National Sales Director

NATIONAL SALES DIRECTOR

Cambridgeport | Custom Air Handling Market Department : Revenue / Sales Reports To : VP of Sales Direct Reports : Regional Sales Managers, Channel Partner Managers, Key Account Managers, Sales Operations Aligns With : National Sales Director – Data Center Market (peer; shared rep network and mission-critical pursuits) Location : Randolph, MA (HQ) preferred; remote considered with 50%+ travel Employment Type : Full-time, Exempt Industry : HVAC Manufacturing — Custom & Semi-Custom Air Handling Units Market Focus : Commercial, institutional, healthcare, higher education, laboratory, industrial, and mission-critical-adjacent custom air handling Go-to-Market : Channel-led through manufacturer representatives and distribution partners; direct on the largest named accounts Position Summary Cambridgeport is a custom air handling manufacturer in the middle of a deliberate transition: moving beyond our legacy accessory lines to compete and win in engineered custom air handling. The Director owns the nationwide custom air handling sales effort, developing and growing the representative network, supporting the reps' needs, building qualified pipeline, and creating new national opportunities. The role works in close alignment with the National Sales Director – Data Center, sharing reps and coordinating mission‑critical pursuits while owning the custom AHU sales plan, partner program, territorial and named‑account models, and the team's daily execution against revenue, margin, and forecast commitments. Why This Role Matters Custom air handling drives revenue and credibility while the mission‑critical business ramps; this role owns that growth and protects the base that funds the transition. The representative and distribution network is the primary engine to reach specifying engineers and owners; the Director will recruit, develop, enable, and govern that network with right partners, training and joint plans. The custom AHU and data center efforts share reps, specifying engineers, and increasingly customers; the Director keeps the two motions aligned with clear rules of engagement, coordinated pursuits, and a unified voice. Demand outpaces the current team's capacity; the Director will build the team – regional managers, key account leads, sales engineering, and sales operations – to execute. Forecast accuracy, pipeline rigor, and operating discipline are non‑negotiable; the Director owns the systems and cadence that allow Operations and the Executive Team to plan confidently. Cambridgeport’s competitive advantage is engineering and manufacturing; the Director translates that into commercial wins. Our Values Where the Best Are Built We hold ourselves and our products to the highest standard. The Director represents that standard in every customer conversation and holds the team to a high bar on customer experience, technical rigor, and commitment integrity. We Do What We Say Commitments are sacred. The Director instills an operating discipline where customer commitments, internal forecasts, and team commitments are met or proactively renegotiated. Forecast accuracy is a leadership skill, not just a metric. We Are Always Getting Better Standing still is falling behind. The Director leads a culture of continuous improvement in win rates, average deal size, sales cycle time, customer retention, and personal sales craft, modeling a learning posture personally. Key Responsibilities Channel Partner Network and Distribution Own and grow Cambridgeport's nationwide network of manufacturers’ representatives and distribution partners for custom AHU. Recruit, evaluate, onboard, and where necessary off‑board partners to ensure full geographic and vertical coverage. Support reps in the field as a responsive, technically credible factory partner that helps them position, quote, and win. Run the partner program – tiering, commercial terms, joint business plans, quotas, co‑op investment, and quarterly business reviews with each Tier 1 partner. Build a partner enablement and training program that equips reps and distributors to position Cambridgeport’s custom air handling effectively – technical training, application engineering support, and pricing tools. Manage channel conflict proactively. Establish clear rules of engagement between direct sales and partner sales, and between the custom AHU and data center efforts where they share reps or accounts. Build partner reporting and performance dashboards that give the executive team visibility into channel health, partner‑sourced pipeline, and partner‑attributed revenue. Direct Sales and Key Account Strategy Translate Cambridgeport’s custom AHU revenue plan into a nationwide sales strategy: territory design, partner coverage map, named‑account plans, vertical focus, and an integrated channel‑plus‑direct go‑to‑market model. Own the annual sales operating plan and the quarterly forecast for the custom AHU business with the VP of Sales – both partner‑sourced and direct. Deliver to commit. Escalate proactively when conditions change. Lead pursuit and capture on the largest deals personally, working alongside channel partners and engaging direct on marquee accounts. Be in the room for marquee customer conversations alongside the VP of Sales and the President. Create new national opportunities and expand the customer base. Build the relationships and qualification pathways that put Cambridgeport on bid lists, and coordinate with the Data Center NSD where a custom relationship opens a mission‑critical door. Team Leadership and Build‑Out Lead the regional sales team and key account managers. Set clear performance expectations, coach individuals, and run a high‑bar