
The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.
