Regional Sales Manager

Salary: $160-175K/year with additional bonus structure

Position Summary

Our Client is looking for a Regional Sales Manager, Eastern Canada reporting in to the Commercial Director, Canada. This position is responsible for all facets of sale of the companies products and services in the province of Quebec and in Atlantic Canada (New Brunswick , Nova Scotia, PEI and Newfoudland). This position shall continue to implement Sales and Service strategies to achieve corporate business objectives. The incumbent shall provide Sales Management and Business Leadership for teams in the province of Quebec and for representative agents in Atlantic Canada .

This role is to lead the sales and business development efforts for company solutions within an ecosystem of end-users, mechanical contractors, controls contractors, service partners, and OEM partners. The incumbent is responsible for promoting and selling advanced HVAC solutions that leverage digital technology, IoT, data analytics, optimization techniques, and performance upgrades. The primary objective is to drive revenue growth, establish strong customer relationships, and position the company as a leader in building lifecycle performance solutions.

The incumbent is expected to develop the appropriate channels to ensure market coverage for solutions to the commercial HVAC, Commercial Plumbing, and Service Marketplace, and to ensure Consulting Engineer, Mechanical Contractor, and Building Owner coverage and support.

Some Key Responsibilities:

• Assist in the development of customer support policies and practices.
• Manage and lead a solution sales team focused on selling Building Lifecycle Performance Management Services.
• Leverage CRM to provide coaching, training, and mentorship to the team to achieve sales targets and objectives.
• Implement incentive programs, recognition initiatives, and sales campaigns to drive motivation and achieve sales objectives within the ecosystem.
• Formulate sales strategies, call plans, forecasts, and budgets to achieve revenue and profitability goals.
• Conduct market research, monitor industry trends, and analyze competitor activities to inform sales strategies.
• Identify and pursue new business opportunities within the ecosystem of end users, mechanical contractors, controls contractors, service partners, OEM partners and other complementary service providers.
• Jointly own territory solutions (services, optimization, and energy upgrade) targets with the National Solutions Sales Manager
• Market coverage with appropriate channels to ensure segment growth, customer support, and the delivery of the Design Envelope value proposition.
• Channel development to ensure market penetration, customer support, project winning, training, education, and new customer acquisition to achieve sales objectives.
• Responsible for project winning and effective utilization of the company's Sales process and tools.
• Identify, develop, and train Service/Sales network.
• Expansion of Service Dealer network & Service revenue growth.
• Co-ordinate product start-up with Company Service Department and local service support for applicable local fire and building codes.
• Participate in problematic site visits, local seminars, and conferences as appropriate.
• Provide reports to Service Department, Marketing, and Quality Assurance to minimize warranty costs by identifying and offering solutions on warranty situations.
• Maintain customer and service network records and participate in Sales Planning Sessions.
• Provide guidance on all service/ application/ warranty issues involving sales, marketing, or service department.
• Interacts effectively with internal and external stakeholders and constituents.
• Measure and report daily/quarterly/annual reports.
• Analyze and report customer feedback for continuous market share improvement.

Collaboration & Customer Relationship Management

• Possess in-depth knowledge of HVAC systems, digital technologies, IoT, data analytics, optimization techniques, and performance upgrade solutions.
• Collaborate with cross-functional teams, including marketing, technology, and operations, to align sales strategies with overall business objectives. Provide input on product development, digital marketing campaigns, and enhancements to digital connected services.
• Cultivate and maintain strong relationships with key customers by providing excellent customer service, addressing inquiries and concerns, and ensure customer satisfaction throughout the sales process.
• Stay updated with the latest trends, advancements, and regulations in the HVAC industry, particularly in digital connected services, IoT, data analytics, optimization techniques, and performance upgrades.
• Attend industry events, conferences, and training programs to enhance knowledge and share expertise.

Requirements

• Fully bilingual, French and English, spoken and written
• Minimum ten years' experience in an industry related to Service or Sales
• Minimum of five years' experience in Sales Management
• Strong interpersonal and organizational skills
• High level knowledge of building systems and HVAC products and services
• Familiarity with IoT, data analytics, and related tools and platforms
• Excellent leadership, communication, and interpersonal skills
• Demonstrated ability to build and maintain customer relationships
• Results-oriented with a track record of meeting or exceeding sale targets
• Ability to collaborate effective with cross-functional teams and ecosystem partners
• Self-motivated, proactive, and able to work well in a time-sensitive environment
• Mechanical Engineering Degree or equivalent industry experience considered an asset
• Domestic travel required (30 – 40%)