United States


March 25, 2022

The position is created for the communication and implementation of all general sales policies and procedures to the distribution network, which include consulting engineers, end-users, distributors and manufacturer’s representatives. 

The National Sales Manager is responsible for expanding the market position in the assigned vertical markets and energy upgrade businesses. This position provides input relative to the formation and improvement of the organization’s sales and marketing plans.

This position is home office based and the successful candidate will be expected to maintain a consistent travel schedule, approximately 60% of their time to customers defined as 1) Consulting Engineers, 2) End-users, 3) Mechanical Contractors, 4) REP firms as required in the United States. 


In addition to annual initiatives, the key accountabilities of this position are:

  • Exceed assigned order plan for energy upgrades
  • Become expert in Armstrong products and technologies
  • Responsible for planning territorial coverage to ensure regular visits to customers as well as prospecting for new customers
  • Develops relationships with key consulting engineering firms, end-users, mechanical contractors and REP firms to help ensure Armstrong Fluid Technology is basis of design
  • Assists / support customers with Armstrong’s value proposition to grow vertical market orders
  • Interacts with local Armstrong RSM to form strong Armstrong alliances and partnerships for growth
  • Responsible for joining key associations and actively participate as a representative of Armstrong Fluid Technology
  • Successfully negotiate with partners to drive positive business results
  • Determines best channel to market via REP firms, mechanical contractors, national service providers, chiller OEM’s, etc.
  • Responsible for developing detailed business plan with objectives, goals, strategy, tactics on an annual, quarterly, monthly basis. Measure and track progress.
  • Work with marketing communication on needs for Energy Upgrades
  • Analyze existing success and make recommendations for Armstrong’s further success
  • Managing call efficiency through effective routing, minimize travel expenses, and pre-call preparation
  • Submit monthly activities, results to sales leader and country leader
  • Assists in the training and development of all channels of distribution on a broad range of sales and marketing topics such as: product feature and benefit presentations, technical presentations, Armstrong Sales Process and the use of the ADEPT selection software
  • Interacts with inter-company departments as appropriate to ensure customer satisfaction.
  • Participates in local, regional, and national trade shows and associations
  • Maintains sales records in accordance with company guidelines utilizing CRM too

Role Requirements:

  • Bachelor’s degree in Mechanical or Electrical Engineering
  • A minimum of 10+ years of sales experience in the heating, ventilation, air conditioning industry
  • Experience in tracking customer sales information, forecasts & reports using related software applications
  • The successful candidate will have demonstrated an ability to: -develop strategy and execute
    • Exceed quarterly and annual sales objectives
    • identify, qualify, and close sales opportunities
    • develop and maintain effective business, sales, and marketing plans
    • implement and follow the Armstrong sales processes
  • Technical/professional knowledge and skill required; engineering background highly desirable with sales and marketing business acumen
  • Strong oral and written communication skills required
  • Strong computer skills required, including Word, Excel and PowerPoint
  • Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
  • Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations.
  • Strong, team-oriented leadership skills with presence and a bias for action
  • Self-directed with ability to work autonomously and collaboratively and a focus on results
  • Ability to communicate in an open and authentic manner
  • Maintain a valid passport for international travel
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