Head of Sales (Newark)

Weitron is a global leader in providing dedicated and customized cooling solutions across 360 degrees of service. Our teams take personal responsibility to deliver results that solve critical food and cooling infrastructure challenges, redefine environmentally sustainable industry practices, and inspire innovation. Many of the world’s largest grocery providers, automotive retail brands, and air conditioning manufacturers partner with Weitron to deliver products and services to solve core business initiatives. We are problem solvers that turn obstacles into opportunities for our partners. Our responsive and agile teams thrive in a fast-paced environment and allow us to provide solutions to customers who range from Fortune 500 companies to small owners in our local communities.

Position Overview

We are seeking a high-energy, entrepreneurial Head of Sales to lead our commercial growth strategy, oversee our sales organization, and develop a team of sales professionals with varied experience levels.

In this dynamic role, you will be responsible for mentoring your team to hit their targets while personally driving executive-level relationships with our most strategic accounts. The ideal candidate will combine a deep understanding of commodity/chemical markets with the leadership skills necessary to manage our sales pipeline, set commercial strategy, and bridge the gap between sales and manufacturing operations.

Key Responsibilities

Team Leadership & Strategy

• Grow and manage a highly effective sales organization and set realistic but challenging goals and targets. Run routine pipeline reviews to meet and exceed targets, and provide hands-on coaching and troubleshooting as needs arise.
• Identify areas of improvement and institute changes to streamline the process. Develop and implement a CRM utilizing customer feedback to better support customers and provide best-in-class service.
• Partner with the NAM on heavy enterprise negotiations and support acquisition and retention of major contracts.
• Lead, mentor, and develop Account Executives and Outside Sales Representatives, driving new customer acquisition and excellence in managing high-volume transactional accounts.

Growth & New Business

• Identify Blue Sky prospects and lead the team in generating growth areas in the market, creating custom solutions that showcase Weitron’s unique position in the industry.
• Partner with Production, R&D, and Business Strategy teams to prepare dynamic RFPs, highlighting Weitron’s dedication to customer service excellence and diverse product offerings.
• Develop and implement a realistic sales pipeline that accurately depicts monthly and quarterly sales volume forecasts, empowering the sales organization to utilize the pipeline and support customers.
• Routinely provide R&D and Production teams with customer feedback and industry updates, assisting in the design of new products and programs to engage existing and future clients.

Key Accounts & Channel Management

• Develop, coach, and lead National Account Managers responsible for the company's most strategic accounts, driving customer retention, revenue growth, and long-term partnership success through strong account planning and executive relationship management.
• Lead internal coordination with plant management to resolve complex issues related to product quality, logistics, or performance, ensuring client confidence is maintained.
• Maintain proactive communication with key industry stakeholders to understand broader demand trends, inventory cycles, and regulatory shifts.

Industry & Market Awareness

• Maintain a comprehensive understanding of the refrigerant and chemical industry value chain, including global suppliers, channel partners, and end customers.
• Stay ahead of volatile market dynamics, including competitor footprint changes, global supply chain shifts, and evolving environmental regulations.
• Develop a deep understanding of core manufacturing competencies, plant capacity, and quality standards to align sales expectations with operational realities.

Travel Requirements

• 30 - 50% to support key accounts, attend trade shows, and participate in strategic client meetings.

Qualifications

• Experience: 10+ years of progressive sales experience within an industrial or manufacturing environment, with at least 5 years of direct leadership or managerial experience within a sales organization.
• Industry Background: Proven experience navigating commodity markets and/or the chemical manufacturing industry (experience in the refrigerant sector is highly preferred).
• Education: Bachelor’s degree in Business, Chemical Engineering, or a related field; a Master’s degree in Business Administration (MBA) or Marketing is preferred.
• Communication & Influence: Exceptional communication and interpersonal skills, with a demonstrated ability to engage and negotiate with C-suite executives and distribution partners alike.
• Resilience & Ownership: Demonstrated resilience and adaptability, with the ability to pivot strategies in a volatile commodity market. High level of accountability, proactive problem-solving, and strict follow-through.