Director Channel Sales Jobs

OPPORTUNITY:

The Channel Sales Director will lead Quest to the next stage of growth and success specifically focusing on HVAC/dehumidification products and related markets served. The Channel Sales Director will need the drive and strategic vision to set and achieve specific goals (sales segment, territory, existing customer growth, lead gen, manufacturer rep management, new product launch success, etc.). The selected candidate will be a highly accomplished executive sales professional with deep knowledge and experience within the HVAC and/or hydroponic distribution industry with strong expertise in agricultural or other critical HVAC applications. S/he must also be financially astute, possess strong business acumen and strong analytical skills. This individual will be expected to build and maintain strong lines of communication within the Quest organizational structure while also building a strong sales team to ensure long-term growth potential and success.

The Channel Sales Director will have responsibility for the sales organization to broaden its reach and sales potential for Quest. The position reports to the GM of the Business Unit, has several direct reports, and manages a several established and emerging channel partners. Quest is a highly collaborative environment and as such the Channel Sales Director will work closely with marketing, operations, engineering, and finance in the contribution of new ideas, strategies, and results. This opportunity provides great growth potential with greater scope of responsibility for the right individual.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Knowledge

• Achieve planned profitable revenue growth by executing unique business plans for each key market channel and target accounts. This will include developing, managing, and expanding multiple channels to market (e.g., distribution, retail, national accounts) for existing and future product lines
• Provide exceptional customer care in a manner that models a positive attitude and enthusiasm for the company and its products and builds lasting relationships with existing and new customers.
• Design and implement sales processes and incentive management structures that drive growth and ensure a positive experience along the totality of the customer journey
• Prioritize new business development with existing customers based on resource availability, size of opportunity, complexity of sale and the time investment required to succeed.
• Drive market share growth by collaborating with engineering and marketing to successfully launch new products.
• Stay current on product range and competitors’ offerings to represent the brand and product accurately to gain competitive advantage.
• Experience with traditional HVAC products and markets will be considered.

Problem Solving

• Actively monitor the target industry for trends or changes that may impact access to development, manufacturing, distribution and pricing of products.
• Anticipate potential implications to Quest, our initiatives and determine strategic recommendations.
• Actively manage channel conflict across a wide variety of customer types

Collaboration

• While direct HVAC/dehumidification experience is not mandatory, it would be ideal if the successful candidate has had exposure to the agricultural growth segments in North America.
• Strategically coordinate with the Leadership Team in continued development of enthusiastic and knowledgeable teams.
• Collaboratively lead a highly entrepreneurial, application-focused sales and technical team
• Partner with internal teams (executive leadership, marketing, engineering, operations and finance) to ensure the highest level of customer and client’s satisfaction.

Impact

• Lead, Learn, Teach and Perform: Develop a high performing, motivated team that works with company leaders to develop meaningful opportunities to generate strategies to continually position Quest at the forefront of the target industry.
• Protect and grow Quest in the target industry as the recognized leader in design, quality, innovation and performance.

Accountability

• Promote and support Quest commitment to high standards of service, quality, safety, and ethics.
• Help provide passionate leadership, balancing doing good and doing well through strategic sales initiatives that shape our future.

QUALIFICATIONS:

• Strong persuasion skills and the ability to influence others
• Experience managing both internal and external (e.g., manufacturers representatives) sales groups as well as individual National Accounts
• Experience with Canada / US cross border selling opportunities
• Define the overarching structure and value proposition for partnerships with industry players, cultivate relationships, and execute the vision to generate new and existing customer revenue
• Exceptional communication and listening skills, with the ability to find connections between the company’s products and clients’ needs to provide alternative solutions
• Excellent verbal and written communication skills; able to present and train.
• Experience in a fast-paced emerging market capable of annual compounded growth
• Demonstrated use of technology/CRM to drive the business, social media skills a plus
• Direct insights analytics, synthesizing both qualitative and quantitative data

PREFERRED QUALIFICATIONS:

• Experience in integrating and assimilation of sales personal gained via acquisition.
• Experience in the North American HVAC/agricultural products market or other critical HVAC applications (e.g, Healthcare, Data Systems, etc.)

EDUCATION/EXPERIENCE:

• Agricultural indoor grow experience a plus
• 8 – 10 years minimum experience
• Minimum of a Bachelor's degree (or equivalent)
• Commercial/industrial HVAC industry experience