Regional Sales Manager

Lennox International Stone Mountain , GA 30086

Posted 2 weeks ago

Company Overview

Lennox International (LII) is a leading global provider of innovative climate control solutions for heating, ventilation, air conditioning, and refrigeration (HVACR) markets.Beginning over a century ago, Lennox International has built a strong heritage of Innovation and Responsibility. Our position as an innovation leader continually inspires us to promote more efficient energy use and a healthier environment through our product operations. Our engaged and diverse workforce is committed to providing climate control solutions that provide the most value and comfort for our customers. We are proud to have instilled a shared sense of responsibility and commitment among our approximately 10,000 employees located throughout North America, South America, Europe, Asia, and Australia.

The company operates in three key business areas:

  • Residential Heating & Cooling: Their offerings of home heating and cooling equipment for the residential replacement and new construction markets across North America covers the full spectrum from entry level to ultra-premium air conditioners, furnaces, heat pumps and indoor air quality systems, as well as the most advanced control systems.

  • Commercial Heating & Cooling: They provide indoor comfort solutions for retailers, schools and other light commercial applications in North America and Europe. Product lines include packaged rooftop units, chillers, split systems, indoor air quality systems and advanced commercial controls.

  • Refrigeration: They are a leading provider of commercial refrigeration systems in markets around the world. Their products are used to preserve food and other perishables in supermarkets, convenience stores, restaurants, warehouses and distribution centers. In addition, their equipment is used to cool a wide variety of industrial processes, including data center, cogeneration, machine tooling and other critical cooling applications.

The position resides in Advanced Distributor Products (ADP), part of the Residential Heating & Cooling Business Unit. The company offers a wide range of indoor HVAC products to the residential and commercial industry such as: Air Handlers, Evaporator Coils, and Unit Heaters. The hiring company accounts for $260M in revenue.

ADP started with a vision to produce the best evaporator coils in the country. In 1992, ADP began production in a 30,000 square-foot manufacturing facility in Grenada, Mississippi. Within just a few years, the small coil operation grew into a 379,000 square-foot, state-of-the-art facility that annually employs over 700 individuals. ADP supplies over 500 HVAC distributors at more than 3,000 points of distribution throughout North America. ADP is now the #1 producer of residential evaporator coils in the USA.

While it all started with evaporator coils, ADP is now known for much more. ADP offers a large selection of high-quality indoor HVAC products, including a wide selection of styles and configurations of evaporator coils, air handlers and unit heaters.

Job Description

POSITION SPECIFICATIONS

ADP is seeking a proven leader with passion for developing sales solutions in a complex market and the drive to grow profitable market share in the region. This unique opportunity will challenge the right individual in managing multiple independent sales agencies and consult extensively with end-customers to exceed profitability growth targets. While based in Atlanta, GA, a remote work arrangement is possible.

With outstanding performance in the role and demonstrated capability to grow as a leader, opportunity exists for development into the executive role of Director of Sales in the 3-5 year time frame. Other opportunities for promotion exist within the sister organizations of Lennox, Allied Air and Heatcraft. Succession and development planning is performed across all of Lennox International. Career opportunities will exist not only in Sales, but in all other functional areas depending on skill set and may be geographically diverse.

RESPONSIBILITIESThe position is responsible for driving sales growth, brand management, margins, pricing and distribution of product through wholesale distribution. This individual will be technically oriented and possess strong strategic counseling and product positioning capabilities.

  • Service and grow existing accounts through effective partnership with sales agencies and directly with end-customers; including sales presentations, utilization of support services, business and brand consultation.

  • Upgrade accounts to maximize the company's exposure and sales volume at the account level.

  • Develop business and marketing plans with each account including support of promotional activity.

  • Assist in the planning, set-up and running of trade shows and promotional events when required on a National, Regional and Territory level.

  • Maintain a relevant and effective reporting system as required.

  • Monitor developments in the industry and specific categories to forecast opportunities for company products.

  • Provide information to management regarding results from industry research. Develop and recommend plans to management about ways to maximize future business.

  • Submit short and long-range sales forecasts and prepare sales strategies based on current and anticipated customer requirements.

  • Significant travel is expected with this position; overnight travel is expected to be about ~75% in the Spring and Fall and ~50% during the remainder of the year.

REPORTING RELATIONSHIPThe Regional Sales Manager reports and receives supervision from the Director, Sales & Product Management. The Regional Sales Manager will collaborate and partner with other Regional Sales Managers, Product Development and other key team members across the company. The Regional Sales Manager will have several independent sales agencies reporting to them.

MILESTONES

First 6-Months:

  • Learned ADP sales strategy and messaging (segmentation model, distributor customer, experience)

  • Traveled to and met with rep agencies in territory, developing relationships and understanding opportunity, risks, etc, with customer base

  • Factory visits to meet team and develop relationships

  • Understand various sales reports and input to various meetings and sales functions needed

First 1-Year:

  • Met with key customers in territory and established relationships

  • Beginning to drive rep agency behaviors with respect to key customers

  • Living and breathing ADP sales strategy

  • Developed plan for growth with existing customers in territory and targets for new customers

  • Ownership of various sales reports and meetings

  • Developed solid working relationship with peers, direct reports and company leadership

Qualifications

EDUCATIONBachelor's degree required. Master's degree preferred but, not required. Technical degree a plus.

QUALIFICATIONSCompelling candidates will have:

  • Experience working with executive level decision makers (GM/President/Owner). Strong understanding of and experience in developing strategic solutions to business challenges.

  • Documented success in solving problems and developing unique solutions.

  • An ability to construct, articulate and implement annual strategic business plans.

  • Experience in business planning.

  • Dynamic presentation skills.

  • Excellent communication skills, both written and oral.

  • A minimum of five years (8-10 years preferable) of progressive and varied development in Technical, Business, or Sales/Account Management.

  • Sales, marketing and/or product management backgrounds in pharmaceuticals, applied products, electronics and industrial equipment all considered a plus. The ability to influence and engage customers, peers, and reports, and build long-term relationships.

  • A flexible and adaptable style; a leader who can positively impact both strategic and tactical initiatives.

  • Strong organizational and time management skills with exceptional attention to detail.

  • An ability to work both independently without close oversight (a self-starter), but also be a team player who productively engages with others within and outside the organization.

  • High energy and passion for the organization's mission is essential.

  • A professional and presentable image necessary to be a brand ambassador.

  • Working knowledge and experience with Outlook, Excel, Word, and PowerPoint. Expert level knowledge a plus.

PERSONAL ATTRIBUTES

  • Aggressive, self-starter with high energy

  • Ability to inspire trust and confidence from others.

  • Outstanding public presentation skills and a capacity to effectively communicate complex information.

  • Evidence of superior and effective listening skills.

  • High personal and professional integrity.

  • Strong listening and diplomatic skills, as well as the ability to develop positive and productive relationships with diverse range of people.

  • Collaborative spirit.

  • Capacity to build consensus.

  • Outgoing personality, flexible ego and a sense of humor.

  • Interest in learning and expanding personal capabilities. Willing to stretch.

COMPENSATIONA competitive compensation package will be developed for the successful candidate that includes a base salary, performance-based bonus and an excellent benefits package. Relocation assistance available.


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Regional Sales Manager

Lennox International