National Sales Manager - Wholesale

Koch Filter is seeking a sales professional to lead our national sales strategy and execution for wholesale HVAC product lines, grow revenue and distribution, and manage a network of independent reps. This role combines strategic account development, distributor/channel management, product and pricing strategy, and cross-functional leadership.

Key Responsibilities

• Develop and execute the national sales plan to achieve revenue, margin, and market-share targets.
• Own strategic relationships with national distributors, buying groups, OEM partners, and key national accounts.
• Build, coach, and lead a remote group of independent sales representatives
• Design and manage channel programs, pricing strategies, promotions, and incentive plans for wholesale partners.
• Coordinate with Koch Regional Account Managers, product management, marketing, operations, and supply chain to ensure inventory availability, launch plans, and promotional alignment.
• Negotiate national contracts, rebates, and terms with major distributors and large contractor groups.
• Monitor market trends, competitive activity, and customer feedback to inform product prioritization and territory planning.
• Produce regular forecasts, pipeline reports, and executive presentations for senior leadership.
  
  

Required Qualifications

• 7 years of B2B sales experience with at least 4 years in wholesale distribution or national account management in the HVAC or related building products industry.
• Proven track record of meeting or exceeding multimillion-dollar sales targets and growing national channels.
• Strong technical knowledge of HVAC systems, components, and commercial/residential channel dynamics.
• Demonstrated experience managing remote teams and complex distributor networks.
• Excellent negotiation, presentation, and executive-level relationship skills.
• Proficiency with CRM systems and sales forecasting tools.
  
  

Preferred Qualifications

• Bachelor’s degree in business, Engineering, or related field.
• Existing national relationships within HVAC distributors, national contractors, or MRO channels.
• Experience managing promotions, rebate programs, and channel conflict resolution.
• Willingness to travel for customer meetings, distributor events, and trade shows.
  
  

Performance metrics and expectations

• Annual revenue growth and attainment of quota.
• Growth in national distribution points and new account acquisition.
• Gross margin and rebate program efficiency.
• Sales pipeline health and forecast accuracy.
• Team quota attainment and employee retention.