National Sales Manager

POSITION PURPOSE & SCOPE

The National Sales Manager – Industrial (NSM) is the primary business leader responsible management of BAC’s Industrial Power and Process Representatives in North America. The NSM will select, develop and manage sales channels to achieve and sustain targeted market share and position BAC as the industry leader in North America. In addition, the NSM will lead sales training across the Industrial business. They will assure that customer and market feedback is used to guide BAC’s selling tools and resources to exceed customer expectations and achieve sustainable competitive advantages.

Principal Accountabilities

• Evaluate the performance of each Rep and provide training, coaching, and support as needed. Meet or exceed annual sales target and establish annual representative sales quotas.
• Expand coverage through Representation agreements with highly qualified partners.
• Complete strategic assessments of representatives by analyzing competitors and alternatives and making changes, as necessary, to representatives
• Achieve annual price and margin objectives
• Achieve monthly and annual selling expense plan
• Develop and lead individualized programs to drive performance, incremental sales growth and enhance margins for assigned representatives for both the equipment and aftermarket business.
• Create, deliver, and facilitate national and regional representative and customer training.

• Assist in maintaining product plans for all industrial products. Develop creative and effective new product launch strategies with Marketing, including sales tools, shows, public relations, and training.

• Track, individual sales, price and margin objectives. Report results by product type and category, including after-market parts, with emphasis on the results of new products.
• Collaborate with peers in Quality, Operations and Engineering to support initiatives that support sales or margin goals.

• Identify improvement opportunities and develop business cases to support them, including options and alternatives.

• Manage direct relationships with end users, key contractors and specifying engineers.

• Provide feedback to Marketing about products, programs and communications to ensure they meet the needs of customers and the Sales Channel.
• Lead and manage the Industrial Representative Advisory Board by maintaining regular meetings and coordinating with key leaders in the business to effectively collect feedback and then take action to implement.

Nature and Scope

This position reports to the General Manager, North America Markets. They will regularly interact with the Global Vice President & Head of Americas and their direct reports. The individual will occasionally interact with the President of Baltimore Aircoil and their direct reports.

Knowledge & Skills

• Bachelor’s degree in engineering, or equivalent experience. MBA preferred.
• Minimum of 10 years of sales management experience in a comparable industry, with a proven track record of sales and margin growth.
• Minimum of 5 years of experience managing independent sales representatives
• Working knowledge of Industrial Power & Process systems and applications. Evaporative cooling experience preferred.
• Proven ability to lead operational objectives and success collaborating with cross-functional teams in a fast-paced, results-driven organization.
• Excellent communication skills with independent representatives, senior executives and large audiences.
• Demonstrated ability to succeed in ambiguous situations.

WORKING CONDITIONS

This position requires up to 60% travel. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. While performing this job, the employee is regularly required to stand and walk up to 30% of the time. This position requires occasional lifting up to 40 pounds.

BAC Hiring Compensation Range $101,300-$173,700

BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.

BAC Employees are eligible to participate in an annual bonus incentive program.