Position Summary:
The Sales Manager will specifically focus on sales and application of the PSG product and related solutions into the refrigeration, HVAC/R, and cooling systems industries in alignment with the goals and objectives of Dover and PSG. This individual will be the front-line key driver for sales and market development initiatives in the assigned cooling market(s), with a strong focus on refrigeration system manufacturers, OEMs, system integrators, engineering firms, contractors, direct customers. The Sales Manager will coordinate efforts with Sales, Marketing, Engineering, Manufacturing and Finance to service existing customers, develop new accounts, secure specifications, and grow sales in the assigned cooling market(s).
Essential Duties and Responsibilities:
- Responsible for incremental sales growth per plan in the US market, maximizing effectiveness of direct, OEM, representative, direct customer, and other sales channels.
- Achieve projected sales gains through consultative, value-added selling focused on customer applications, system performance, total cost of ownership, reliability, energy efficiency, and lifecycle value rather than simply order taking.
- Develop and execute route-to-market strategies using the most effective combination of direct sales, OEM, system integrator, manufacturer’s representative, direct customer, and other channels to maximize sustainable growth.
- Develop and implement route-to-market models for refrigeration and cooling-system OEMs, system integrators, contractors, A&E/engineering firms, direct customers, and strategic end users, as appropriate for the assigned market.
- Create specification pull-through and design-in opportunities by developing relationships with OEMs, refrigeration system manufacturers, system integrators, A&E firms, consultants, contractors, and other key influencers.
- Identify competitive displacement opportunities and capture market share from incumbent pump, refrigeration, and cooling-solution suppliers by clearly differentiating product performance, application fit, reliability, service, and value.
- Document and communicate successful sales strategies, applications, customer wins, and competitive insights within the region and globally, providing material for marketing and sales enablement.
- Implement and regularly use structured processes for sales planning, goal setting and tracking, pipeline management, opportunity qualification, and key project tracking.
- Assist with creating sales, marketing, and other budgets to support refrigeration and cooling-market activities and manage approved resources responsibly.
- Develop active relationships with relevant refrigeration, HVAC/R, cooling, and engineering associations such as AHRI, IRR, ASME, MCAA and trade groups, and represent PSG as appropriate.
- Establish and maintain relationships with leading refrigeration, HVAC/R, engineering, and technical institutions in the region to strengthen market knowledge, talent access, and industry visibility.
- Be directly involved in key sales projects and ensure the correct application, performance, technical, and commercial data is collected and evaluated early in the sales process to confirm proper equipment selection and solution fit.
- Train sales, representatives, direct customers, and other customer-facing personnel on refrigeration and cooling-system applications, product capabilities, competitive positioning, and solution-selling techniques so they can effectively support the market autonomously.
- Perform regular market and competitive analysis to understand changing business conditions, technology trends, regulations, customer requirements, supply-chain considerations, and other factors that may affect the market, and proactively define actions to address opportunities and risks.
- Assist PSG in developing Voice of the Customer initiatives focused on pump requirements, application gaps and emerging needs in cooling systems and equipment.
- Assist the PSG Director of Business Development in identifying strategic pump applications for cooling equipment manufacturers, system integrators and engineering/construction firms that represent significant growth opportunities.
- Provide market intelligence and content for marketing collateral generation. Work closely with Marketing to develop application-focused tools, case studies, competitive materials, and sales enablement resources.
- Prioritize and lead relevant industry trade shows, conferences, events for maximum lead generation, customer engagement, brand visibility, and return on investment.
- Develop, capture, qualify, process, and track sales leads through the CRM and established sales processes, with particular emphasis on converting target OEM and system-integrator opportunities into qualified projects.
- Interface with global sales and product teams and serve as an example in market intelligence, customer feedback, opportunity sharing, and best-practice exchange.
Qualifications / Requirements:
- 5+ years’ experience selling into the refrigeration, HVAC/R, cooling systems, thermal-management, industrial cooling, or related markets, with demonstrated understanding of the customer buying process and key industry requirements.
- Bachelor’s degree in Engineering, Business, or related field
- Demonstrated success developing OEM, system-integrator, engineering, contractor, direct customer, and end-user relationships and converting technical opportunities into profitable sales.
- Strong technical and consultative sales capability, with the ability to understand customer applications, identify system requirements, collaborate with engineering, and translate technical value into a compelling commercial proposition.
- Self-sufficient and self-motivated. Works with little supervision while effectively communicating plans, priorities, pipeline status, and outcomes. Established network and/or experience interacting with refrigeration, HVAC/R, cooling-system, OEM, engineering, contractor, direct customer, and system-integrator organizations.
- Strong work ethic, competitive spirit, customer focus, and commitment to winning profitable business.
- Ability to travel 50-75% domestically within the US territory
- A successful candidate must reside near a major metropolitan airport to support frequent travel requirement
Desired Characteristics:
- Strong team player who collaborates effectively across Sales, Marketing, Engineering, Manufacturing, Finance, and other functions.
- Strong technical problem-solving capability related to pumps, fluid handling, refrigeration systems, cooling circuits, and associated equipment and applications.
- Clear, concise, and articulate verbal, written, listening, presentation, and interpersonal skills at all levels of the organization and customer base.
- Ability to multi-task and perform in a dynamic environment, including managing complex sales projects and business-support activities while traveling.
- Self-starter with strong commercial judgment and the ability to identify opportunities, solve problems, anticipate issues, and drive actions to closure.
- Excellent organization and efficiency skills, with strong attention to detail and disciplined pipeline and project management.
- Capable of interfacing with a wide array of technical and business stakeholders while balancing multiple priorities and maintaining a positive, professional, and energetic approach.
