Commercial Regional Manager - West

Headquartered in Fort Wayne, IN, WaterFurnace designs and manufactures ultra-efficient, renewable-energy comfort products that provide heating, cooling and potable hot water solutions for use in both homes and commercial buildings. We employ more than 360 people in R&D, Manufacturing, Marketing, and Sales roles across the US and Canada. For almost four decades, our Geothermal Heat Pumps, Water Source Heat Pumps, and Heat Recovery Chillers have been reducing energy usage consumption and increasing comfort in buildings around the world.

Our Purpose
To transform the way we use energy, protect resources for future generations, and give people the freedom to focus on life.

Reporting to the Director of Commercial Sales Development, the Commercial Regional Sales Manager is responsible for driving commercial sales growth and market development through a network of independent manufacturer representatives within an assigned region. This role focuses on expanding market share for commercial WSHP, geothermal and hydronic HVAC solutions by developing strategic relationships with engineering firms, contractors, distributors, owners, developers, through manufacturer representative organizations.

The Regional Sales Manager serves as the primary liaison between WaterFurnace International and independent manufacturer representatives, ensuring alignment on sales strategy, project pursuit, technical support, training, and business development initiatives.

Essential Duties and Responsibilities

• Develop and execute regional sales strategies to achieve commercial revenue and profitability goals.


• Lead, support, and manage independent manufacturer representative agencies throughout the assigned territory.


• Establish performance expectations and accountability measures for representative organizations.


• Identify and pursue new commercial project opportunities in education, healthcare, government, multifamily, industrial, and institutional markets.


• Build and maintain strong relationships through manufacturers reps. with consulting engineers, mechanical contractors, building owners, developers and architects.


• Conduct joint sales calls and project development activities with representatives.


• Deliver product presentations, technical training, and market education programs for representatives, engineers, and customers.


• Assist representatives in specification development, bid strategies, and project positioning.


• Coordinate with internal engineering, product management, operations, and customer support teams to ensure successful project execution.


• Monitor competitive activity, market trends, pricing, and regional economic conditions.


• Develop annual territory business plans, forecasts, and growth initiatives.


• Maintain accurate CRM activity, project pipelines, forecasting, and sales reporting.


• Represent the company at industry events, trade shows, association meetings, and customer functions.


• Support strategic initiatives related to geothermal adoption, decarbonization, energy efficiency, and sustainable building solutions.

Qualifications

• Bachelor’s degree in Business, Engineering, HVAC, Marketing, or related field preferred.


• Minimum 5–10 years of commercial HVAC sales experience, preferably with manufacturer representative management experience.


• Strong understanding of commercial HVAC systems, geothermal systems, hydronics, and applied equipment markets.


• Experience working with consulting engineers and commercial project specifications.


• Proven success developing and managing independent manufacturer representative networks.


• Strong business development, negotiation, and relationship management skills.


• Ability to analyze market conditions and develop strategic sales initiatives.


• Excellent communication, presentation, and organizational skills.


• Proficiency with CRM platforms, Microsoft Office Suite, and sales forecasting tools.


• Ability to travel extensively within assigned region (approximately 50–75%).

Preferred Experience

• Experience in commercial heat pump systems or sustainable HVAC technologies.


• Knowledge of commercial construction cycles and specification-driven sales processes.


• Familiarity with energy efficiency programs, decarbonization initiatives, and building performance standards.


• Existing relationships within the commercial mechanical engineering and contractor community.

Core Competencies

• Strategic Sales Leadership


• Representative Channel Management


• Commercial HVAC Expertise


• Relationship Building


• Technical Sales Support


• Market Development


• Negotiation & Closing


• Forecasting & Business Planning


• Customer-Focused Problem Solving

Performance Expectations

• Achieve annual regional sales and margin objectives.


• Increase specification activity and commercial project pipeline growth.


• Improve representative engagement and territory performance.


• Expand market penetration in target commercial verticals.


• Strengthen customer satisfaction and long-term partner relationships.

Compensation & Benefits

• Competitive base salary plus performance incentives


• Health, dental, and vision insurance


• 401(k) with company match


• Paid time off and holidays


• Professional development and training opportunities