performance management cadence. Build the team as the business scales – plan and execute hiring of account managers, sales engineering, and sales operations roles, in partnership with HR. Establish a sales onboarding and enablement program that gets new hires and new reps productive fast on Cambridgeport’s custom air handling line. Build a culture where sellers operate with ownership, customer obsession, and discipline. Move decisively on talent – promote the right people fast, transition the wrong ones faster. Pipeline, Forecasting, and Sales Operations Own pipeline rigor: stage‑gate definitions, deal hygiene in CRM, opportunity inspection rhythms, and pipeline coverage targets by quarter and by team. Own forecast accuracy. Build the cadence that produces a forecast the Executive Team and Operations can plan capacity against. Partner with Sales Operations and IT on CRM optimization, sales analytics, and reporting that supports both daily execution and executive decision‑making. Drive proposal and quote turnaround discipline in partnership with Estimating, Engineering, and Operations. Customer Engagement and Functional Partnership Build and maintain executive and specifying‑engineer relationships with the largest custom AHU customers and consulting firms. Be present at major customer milestones – factory tours, design reviews, escalations, and QBRs. Own customer escalations as the senior commercial voice; coordinate with Operations and Engineering on resolution and recovery. Represent Cambridgeport at relevant industry events and ASHRAE forums to build brand presence that supports pipeline development. Partner with Operations on aligning commitments to capacity, with Engineering on customer‑driven product requirements, with Marketing on demand generation, and with Finance on deal‑level margin discipline and discount governance. Qualifications Required Experience 10+ years of B2B sales experience in applied or custom HVAC, mechanical capital equipment, or related building systems, including at least 5 years in sales management leading a multi‑person, multi‑region effort. Demonstrated experience developing and managing a manufacturer’s representative network and/or distribution partners at regional or national scale – channel program design, partner enablement, joint business planning, and channel conflict resolution. Direct experience selling custom or semi‑custom air handling units, applied HVAC equipment, or comparable engineered systems into commercial and institutional markets. Proven track record carrying and overdelivering on quotas at the $20M+ annual level, personally or as a team leader. Demonstrated experience building and scaling a sales effort through a period of significant growth or transition – expanding into new segments or geographies, or launching new product lines. Hands‑on CRM fluency and comfort with pipeline analytics, forecasting models, and sales operations rigor. Salesforce, HubSpot, Microsoft Dynamics, Monday.com, or comparable. Bachelor’s degree in Business, Engineering, or related field; advanced degree (MS or MBA) or PE a plus. Preferred Experience Sales leadership experience selling engineered custom or built‑up air handling through a channel‑led model. Established relationships with the manufacturer’s representative agencies, specifying‑engineer firms, and institutional owners that drive custom air handling demand. Experience designing, launching, or restructuring a channel partner program or rep onboarding system at a growing manufacturer. Technical or engineering background (PE, mechanical engineering degree, or applied HVAC design) that earns credibility with specifying engineers. Familiarity with the data center / precision cooling market, supporting alignment with the Data Center sales effort. Experience in a private or PE‑backed company through a high‑growth or transformation period; experience within a holding‑company structure (such as Cambridgeport’s Cox Engineering parent) is a plus. Leadership Competencies Builder’s mindset – energized by a growing business; comfortable building structure and process where none exists today. Operating discipline – instinctively manages by metrics, pipeline math, and clear accountability. Talent magnet – a leader strong sellers and reps want to work with; develops people, sets a high bar, and holds the team accountable while supporting their growth. Executive presence – credible with specifying engineers, rep principals, Cox Engineering leadership, and a shop‑floor team alike. Commercial instincts – knows when to push for price, when to invest in a relationship, when to walk away, and when to bring the VP of Sales or President into the room. Bias for action with commitment integrity – moves fast and takes ownership, but never writes a check the company cannot cash. Compensation And Benefits Cambridgeport offers a competitive sales leadership compensation package including base salary, performance‑based variable compensation tied to team and individual quota attainment, STIP participation, comprehensive health and welfare benefits, retirement plan with company contribution, and relocation assistance where applicable. Specific terms will be discussed with finalists. Annual salary: $175,000‑$200,000 commensurate with experience. How To Apply Qualified candidates should submit a current resume and a brief cover letter outlining their relevant custom air handling sales leadership experience, representative and distribution network development, scale‑up track record, and direct selling experience in applied or custom HVAC. Cambridgeport is an equal‑opportunity employer and is committed to building an inclusive commercial organization. #J-18808-Ljbffr Cox Engineering