Manager, HVAC OEM Sales

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $123.1k - $190.8k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🤑 Sales

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Littelfuse

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1927

🚘 Automotive

🍽️ Food & Beverage

🏭 Manufacturing

Automotive • Food & Beverage • Manufacturing

Littelfuse is a diversified industrial technology manufacturing company that focuses on empowering a sustainable, connected, and safer world. It offers innovative products to enhance the safety and efficiency of rechargeable lithium batteries in various applications, including smartphones, power tools, electric vehicles, and renewable energy systems such as wind and solar farms. Littelfuse provides advanced solutions for electrification and battery operation of off-highway vehicles and specializes in battery temperature monitoring devices for EVs. Recognized for its positive impact on environmental, social, and ethical standards, Littelfuse is also a leader in arc-flash protection and offers products like metal oxide varistors, silicon carbide MOSFETs, and battery fuses, serving markets such as automotive, industrial, and alternative energy systems.

📋 Description

• Directly manage Key Account Managers responsible for Tier 1 and Tier 2 HVAC OEM accounts across North America • Set performance expectations, quota targets, and account ownership aligned to the HVACR annual operating plan • Conduct coaching sessions, pipeline reviews, and deal strategy sessions • Develop talent plans and recruit, onboard, and ramp new KAMs • Build a high-performance solution-selling team culture • Facilitate cross-team knowledge sharing • Represent team needs during headcount, training, and marketing investment discussions • Lead commercial performance across the HVACR OEM segment, monitoring revenue, gross margin, and growth targets • Develop multi-year strategic account plans for key OEMs • Engage senior business and engineering leaders at strategic OEMs • Maintain the team opportunity pipeline in Salesforce with accurate forecasting and stage progression • Direct KAMs toward new HVAC OEM account activation targets • Review and recommend custom OEM pricing, product qualification requests, and non-standard commercial terms • Report to the Director, OEM Sales — EII, Americas

🎯 Requirements

• Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or related technical field • 10+ years of progressive sales experience in the HVAC/R industry • 3–5 years of direct people management experience leading a team of Key Account Managers or Sales Engineers • Deep knowledge of HVAC/R system design and applications, including rooftop units, air handling units, chillers, heat pumps, boilers, refrigeration racks, and compressor systems • Experience selling electrical protection, controls, and sensing components to HVAC OEM engineering and procurement teams • Track record of leading a sales team to achieve or exceed revenue quotas and driving technical design-wins at complex OEM accounts • Strong coaching and talent development skills • Understanding of UL (248, 508A, 943), NEC, ASHRAE 15/34, and A2L refrigerant compliance requirements • Proficiency with CRM systems; Salesforce preferred • Strong presentation and relationship-management skills • Ability to travel up to 50% within North America • Preferred: Master's degree in Engineering, Business (MBA), or related field • Preferred: Experience managing KAMs in a multi-tier OEM account structure • Preferred: Knowledge of heat pump technology, electrification trends, and A2L refrigerant transition impacts • Preferred: Familiarity with the Littelfuse EII product portfolio • Preferred: Experience coordinating Manufacturer Representative Firms • Preferred: Existing relationships at one or more Tier 1 HVAC OEMs

🏖️ Benefits

• Competitive compensation • Performance-based incentives • Flexible work arrangements • Employee growth and development opportunities

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