Build and strengthen relationships with Residential New Construction and Multi-Family builders and project managers. Manage all aspects of new business development with those builders and PM’s to include increasing volume across markets with current National Account builders as well as developing new builder accounts and targeted programs utilizing all 3 brands (Daikin, Goodman and Amana). The Business Development Director will be responsible for establishing new accounts and cultivating long-term relationships with customers for revenue and profit delivery. This role is responsible for meeting or exceeding direct and indirect sales and market share goals/targets.

Position Responsibilities may Include:

• Establish and cultivate relationships with mid-size and large national account client executive management teams as well as local regional builder customers and their purchasing decision-makers.

• Ensure high customer satisfaction, facilitating positive long-term relationships with high potential for continued business and revenue growth with customers.

• Utilize business acumen to understand the customer's business for each of the assigned accounts; provide industry input to develop the company’s value proposition.

• Effectively communicate with the entire divisional team to meet and exceed customers’ expectations, which includes working with our National Accounts team and Motili.

• Participate in sales forecasting and planning to ensure effective market planning and continued revenue stream, negotiate client contracts, build project cost models and execute direct business development programs.

• Lead the development of each assigned strategic account plan and strategy coordinating with the appropriate division resources (i.e., sales directors, operational support personnel, executive sponsor, and knowledge experts).

• Implement the strategic account plan and associated action plans ensuring that the Divisional President is continually informed of progress and account status.

• Conduct, at a minimum, quarterly Strategic Account Reviews for all key accounts along with one annual team strategy meeting.

• Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions. Provide information on current and future pursuits and pipeline across assigned accounts as required to the associated leadership teams. Forecast and track growth against the established baseline and account plan.

• Monitor industry and economic trends, competitor products, sales and marketing activities.

• Provide market intelligence on product research and development.

• Will manage a select set of high volume oriented RNC MF HVAC contractors that do National/Regional MF and RNC projects

• Develops and recommends product positioning and pricing strategy to earn new business.

• Performs other tasks as assigned

Nature & Scope:

• Is recognized as a subject matter expert in job area

• Manages large projects or processes with limited oversight from manager

• Coaches, reviews, and delegates work to lower-level professionals

• Problems faced are difficult and often complex

Knowledge & Skills:

• Ability to quickly establish rapport; developing credibility, loyalty, trust, and commitment within assigned relationships

• Demonstrated sound decision making with diplomacy and adherence to company policies and procedures

• Ability to work within a matrix organization and work closely with all business divisions to meet very short deadlines often requiring long periods of continuous work

• Significant knowledge base in corporate and field selling environments

• Ability to work well with others, even remotely, with a successful history of leading a diverse group

• Skilled at influencing others at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision-makers

• Demonstrated ability to think strategically, manage risk and be innovative in problem-solving

• Excellent verbal and written communication skills

• Ability to interpret technical information and adapt it to the needs of a business audience

• Ability to present information to a variety of audiences, external and internal

• Demonstrated high business acumen and understanding of finance/financial principles

• Knowledgeable in channel partner models and the local competitive environment

• Ability to engage in travel without restriction, both domestically and internationally

• Working knowledge of MS Office – Outlook, Word, Excel, PowerPoint, (Access is a plus)

Experience:

• 3 - 7 years minimum of progressive responsibility in strategic sales or sales management to mid-size and large customers.

• Proven experience providing strategic account management to mid-size and large organizations through matrix environments, requiring multi-million dollar complex contracts

• Proven track record of exceeding customer expectations and anticipating their needs

• Experience developing and managing new and existing accounts and selling within all levels (including C-level) of an organization

• Deep experience utilizing solution selling techniques to identify business needs, develop customized solutions, and measure business problems

Education/Certification:

• Bachelor’s Degree, Business or marketing preferred

People Management: No

Physical Requirements / Work Environment: Must be able to perform essential responsibilities with or without reasonable accommodations

Reports To: Divisional Vice President

Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.