Equipment Sales Director
nenni associatesColumbia (MD)
About the role
Director Of Equipment Sales
Location:
Mid-Atlantic (Baltimore / Washington, DC area)A leading HVAC equipment and systems organization is seeking a Director of Equipment Sales to lead its Mid-Atlantic equipment sales operation. The company represents premier OEM manufacturers and delivers complex applied HVAC solutions across commercial, industrial, institutional, and emerging high-growth markets. This organization is known for its strong market presence, long-term customer relationships, and collaborative, performance-driven culture.
Position Overview:
The Director of Equipment Sales will lead a large, experienced sales organization responsible for applied HVAC equipment across the Mid-Atlantic region. This role has broad responsibility for sales performance, team leadership, customer relationships, and strategic growth initiatives. The Director will manage a senior team of sales engineers and play a key role in shaping future sales strategy, including expansion in high-growth vertical markets.
Key Responsibilities:
- Sales Leadership & Team Development
- Lead, coach, and develop a seasoned team of sales engineers across multiple offices
- Establish credibility and earn trust with experienced sales professionals through effective leadership and accountability
- Support sellers at varying stages of development, from early-career reps to top performers managing large, complex accounts
- Foster a collaborative, high-performance sales culture focused on growth and execution
- Revenue Growth & Strategy
- Own sales performance for a large, multi-hundred-million-dollar applied equipment business
- Develop and execute strategies to grow core equipment revenue while supporting emerging market opportunities
- Drive disciplined pipeline management, forecasting accuracy, and attainment of growth objectives
- Customer & Market Engagement
- Maintain strong executive-level relationships with:
- Consulting engineers
- Mechanical contractors
- Owners and developers
- Provide strategic guidance on product positioning, solution development, and competitive differentiation
- Ensure the sales team remains highly visible and engaged with customers
- Operational Excellence
- Balance consultative, engineering-driven selling with contractor-focused execution
- Implement consistent sales processes while respecting the autonomy of senior sellers
- Collaborate with internal operations and manufacturer partners to ensure effective execution
- Products & Markets
- Applied HVAC equipment and systems including:
- Chillers and large air systems
- Rooftop air systems
- Airside components (dampers, diffusers, sound attenuation)
- Hydronic systems (boilers, steam, cooling towers)
- Focus on OEM line-driven equipment sales in commercial and industrial markets
Qualifications:
- RequiredProven sales leadership experience in HVAC, applied equipment, or a closely related technical industry
- Strong understanding of applied HVAC systems, airside, and/or hydronic solutions
- Demonstrated ability to lead, coach, and influence experienced sales teams
- Track record of building and sustaining strong customer relationships
- Ability to lead through influence rather than micromanagement
- PreferredBackground with OEMs or high-quality manufacturer representatives
- Experience managing complex sales organizations or large territories
- Exposure to owner-direct or mission-critical environments (e.g., data centers)
- Willingness to relocate within the Mid-Atlantic region if necessary
Compensation & Benefits:
- Competitive base salary with performance-based incentive compensation
- Comprehensive benefits package
- Relocation assistance available for qualified candidates
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