Sales Director

Description

Fontanesi and Kann (F&K), a subsidiary of Impact Climate Technologies (ICT), is a leading independent manufacturer's representative organization serving the HVAC industry. We partner with top-tier OEMs to deliver high-performance cooling and infrastructure solutions for data centers, life sciences, healthcare, and other demanding environments. Our strength lies in combining technical expertise with disciplined execution to support complex, high-value projects from early engagement through warranty.

As part of the Impact Climate Technologies (ICT) family of companies, we are backed by a leading HVAC solutions platform serving customers across North America through 36 locations. Together, we support mission-critical environments-from data centers and healthcare to complex commercial facilities.

Our work is guided by ICT's RECIPE values-Respect & Collaboration, Excellence Always, Customer Commitment, Integrity First, People-Centered leadership, and Expertise & Innovation. These principles shape how we work with our customers, support our teams, and partner with one another every day.

We take a forward-thinking approach, delivering scalable, energy-efficient, and reliable solutions while building long-term partnerships through exceptional service, technical expertise, and support.

The Sales Director will be responsible for leading Fontanesi & Kann's overall sales strategy and performance. This individual will oversee and develop the sales team, identify opportunities for growth, strengthen key customer relationships, and ensure the organization is effectively representing its manufacturer partners in the marketplace. The ideal candidate is a proven sales leader with experience in commercial HVAC, HVAC equipment sales, or the manufacturer's representative industry. This person should be equally comfortable developing strategy, coaching sales professionals, building relationships with key accounts, and working directly with customers and manufacturer partners.

Key Responsibilities

• Develop and execute the overall sales strategy for Fontanesi & Kann to achieve revenue, margin, and growth objectives.
• Lead, coach, and develop the sales team while creating a culture of accountability, collaboration, and strong customer service.
• Establish sales goals, performance expectations, and key metrics while regularly monitoring results and identifying opportunities for improvement.
• Maintain a strong understanding of the commercial HVAC market, including competitors, customer needs, industry trends, and emerging technologies.
• Develop and maintain strong relationships with mechanical contractors, consulting engineers, building owners, developers, and other key customers and industry partners.
• Build and strengthen relationships with manufacturer partners, ensuring Fontanesi & Kann effectively represents their products and identifies opportunities to grow market share.
• Identify new business opportunities, target accounts, markets, and product opportunities that support long-term growth.
• Partner with sales representatives on key opportunities, strategic accounts, and complex projects throughout the sales process.
• Support the development of account strategies and ensure consistent follow-up on major opportunities and customer relationships.
• Collaborate with estimating, applications, operations, service, controls, and other internal teams to provide customers with a seamless experience.
• Evaluate sales territories, account assignments, and team structure to ensure appropriate market coverage.
• Participate in forecasting, budgeting, and annual business planning.
• Monitor sales pipeline, backlog, market activity, and performance against established goals.
• Assist with recruiting, onboarding, training, and developing new sales team members.
• Establish and promote consistent sales processes and best practices across the organization.
• Represent Fontanesi & Kann at customer meetings, manufacturer meetings, industry events, trade associations, and networking opportunities.
• Provide leadership with regular updates on sales performance, market conditions, competitive activity, and growth opportunities.

Qualifications

• Bachelor's degree in Business, Engineering, Construction Management, or a related field preferred.
• 7+ years of progressive sales experience, preferably within commercial HVAC, HVAC equipment, building systems, or the manufacturer's representative industry.
• Previous sales leadership or management experience strongly preferred.
• Strong knowledge of the commercial HVAC industry and the relationships between manufacturers, manufacturer's representatives, consulting engineers, mechanical contractors, and building owners.
• Demonstrated ability to develop and execute successful sales strategies.
• Proven track record of building customer relationships and driving revenue growth.
• Experience leading, coaching, and developing sales professionals.
• Strong business and financial acumen with an understanding of revenue, margins, forecasting, and profitability.
• Ability to understand technical HVAC products and communicate their value to both technical and non-technical audiences.
• Strong negotiation, presentation, communication, and relationship-building skills.
• Ability to balance strategic leadership responsibilities with hands-on involvement in key accounts and opportunities.
• Collaborative leadership style with the ability to work effectively across sales, operations, engineering, service, and leadership teams.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Willingness to travel throughout the territory as needed for customer, manufacturer, and team meetings.