Equipment Sales Director

Director of Equipment Sales Location: Mid-Atlantic (Baltimore / Washington, DC area) Company Overview A leading HVAC equipment and systems organization is seeking a Director of Equipment Sales to lead its Mid-Atlantic equipment sales operation. The company represents premier OEM manufacturers and delivers complex applied HVAC solutions across commercial, industrial, institutional, and emerging high‑growth markets. This organization is known for its strong market presence, long‑term customer relationships, and collaborative, performance‑driven culture.

Position Overview The Director of Equipment Sales will lead a large, experienced sales organization responsible for applied HVAC equipment across the Mid‑Atlantic region. This role has broad responsibility for sales performance, team leadership, customer relationships, and strategic growth initiatives. The Director will manage a senior team of sales engineers and play a key role in shaping future sales strategy, including expansion in high‑growth vertical markets.

Key Responsibilities Sales Leadership & Team Development Lead, coach, and develop a seasoned team of sales engineers across multiple offices Establish credibility and earn trust with experienced sales professionals through effective leadership and accountability Support sellers at varying stages of development, from early‑career reps to top performers managing large, complex accounts Foster a collaborative, high‑performance sales culture focused on growth and execution Revenue Growth & Strategy Own sales performance for a large, multi‑hundred‑million‑dollar applied equipment business Develop and execute strategies to grow core equipment revenue while supporting emerging market opportunities Drive disciplined pipeline management, forecasting accuracy, and attainment of growth objectives Customer & Market Engagement Maintain strong executive‑level relationships with: Consulting engineers Mechanical contractors Owners and developers Provide strategic guidance on product positioning, solution development, and competitive differentiation Ensure the sales team remains highly visible and engaged with customers Operational Excellence Balance consultative, engineering‑driven selling with contractor‑focused execution Implement consistent sales processes while respecting the autonomy of senior sellers Collaborate with internal operations and manufacturer partners to ensure effective execution Products & Markets Applied HVAC equipment and systems including: Chillers and large air systems Rooftop air systems Airside components (dampers, diffusers, sound attenuation) Hydronic systems (boilers, steam, cooling towers) Focus on OEM line‑driven equipment sales in commercial and industrial markets Qualifications Required Proven sales leadership experience in HVAC, applied equipment, or a closely related technical industry Strong understanding of applied HVAC systems, airside, and/or hydronic solutions Demonstrated ability to lead, coach, and influence experienced sales teams Track record of building and sustaining strong customer relationships Ability to lead through influence rather than micromanagement Preferred Background with OEMs or high‑quality manufacturer representatives Experience managing complex sales organizations or large territories Exposure to owner‑direct or mission‑critical environments (e.g., data centers) Willingness to relocate within the Mid‑Atlantic region if necessary Compensation & Benefits Competitive base salary with performance‑based incentive compensation Comprehensive benefits package Relocation assistance available for qualified candidates #J-18808-Ljbffr