Regional Sales Manager – HVAC

THE COMPANY

Our client is a rapidly growing, niche leader in inverter mini-split HVAC equipment, with an established presence across the Southwestern USA and an ambitious expansion strategy into new markets across the country. With strong momentum and significant growth ahead, the company is looking for an accomplished Regional Sales Manager to take ownership of business development and revenue growth throughout California, with the potential to expand responsibility across the broader Southwest.
This is an exciting opportunity to join a growth-oriented organization where the successful candidate will have the visibility, autonomy, and resources to make a meaningful impact. The Regional Sales Manager will report directly to the Director of Operations and will play a critical role in expanding the company’s customer base, strengthening distribution channels, and accelerating market penetration. If you are a hunter-minded sales professional who thrives on building relationships, opening doors, and turning opportunities into revenue, this is an opportunity to make your mark with a company that is positioned for continued growth.

THE POSITION

The successful candidate will be a strategic business developer, relationship builder, and highly effective closer with a demonstrated ability to identify opportunities, create demand, and convert prospects into long-term customers.
This is not simply an account-management position. The company is seeking an entrepreneurial sales professional who enjoys being in the field, developing markets, prospecting, creating partnerships, and taking ownership of results. The Regional Sales Manager – HVAC is a remote or hybrid role and can be based anywhere in Southern California (San Diego, Los Angeles, Riverside, etc.) and will need to go into the corporate office in San Diego, CA once a week. If candidate hired is local to San Diego, CA then will go into office preferably twice per week.  
The ideal candidate will embrace a sales culture built around excitement, accountability, urgency, collaboration, and winning. He or she should be entrepreneurial at heart, highly driven, resourceful, resilient, and capable of demonstrating a consistent record of success as a key contributor within high-performing sales organizations.

Main Responsibilities:

• Cultivate, expand, and strategically manage key customer accounts throughout the designated region, developing relationships that generate new business, increase project capture rates, and improve project gross margins.
• Aggressively identify and develop new business opportunities across distributors, wholesalers, contractors, and retail channels. (high priority)
• Own the regional sales pipeline and consistently achieve or exceed annual revenue and profitability targets.
• Accurately forecast sales activity and results using CRM tools, maintaining a disciplined and transparent sales process.
• Develop strong, trusted relationships with key decision-makers and influencers through regular field visits, presentations, training, and other high-value customer interactions.
• Drive revenue growth by partnering closely with wholesale distributors, contractors, and retail chains to expand product adoption and market penetration.
• Educate contractors, distributors, and other channel partners on product features, benefits, applications, and competitive advantages.
• Develop strategic business plans for key distributor and wholesaler accounts in collaboration with marketing, purchasing, finance, and buyers.
• Identify opportunities to increase market share, expand product placement, and strengthen sell-through performance.
• Provide actionable market intelligence, competitive insights, customer feedback, and regional trends to support business and sales forecasting.
• Develop and execute sales and product training programs, coordinating both in-person and virtual training for contractors, distributors, and channel partners.
• Serve as a knowledgeable field resource, responding to customer inquiries regarding product features, functionality, applications, and benefits.
• Work closely with the Director of Operations on pricing, special authorizations, customer requirements, and strategic opportunities.
• Participate in periodic sales meetings and contribute ideas and initiatives that strengthen the overall commercial strategy.
• Represent the company and its products with a high level of professionalism, credibility, energy, and integrity.

THE CANDIDATE

• 3+ years of progressive and stable B2B sales experience in roles such as Regional Sales Manager, Territory Sales Manager, Sales Representative, or similar positions.
• Demonstrated career progression and a consistent history of achieving or exceeding sales objectives.
• HVAC / Refrigeration industry sales experience is highly preferred. The company will also consider strong candidates from related industries, including HVAC controls and building automation, plumbing and PVF, valves, fittings and flow control products, motors, pumps and drives, electrical components and supplies, refrigerants and consumables, or construction products and supplies.
• Knowledge of air handling equipment, indoor air quality, energy efficiency, and/or regulatory compliance is a strong plus.
• Proven success in B2B solution selling to distributors, wholesalers, contractors, retailers, and other channel partners; capital solution selling experience is highly desirable.
• A demonstrated ability to develop new accounts, penetrate markets, build distribution networks, and convert opportunities into profitable revenue.
• Strong business acumen with the ability to understand customer economics, identify opportunities, and communicate value beyond price.
• Solid knowledge and practical experience with CRM systems and Microsoft Office applications.
• Excellent communication and presentation skills, with the ability to effectively communicate sales strategies, conduct meetings and training sessions, present to customers, and influence stakeholders at all levels.
• Exceptional customer relationship skills, with a demonstrated ability to build credibility, trust, and long-term partnerships.
• Strong cross-functional collaboration skills and the ability to work effectively with marketing, operations, customer service, purchasing, finance, and other internal teams.
• Professional maturity, intelligence, sound judgment, diplomacy, and a strategic perspective.
• High energy, drive, passion, tenacity, resilience, and common sense.
• A proactive, solutions-oriented mindset—someone who brings ideas, options, and solutions to the table rather than problems or excuses.
• A strong desire to win ethically, overcome obstacles, and consistently push beyond established boundaries.
• Highly organized, self-motivated, and comfortable working independently in a remote, field-based environment.
• Willingness to travel up to 50% throughout the assigned territory (California) and spend significant time in the field with customers and channel partners.
• Spanish proficiency is a plus but not required.