Nenni and Associates

Equipment Sales Director

Nenni and Associates  •  Columbia, MD (Onsite)  •  5 months ago
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Job Description

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.

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
Required
  • Proven 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
Preferred
  • Background 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

Nenni and Associates

About Nenni and Associates

Nenni and Associates is an executive search and consulting firm specializing in sales, operations and executive level positions in the energy and infrastructure industries.

We are here to help candidates make transitions throughout their careers that promotes opportunity, growth, financial stability, and an overall better lifestyle.

Follow our LinkedIn page to stay updated on our available positions, and visit our website at www.nenniandassoc.com to view all opportunities!

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Nenni and Associates has been serving our clients for over fifteen years. Founded by Michael Nenni, our consultants have earned the role of trusted advisors to leaders of the energy and infrastructure industries. We offer key insights into business opportunities, provide solutions that leverages strengths, and propel organizations along the path to growth and increased performance.

The Nenni and Associates team are strategic partners in multiple facets of the energy and infrastructure services sector. We strive to continuously support our clients with their hiring needs and overall organization health. We are here to serve our clients as the market changes, and be “in the moment” with market intel as we look to the future together.

Visit our website at www.nenniandassoc.com to inquire about how our expertise can assist your organization!

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Industry
HR & Recruiting
Company Size
11-50 employees
Headquarters
Sycamore, IL
Year Founded
2001
Website
nenniandassoc.com
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