Director, Residential Sales

Fujitsu General America, Inc. (FGAI) is seeking a highly motivated and skilled Director of Residential Sales to join our sales leadership team. As the Director of Residential Sales, you will be responsible for promoting, selling & supporting our residential products in the Canadian market. You will play a crucial role in driving revenue growth by identifying new business opportunities, developing relationships with key stakeholders, and providing strategic leadership for distribution.

Major Duties/Responsibilities:

Sales Generation:

  • Collaborate with the VP of Sales to develop and implement effective sales strategies.

  • Establish sales and marketing plan with current distribution.

  • Conduct market research to identify potential customers, their needs, and market trends.

  • Assign and support Regional Sales Managers.

New Business Development

  • Develop a comprehensive strategy to develop distribution and market share.

Solution Presentations and Demonstrations:

  • Present product and business advantages of Fujitsu General America.

  • Discuss technical features to non-technical audiences.

  • Understand customer requirements and tailor product demonstrations to address their specific needs.

Relationship Building:

  • Establish and maintain strong relationships with key decision-makers, influencers, and stakeholders in the HVAC industry.

  • Collaborate with cross-functional teams, including product development, R&D, product management, engineering, and the sales team, to address customer needs and provide effective solutions.

Technical Expertise:

  • Develop and maintain an understanding of our HVAC product and channels.

  • Stay well informed on industry trends, emerging technologies, and competitive landscape.

Sales Reporting and Forecasting:

  • Maintain accurate records of sales activities, customer interactions, and opportunities.

  • Prepare regular sales reports, forecasts, and performance metrics to track progress.

  • Collaborate with the sales team and management to analyze sales data and identify areas for improvement.

Supervisory Responsibilities:

Direct Reports – Regional Sales Managers, Area Sales Managers.

  • Assign staff as needed to cover geography and responsibilities.

  • Manage responsibilities, Conduct performance reviews, oversee expense budget and PTO.

  • Inspire a positive work environment committed to staff development.

Direct, lead and manage independent Manufacturer Representatives.

  • Recruit and onboard MR firms as directed.

  • Develop territory sales strategy and measure effectiveness.

  • Maintain working knowledge of activities, efforts and targets of MR.

Required Skills/Abilities:

  • Acumen of the North American HVAC distribution model.

  • Proven track record in managing a sales staff.

  • Strong technical knowledge of the HVAC industry and applications.

  • Excellent communication and presentation skills.

  • Demonstrated ability to build and maintain customer relationships.

  • Self-motivated, proactive, and results oriented.

  • Ability to work independently as well as part of a team.

  • Willingness to travel as required (about 50-60%)

Education and Experience:

  • Bachelor of Science in Business Administration, Marketing & Management, or equivalent industry experience of proven leadership and success.

  • 5–7 years in direct sales roles (e.g., Account Executive, Sales Manager)

  • 3–5+ years in sales leadership/management, often with team management responsibility

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