Market Leader, HVAC & Manufacturing

Market Leader, HVAC & Manufacturing

The Market Leader role is a key leader in the organization and is responsible for the leadership and execution of all sales, marketing and overall business activities in the market segment toward the achievement of profitable share growth to 40% and beyond. The market includes HVAC and Manufacturing, excluding Data Centers.

The Market Leader will participate in developing the long-term strategic growth plan for the market segment and in developing the annual operating plans. The core function of the role is to lead the organization to the successful achievement of the operating plan, executing initiatives as laid out in the plan. The Business Leader will maintain, enhance and change the existing channel as needed, developing and executing plans and programs to continuously improve channel performance and sales execution, as well as implement new sales channels.

The Market Leader will drive initiatives and execute with other functional leaders in the organization (engineering, manufacturing, finance, marketing, quality, IT, and human resources), working collaboratively to ensure the effective execution of business plans and long-term strategies. In particular, this will include the successful launch of new products.

The person in this role will lead a collaborative, cross-functional, market-focused team whose members are responsible for the health and strength of the channel in their region, and for product promotion efforts and overall sales performance. This team includes market-specific Applications Engineering and market-specific Customer Service functions. Ultimately this team shall be recognized as preferred by customers in their specific market due to their customer-centricity, market expertise and performance.

Principal Accountabilities

Financial

• Achieve annual orders, price and sales plan as laid out in the annual operating plan.
• Manage operating expense budgets as laid out in the annual operating plan.
• Provide monthly and quarterly orders forecasts as part of the sales & operations planning process.

Strategic

Leadership

Market Intelligence

Product Launches

Channel Management Lead and empower the sales leader(s) in the market to :

Sales Execution Lead and empower the sales leader(s) in the market to :

Applications Engineering

Customer Service

Nature & Scope

This position reports to the GM, NA Markets. As a key leader on the Americas Management Team, this individual will interact with the Americas Leadership Team and though less frequently the Global Leadership Team and President. In addition to the roles who report to this position, most daily interactions will be with other managers within the region; managers of other markets and channels; owners and managers of sales rep firms and key owners, engineers and contractors. This position could have direct reports located throughout the country. This assigned home location for this position is the Jessup, Maryland Office, but remote work situations may be considered.

Knowledge & Skills