Client Organization: Armstrong Fluid Technology

Position Title: Sales Director, U.S.

Reports to: Commercial Director, Global Building Business

Location: Northeast, Midwest or Southeast United States

/regular travel to Buffalo, NY and other global locations

THE COMPANY

Armstrong Fluid Technology is a global leader and innovator in the design, engineering, and manufacturing of sustainable, energy efficient systems in support of demand-based control, digitalization, fluid flow, and heat transfer for customers in a wide variety of industries. Their reputation and brand are synonymous with innovation, collaboration, and exceptional customer experiences. The organization has created a sustainable business model which produces innovative energy saving solutions to offer optimum lifetime building performance and enable customers’ scope 3 targets. Their connected fluid flow solutions provide optimal efficiency and complete system transparency through real-time HVAC performance data and unrivaled intelligence. Building on their proud history they are on an exciting trajectory of transformation, expansion and growth and seeking to realize their full potential in the marketplace and make a significant impact on the world by reducing carbon emissions and energy costs.

THE OPPORTUNITY

Armstrong is more than just a leader in the industry. They are a community of the brightest and most creative minds driven by a shared mission to engineer the future, safeguard the planet and lead a global transformation in energy use. The vision is to make a significant impact on the world by reducing carbon emissions and energy costs.

Our client is in search of a dynamic and results-driven Sales Management Leader to lead the U.S. sales team and drive revenue growth, the largest contributor to the business globally in revenue and margin. Candidates will have a proven track record of developing and executing sales strategies, managing sales operations, and achieving sales targets. This is a critical role in driving the organization’s growth and ensuring its competitive edge in the market.

Leveraging their strategic leadership, combined with hands-on sales execution with value-based selling, this role is pivotal in achieving business objectives, fostering customer relationships and creating a high-performing sales team that encourages learning and boundary-pushing every day.

KEY DELIVERABLES

u Create and develop a long-term approach to penetrate the market, with the full suite of products and services, and refine approaches to key customer bases and cascade to the team, ensuring alignment with organizational priorities. This includes:

• working with consulting engineering firms to position solutions as the basis of design (BOD);
• Develop channels - direct, representatives, agent, service network, and OEMs;
• Build key account strategy and plans;
• Build the market across various segments - traditional heating and cooling, data centers, district energy, digital services, energy upgrades and retrofits;
  

  u Develop and execute sales strategies, emphasizing value-based selling, to increase market share and profitability by identifying new customers, products, technologies, and markets.

  
  

  u Drive national growth and lead the Sales team to:

• develop business from new, existing, or prospects;
• manage the sales pipeline, proactive management of sales opportunities, and development of appropriate tactics for customer engagement;
• actively manage the sales pipeline to ensure accurate forecasting for financial and production planning;
• track and report Key Performance Indicators (KPIs) to align quality sales activities with financial objectives.
  

  u Foster long-term relationships with prospects, customers and end-users by ensuring each account is actively developed and managed.

  
  

  u Leverage untapped opportunities to sell upgrades, ongoing support, and other solutions and services to existing customers.

  
  

  u Represent the organization as a senior regional leader by hosting customer visits and maintaining executive relationships with key stakeholders.

  
  

  u Partner with the marketing team to create strategies and tactics that drive sales, improve margins, and increase market share with input on creating and delivering compelling presentations to prospective customers to demonstrate the value of products and services.

  
  

  u Attracts, develops and leads the U.S. sales team.

  REQUIRED EXPERIENCE AND CAPABILITIES

  
  

  The ideal candidate will possess the following experience, knowledge, skills and attributes:

  
  
  
  

  u University degree in Mechanical/Electrical Engineering

  
  

  u 10+ years of sales leadership experience working with complex engineered products, product management, marketing, manufacturing, and distribution operations, with an emphasis on solution &/or value-based selling and a proven track record of exceeding sales targets and achieving revenue growth.

  
  

  u Strong understanding of complex B2B sales cycles and negotiation techniques, consultative & solution selling.

  
  

  u Strong business acumen acquired through demonstrated more progressively responsible experience in B2B manufacturing environments in solutions that help optimize applications and systems.

  
  

  u Team-oriented leadership and exceptional influencing skills with a bias for action in a matrixed environment.

  
  

  u Leverages a disciplined sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term savings.

  
  

  u An outstanding communicator, with presence, to represent the organization internally and externally, who inspires trust, confidence, credibility who can evangelize the mission for a better planet through technology and solutions.

  
  

  u Capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.

  
  

  u A high degree of personal initiative, as well as outstanding interpersonal, teamwork, listening, verbal and written communication skills.

  
  

  u Builds and mentors a high-performance team, effectively manages fiscal, human and operational resources.

  
  

  u Able to travel frequently.