POSITION PURPOSE
Baltimore Aircoil Company is recognized as the worlds largest manufacturer of evaporative cooling, thermal storage, and heat transfer equipment. Balticare, a BAC Company, is New York Citys leading manufacturer's sales office specializing in wetside heat transfer engineered solutions for sustainable, energy-efficient HVAC designs. Balticare team members have nearly 200 years of combined experience in the HVAC industry and have a complete line of adiabatic and evaporative equipment and control systems from an array of leading manufacturers.
The Balticare Equipment Sales Manager will assume a Senior leadership role within a world-class HVAC company and front-runner in sustainability. This position will have full P/L responsibilities for the equipment sales office and matrix responsibility for aftermarket sales in the NYC office. This role will allow for an opportunity to coach and mentor a stellar sales team with a mix of experience and a desire to grow sales while providing industry-leading customer service.
PRINCIPAL ACCOUNTABILITIES
Meet equipment and controls sales and performance objectives in annual operating plan,
Meet profitability objectives in annual operating plan,
Indirectly assist and mentor Aftermarket team in meeting sales and performance objectives,
Motivate and mentor Equipment Sales Engineers to achieve monthly sales and performance objectives,
Develop a trusted advisor relationship to become the primary point of contact and build long term relationships with key customers and primary stakeholders,
Maintain sales pipeline for generating leads, quotation activity and order generation and for forecasting and reporting on bookings, revenue and conversion rates,
Develop and execute sales programs including lunch-and-learns and open houses,
Develop and manage sales team in complex bid sales strategy, correct product application and start-up,
Recruit, develop and recognize sales professionals and support staff and support retention, diversity and inclusion strategies.
NATURE AND SCOPE
The Balticare Equipment Sales Manager will report to the Business Leader, HVAC and have a direct team of Equipment Sales Engineers. As part of the Balticare Team, the Sales Manager will have significant interaction with customers to include owners, contractors, consulting engineers and vendors.
KNOWLEDGE & SKILLS
Bachelors Degree in business, engineering, sales discipline or related preferred
5+ years of managerial experience with a proven track record of success
Communicates compellingly in person, virtually and in writing one-on-one and to groups
Demonstrated ability to persuade, convince, influence, and impress others to gain support
Demonstrated ability to teach or foster development in others
Demonstrated ability to develop and lead high performance work teams with excellent judgment and risk-taking abilities
8+ years of OEM HVAC products & services, including equipment and systems, controls, parts, service procedures, project / contract management strongly preferred
Proficient in Microsoft applications: Power Point, Excel and Word
NYC Market experience highly preferred
Possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations
WORKING CONDITIONS:
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 accommodations 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 50% of the time. Working conditions include those of a normal office environment, as well as the standard hazards associated with construction sites which include installed HVAC equipment and rotating equipment. This position requires occasional lifting up to 25 pounds and local (within 10 miles) domestic travel up to 50% of the time.
