Job Description
Job Description
Description : Job Summary
At Systemair, we have a passion for indoor air quality. We are constantly striving to provide ventilation solutions that improve health and productivity in an energy-efficient and sustainable manner. Innovation is in our DNA, and we continue to grow in terms of capabilities, product range, size, sales volume, and market share. We employ and empower people to take initiative and make decisions with the best interests of our customers and team at heart by achieving our goals to be an Employer, Brand, Investment, and Neighbor of Choice. Simply put, we prioritize, simplify, and trust, while committing to accountable behavior and personal responsibility at work and with our neighbors.
Under the direction of the VP of Sales, you will be responsible for identifying, developing, and executing sales strategies within the education, residential, commercial target markets and through the plan and specification (plan & spec) sales process. This role must involve deep market research, customer insight, and strategic planning to ensure Systemair’s products and services are specified and purchased by clients within targeted industries or market segments.
As part of our Sales team, you will build relationships with key stakeholders and oversee the plan & spec process from initial contact through to sales closure and project completion. This role demands a blend of technical knowledge, sales acumen, and strategic planning skills.
You will be responsible for building and leading teams that deliver results through excellence in these key disciplines :
- Channel Management – developing full, effective, and efficient market coverage.
- Account Management – developing strong, mutually beneficial relationships with channel partners, influencers, and end users.
- Opportunity Management – developing effective & efficient sales processes that address technical, financial, and relational needs of target customers.
- Call Management – developing the best customer experience from sales and sales support people.
We are looking to promote or hire a Regional Director of Sales – Commercial, NA that shares our ambition to achieve our four Key Outcomes : Employer, Brand, Investment, and Neighbor of Choice.
With our continued growth, we are searching for a motivated individual who is aligned with our culture and has the essential skills and experience described below to take on this career opportunity.
Requirements :
Essential Duties and Responsibilities :
Conduct joint customer calls with team members focused on identifying growth and gaps for coaching; provide feedback using coaching disciplines.Execute a robust pipeline management process that is hands-on, focused on data accuracy and pipeline health & sufficiency, to deliver business results. In-depth review of future pipeline health and sufficiency, strategy, account planning, and prospecting activities.Lead regular forecast meetings that dive deep into open opportunities for current period, wins, advancing in-period pipeline, upside potential, and individual coaching.Conduct effective sales meetings focused on the business, shared best practices, and strategic alignment to ensure team works as a cohesive unit.Host routine sales fitness sessions focused on skill development, team growth, and aligns towards individual personal development plans.Invest in performance management process (PMP) with direct reports, diving into individual business results, performance, goal setting, and career & personal development.Lead the development and execution of sales strategies for identified target markets and plan & spec sales opportunities, ensuring alignment with Systemair’s overall business objectives and strategies.Work closely with the sales team to provide training, support, and guidance on targeting specific markets and mastering the plan & spec sales process.Coordinate and collaborate with the Business Development Director to identify, evaluate and launch new adjacent Target Markets within Target Market Metro Areas.Success determined through (KPI) achieving the Commercial Sales Budget and GM Budget. Key driver for success is being identified as Basis of Design (BoD) for Target Market projects.Establish and grow relationships with key channel partners across the commercial sales channel to foster equal business stature and drive mutually beneficial results.Represent the organization in various functions like conferences, showcases, and seminars to create awareness about organization products and generate potential leads.Conduct in-depth market research to identify trends, opportunities, and challenges within specific target markets or segments.Collaborate with marketing, product development, and other departments to ensure product offerings meet the needs of the target market and are effectively communicated and promoted.Develop and maintain strong relationships with architects, engineers, designers, channel partners, and other key stakeholders involved in the specification process, ensuring the company's products or services are preferred and specified.Negotiate and close agreements with large customers and ensure all partners adhere to contract terms and conditions.Monitor and analyze sales performance in targeted markets and plan & spec opportunities, adjusting strategies as necessary to achieve sales targets.Generate detailed reports on sales results, forecasts, and market insights for management.Develop and manage the sales budget, ensuring resources are allocated to maximize ROI.Identify opportunities for new product development and enhancements based on customer feedback and market trends.Ensure compliance with industry regulations and standards across all distribution channels.Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.KPIs for Commission and Opportunity
Total Net Sales at BudgetGross Margin at BudgetSelling Expenses below BudgetSkills, Education, and Experience
The following are education and experience criteria used to evaluate the suitability of the Regional Director of Sales – Target Markets, Plan & Spec Profile or candidates for the position :
Bachelor’s degree in Business, Sales, Marketing, Engineering, or a related field.Proven experience in a senior sales role, with a proven track record in target market analysis and plan & spec sales.Strong understanding of the architectural, engineering, and construction (AEC) industry and HVAC specification sales process.Excellent leadership, communication, and interpersonal skills.Strong analytical skills with the ability to analyze data and sales statistics and translate results into better solutions.Extensive knowledge of market research, sales, and negotiating principles.Strong influential, persuasion, and statistical analysis skills.Working knowledge of Sales Force or other CRM.Strong ethical standards and a high level of integrity.Job Conditions
Physical Demands
Prolonged periods of sitting at a desk and looking at a computer.Light physical effort – able to lift up to 20lbs at times.Must be able to travel a minimum or 25% to meet to meet regional needs.Work Environment
Field, Office, Factory.May be exposed to loud, repetitive sounds from machinery or equipment.The job conditions described here and above are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions of the position. Proper use of PPE such as safety glasses, closed toe shoes, hearing protection, gloves, face shields and other equipment as designated by the job being performed in a production environment is mandatory. Adherence to Systemair’s safety policy is a condition of employment.
