Senior Sales Director

Seeking Senior Director of Sales to build sustainable growth engine tied to strategic customer personas!

If you are a process-oriented sales leader, we want to talk with you …

Cambridge Air Solutions is dedicated to growing its presence in the manufacturing and warehouse segments through its dedicated 3rd party rep network and brand awareness strategies.

ABOUT CAMBRIDGE AIR SOLUTIONS

Navigating a new chapter of growth, Cambridge Air Solutions (“Cambridge”) is excited to announce its search for a talented Senior Director of Sales. Partnering closely with Cambridge’s established product rep network, the new Director/VP Sales will drive top line revenue and support the maturity of all sales and sales support operations, while accelerating Cambridge’s quest to reach end users with its dedicated business development team of brand ambassadors.

Reporting directly to our President, this newly defined role will have a seat on Cambridge’s senior leadership team and will partner closely with leadership colleagues to achieve strategic business goals tied to Cambridge’s 10-year growth plan. This new leader will provide inspiration along with tactical and heart-based leadership for team members serving in regional sales management, sales support, and brand ambassador positions.

Based in Chesterfield, Missouri, Cambridge Air Solutions is a 60-year-old, purpose-driven, family-owned HVAC manufacturing company, dedicated to enriching lives. Delivering far more than thermal comfort, Cambridge’s brand promise to enrich lives extends to every stakeholder in its ecosystem. From employees, vendors, and suppliers to key partners, end users and community stakeholders, it’s an intentional commitment to a core set of values, a people-centric culture, and a foundation built on continuous improvement that makes CAS a unique place to learn, work and grow. Learn more about Cambridge at www.cambridgeair.com.

YOUR ROLE AS SENIOR DIRECTOR OF SALES

• SERVE AS A SMART HUMBLE SENIOR LEADER [Entrepreneurial + Sales Strategy] – Serve as a key member of CAS’s senior leadership team, modeling vulnerable, heart-based people-centric leadership and an owner’s mentality. Consult as a growth advisor to ownership, developing and executing on a comprehensive sales strategy to surpass quarterly and annual revenue targets, reflecting sales quoting pipeline, educational sessions, factory tours, and market interactions.

• INSPIRE HIGH-PERFORMING REVENUE TEAMS [Team Leadership + Sales Management] – Empower, evaluate, and inspire Cambridge’s key revenue production teams, including regional sales management, brand ambassador and business development, and sales support. Foster a culture that promotes employee engagement, teamwork, customer service, accountability, continuous improvement, and a spirit of healthy competition.

• DRIVE REP NETWORK ENGAGEMENT [3rd Party Rep Network Strategy] – Foster a one-team approach to build deep relationships within Cambridge’s 3rd party network of sales reps that produce mutual customers through the enablement of combined expertise, product education, and sales strategy. Utilize a proven sales management process and pipeline data to set meaningful KPI’s and to evaluate overall sales performance and profitable revenue generation.

• ENSURE TOP LINE REVENUE GROWTH [Business Development & Brand Awareness] – Partner closely with Cambridge’s marketing team and customer-facing engineering teams to identify opportunities to tell the Cambridge Story to generate brand awareness. Design and implement methodical processes aimed at identifying and qualifying new business development leads within Cambridge’s targeted warehousing and distribution market sector. Partner closely with Cambridge leadership to evaluate and identify opportunities for revenue diversification in adjacent industrial markets.

IS THIS A MATCH FOR YOU?

• You have gained 7-10+ years of progressive, consultative sales leadership and sales management, including oversight for 5+ direct reports and prior experience leveraging a dedicated 3rd party product rep network. Record of success leading complex sales processes involving customized deliverables and technical expertise is required. Prior work experience in the HVAC and/or commercial equipment industries ideal yet not required. Knowledge of equipment installation support at start-up, industrial commissioning, technical support and/or parts sales post-installation a plus!
• You bring deep experience coaching, enabling, inspiring, and holding sales, business development, and customer service team members accountable, including proactive management of sales pipelines, quoting activities, prospecting efforts, sales training, sales compensation and incentives, and use of CRM and related contact management tools.
• You have developed exceptional communication skills – You build relationships with confidence as a trusted partner to both customers and internal stakeholders. Serving as both player and coach is a natural leadership style for you. You have a genuine, solutions-based approach to customer service and issue resolution that aligns with company values.
• You have developed a solid business acumen with strong financial analysis, sales forecasting, and well-honed negotiation skills. You are competent in analyzing sales metrics, forecasting profitability, and evaluating gross margin, pricing strategies, and use of discounts and warranties to meet long-term goals for profitable growth.
• You bring strong people leadership skills – Your ability to inspire and motivate, manage conflict, navigate change, and foster healthy organizational culture rooted in unconditional love and high expectations is a must-have. You believe that an inclusive, people-first culture furthers success and creates the best foundation for high-performing revenue teams.
• You are passionate about growing privately held, family-owned business. You enjoy being part of a close-knit senior leadership team, willing to bring your “whole self” to work and to lean in cross-functionally to increase company success.
• You are tech-savvy with a working knowledge of Microsoft Office applications, ERP systems (Epicor) and Salesforce.
• Four-year college degree is required. MBA or advanced degree a plus.

WHY JOIN US?

• WE ARE COMMITTED TO AN INTENTIONAL GROWTH STRATEGY – Tied to a 10-year vision, Cambridge’s ownership and senior leadership are aligned for an intentional growth journey, laser-focused on disrupting the HVAC industry through product development and the industry’s most interactive model for customer success and product support. Our new Director of Sales will ensure incremental sales growth and brand awareness as we expand our overall manufacturing capacity.
• CORE VALUES GUIDE & ALIGN US – Guided by a unique culture of unconditional love and high expectations, every team member is asked to bring their whole self to work. We are committed to helping one another grow internally – we value our colleagues; we value each employee’s input and ideas; we value personal, professional, and spiritual development; and we learn from one another to achieve business goals as well as a greater good.
• COMPETITIVE COMPENSATION PACKAGE – Cambridge Air Solutions offers a competitive base salary and a comprehensive benefits plan, including medical, dental, vision, life, and disability insurance; PTO; generous paid holidays; company-wide quarterly profit-based bonus; employee assistance program; and a matching 401k plan.

LOCATION & TRAVEL

This position is based on-site at our headquarters in Chesterfield, Missouri. Daily on-site presence at our Missouri-based facilities (Chesterfield, MO / Wentzville, MO) required. Role affords professional flexibility and relocation assistance is available. Travel is estimated at 40% (up to 6-8 days per month), necessitated by market visits and related industry association events.

READY TO APPLY?

Take the next step and share your resume with Occhio Search – visit www.occhiosearch.com.

For questions and or to make a candidate referral, contact sarah@occhiosearch.com or hannah@occhiosearch.com. All inquiries will be held strictly confidential. Cambridge Air Solutions asks that all questions, referrals, and applications be directed to its retained search consultant at Occhio Search. No direct inquiries with Cambridge, please.

Cambridge Air Solutions is an Equal Opportunity Employer. We welcome differences in form of gender, race, ethnicity, disability, geography, socioeconomic status, age, politics, religion, philosophy, sexual orientation, gender identity or expression and veteran status. All applicants who share this goal are encouraged to apply and we look forward to hearing from you!