Regional Director

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Area Director, Sales

York Company Owned HVAC Distribution (OEM-Owned)

Position Summary

The Area Director, Sales, is responsible for driving top-line revenue growth, market share expansion, and sales performance across a designated geographic region within a York Company Owned OEM HVAC distribution network. This role leads the regional sales organization and is accountable for achieving equipment, parts, supplies, and accessory sales targets through contractor development, account penetration, and market growth initiatives.

The Area Director serves as the senior sales leader for the region, partnering with Branch Managers and sales teams to increase contractor loyalty, expand the York brand preference, and accelerate sales growth. While working closely with operations and branch leadership, the primary accountability for this position is sales revenue generation and market share growth.

Essential Duties & Responsibilities

Revenue Growth Leadership

• Develop and execute regional sales strategies to achieve annual revenue targets.
• Drive profitable sales growth across residential, light commercial, and commercial HVAC product lines.
• Establish annual, quarterly, and monthly sales objectives for sales teams.
• Monitor sales performance and implement corrective action plans when results fall below expectations.
• Lead initiatives that increase equipment, parts, and accessory sales.

Market Share Expansion

• Increase York equipment market share throughout the assigned territory.
• Identify opportunities to convert competitive accounts and contractors.
• Expand contractor participation in York loyalty and growth programs.
• Develop territory-specific growth strategies based on local market conditions.
• Monitor competitive activity and recommend actions to improve market position.

Contractor & Customer Development

• Build and maintain executive-level relationships with key contractors and strategic accounts.
• Conduct regular customer visits with branch and territory sales personnel.
• Support customer business development efforts through training, dealer programs, and growth initiatives.
• Resolve significant customer issues impacting sales performance.
• Promote long-term contractor loyalty and customer retention.

Sales Team Leadership

• Lead, coach, and develop Sales Managers, Territory Managers, and Account Representatives.
• Establish clear sales performance expectations and accountability measures.
• Conduct regular business reviews focused on revenue growth and pipeline development.
• Develop succession plans and identify high-potential sales talent.
• Foster a high-performance sales culture focused on growth and execution.

Business Planning & Forecasting

• Develop annual sales plans, forecasts, and growth initiatives.
• Analyze sales trends, market conditions, and customer opportunities.
• Maintain accurate sales forecasts and pipeline visibility.
• Recommend resource allocation and market investments to maximize revenue opportunities.
• Participate in strategic planning and annual operating reviews.

York Company Owned Program Execution

• Ensure successful implementation of York sales programs and initiatives.
• Drive adoption of new products, technologies, and product launches.
• Promote strategic product categories and growth initiatives.
• Provide market intelligence and contractor feedback to senior leadership.
• Support pricing and promotional strategies designed to increase sales performance.

Cross-Functional Collaboration

• Partner with Operations, Product Management, Marketing, and Finance teams to support revenue growth objectives.
• Work with branch leadership to align sales strategies and customer service initiatives.
• Collaborate with York leadership on regional growth opportunities.
• Support training and educational programs that enhance contractor engagement.

Qualifications

Education

• Bachelor's degree in business, Marketing, Engineering, or related field preferred.
• Equivalent industry experience may be considered in lieu of formal education.

Experience

• 10+ years of progressive HVAC distribution or HVAC manufacturing sales leadership experience.
• Minimum 5 years leading multi-location sales organizations.
• Proven track record of consistently achieving and exceeding revenue growth objectives.
• Experience managing large contractor relationships and strategic accounts.
• Strong understanding of HVAC equipment, parts, distribution channels, and contractor business models.

Knowledge, Skills & Abilities

Sales Leadership

• Strategic sales planning
• Territory management
• Market share growth
• Contractor relationship development
• Business development

Business Acumen

• Revenue forecasting
• Sales analytics
• Market analysis
• Opportunity pipeline management
• CRM utilization focused on Salesforce

Leadership Competencies

• Coaching and development
• Performance management
• Communication and influence
• Change leadership
• Executive presence

Key Performance Indicators (KPIs)

The Area Director will primarily be measured on:

• Total Revenue Growth (% and Dollars)
• Equipment Sales Revenue
• Parts and Supplies Sales Revenue
• York Market Share Growth
• New Contractor Acquisition
• Strategic Account Growth
• Sales Forecast Accuracy
• Dealer Program Participation
• Customer Retention
• Territory Sales Productivity

Reporting Structure

Reports To: Executive Director of Sales & Marketing

Direct Reports:

• Account Managers
• Sales Managers
• Inside Sales Representatives
• Commercial Specialists

Geographic Responsibility:

• Multiple branch locations within an assigned territory
• Regional responsibility ranging from $50M to $500M+ in annual sales revenue
• Travel required to store or region locations monthly

Success Profile

The ideal candidate is a highly competitive sales leader with deep HVAC industry expertise, a strong understanding of contractor behavior, and a proven history of driving market share gains. This individual excels at building high-performing sales teams, developing customer relationships, executing growth strategies, and delivering consistent revenue results in a York Company Owned distribution environment.

Equal Opportunity Employer, including disability / veterans 

*Bosch adheres to Federal, State, and Local laws regarding drug-testing. Employment is contingent upon the successful completion of a drug screen and background check. Candidates who have been offered the position must pass both screenings before their start date. 

Your well-being matters at Bosch! We offer a competitive compensation and a benefits package designed to empower you in every area of your life. This includes premium health coverage, a 401(k) with generous matching, resources for financial planning and goal setting, ample paid time off, parental leave, and comprehensive life and disability protection. We're investing in your success!