Middle Market Manager

Daikin Comfort Technologies Distribution, Inc. is seeking a professional, skilled individual for our Middle Market Sales Manager position for our Branch Operations group located at our Daikin Texas Technology Park facility in Waller, TX. The Middle Market Sales Manager will play a leading role in aggressively growing Daikin VRV sales in the light commercial middle market through sales channel partners including Company Owned Distributors. The company expects significantly high growth in the middle market sector with VRV products. This position is expected to exceed business targets for operating profit and sales revenue and substantially increase Daikin’s market share for VRV products in the Region. This role will also provide leadership and functional management to all sales partners and the sales team in the region.

Why work with us?

> Benefits are effective on day one for all full-time direct hires.

> Training programs are available to help guide team members and develop new skills.

> Growth Opportunities - there are immense opportunities to grow your career.

> You will be part of a Global Company - our family brands are backed by Daikin Industries, Ltd.

May include:

• Meet or exceed the budget for sales, operating profit and market share goals for all customer groups within a predefined regional geography.
• Manage Daikin and regional resources to resolve any customer concerns. Provide timely follow up and communication of issue resolution to all internal and external stakeholders.
• Proactively drives sales performance and customer focus across the entire region by being an engaged and highly motivational leader, mentor and coach.
• Benchmark, mentor and develop a highly capable, efficient and consultative regional sales organization that meets or exceeds regional sales objectives through a collaborative and interactive performance management structure.
• Establish annual, quarterly and monthly sales objectives adhering to the regional business plan.
• Develop and maintain a strong business pipeline for the region, ensuring members of their sales team pro-actively monitors, reports and expands the quality of each stage of project sales activity utilizing provided Daikin City, quotation and design software.
• Monitor regional project, customer and employee development targets on a weekly basis and communicates monthly results to sales leadership.
• Provide monthly regional updates to Senior Leadership using Daikin planning tools and reporting templates.
• Provide monthly forecast of sales activity for Daikin inventory planning using Daikin tools and templates.
• Maintain, influence, and develop senior ‘C’ level relationships with all key and target sales partner companies ensuring Daikin has; a primary position in the sales partners strategy and plan, dedicated resources investment and business development priority.
• Coordinate the specific objectives of the regional sales plan with all of the functional departments of the company and most specifically with Product Marketing, Sales Planning, Finance, and Credit Control.
• Establish market, channel and target customer strategies for each sales partner within the region, in coordination and collaboration with the sales partner and Senior Leadership using Daikin tools and templates
• Hold regional customer and employee accountable for meeting or exceeding plan targets through monthly Daikin customer performance management process
• Coordinate with Director or Strategic Accounts and VP of National Accounts key customer support requirements and opportunities to assist in expanding the ductless and VRV product opportunities within the region
• Identify and recommend regional strategies to develop existing and potential business and to increase area contact and coverage
• Track and report local market and industry trends, competitor activities and leading customer strategies.
• Ensure all regional sales related expenditures remain within agreed budget guidelines
• Manage the overall pricing strategy to achieve the region’s sales objectives with maximum gross profit dollar effectiveness
• Ensure the regional credit exposure, collection, and overdue ratios remain within set company guidelines.
• Ensure the sales team has identified and communicated the need for the appropriate processes and systems to execute regional sales plan effectively and achieve financial targets
• Identify and communicate regional product gaps and mix affecting sales performance to Product Management and Senior Management
• Represent regional sales management at Daikin and industry events
• Raise any legal concern, commentary, or threat of legal action to supervisor or other appropriate stakeholder
• Perform additional projects/duties to support ongoing business needs.

Nature and Scope:

• Ensures work is aligned with the Director’s expectations, goals, and vision 
• Develops and drives processes for implementing strategic plans
• Develops departmental plans, including business, production, operational and/or organizational priorities in fast-changing businesses and/or regulatory environments
• Receives assignments in the form of objectives where independent thought and judgment is required for determining the appropriate course of action 
• Works on complex issues and projects 
• Provides guidance and training to managers, supervisors, and high-level professionals
• Has accountability for multiple departments or areas
• Level of signing authority established by company policy/guidelines

Knowledge & Skills:

• Highly motivational leader, proactively driving sales performance and customer focus across the entire company
• Define and manage the monthly and annual sales objectives for all of the sales personnel
• Responsible for coordinating the specific objectives of the sales plan with all of the functional departments of the company and most specifically with Sales Planning, Finance, Marketing, and Logistics
• Develop and maintain strong relationships with REP principals and COD personnel
• Comprehensive knowledge of sales management platforms, systems and processes
• Comprehensive knowledge of HVAC products and services, customers, decision makers, sales processes and market trends
• Strong sales and business development skills
• Outstanding consultative selling and interpersonal skills
• Management / Leadership skills – coaching, talent development, performance management, mentoring experience
• Excellent analytical skills – ability to translate data into usable information that applies to business decisions
• Strong strategic planning, vision, organization and leadership skills
• Excellent verbal and written communication and presentation skills including strong business acumen
• Ability to prioritize and function in a fast-paced environment and handle multiple projects
• Ability to work effectively with peers, subordinates and superiors across complex organizations
• Comprehend and apply internal control processes
• Positive flexible attitude, with a can-do approach to solving challenges
• Ability to apply good judgement, strong work ethics and integrity on the job.

Experience:

• 10+ years general business experience with HVAC wholesale experience
• 5+ years of sales leadership and/or branch management; experience in a HVAC sales environment is a huge advantage

Education:

• Bachelor’s degree in Business, finance, or management

Physical Requirements/Work Environment:

• Must be able to perform essential responsibilities with or without reasonable accommodations

Qualified Applicants must be legally authorized for employment in the United States. Qualified applicants will not require employer sponsored work authorization now or in the future for employment in the United States.

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.