Vertical Market Manager

Job Description

A client of Insight Global is seeking a Vertical Market Manager to serve as the subject matter expert (SME) for a specific industry vertical (Data Centers, Grocery, Healthcare, Hospitality, Big Box Retail, etc.). This newly created role strengthens sales capability by providing vertical‑specific HVAC expertise, technical sales leadership, and rep enablement.

This is not a direct selling role. Instead, the Vertical Market Manager partners with regional sales managers and rep firms to:

Build vertical‑specific sales collateral

Develop customer education materials

Drive rep behavior and positioning

Support customer acquisition

Build and inspect pipeline

Ensure accurate sales forecasting

Increase market share within the assigned vertical

This leader engages directly with customers alongside reps, communicates value propositions, and influences both owners and consulting engineers aligned with the vertical.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to View email address on click.appcast.io learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy:

Skills and Requirements

• 10+ years HVAC industry experience

• Manufacturing, applied systems, construction, OEM, or rep firm experience

• Deep technical HVAC knowledge within at least one priority vertical:

• Data Centers (top priority) — office facilities + modular support buildings

• Grocery

• Healthcare

• Hotels / Hospitality

• Big Box Retail

• Proven sales experience with clear quota attainment

• Experience selling through rep firms or working closely with manufacturer reps

• Ability to drive the sales process from plan to close (even though this role is not a direct seller)

• Strong technical solutioning ability — influencing design decisions with owners & engineers

• Experience developing value propositions, sales collateral, and customer-facing materials

• Ability to analyze market data, competitive intelligence, and rep performance

• Strong communication skills — presenting to customers, rep teams, and industry organizations

• Tenure stability — preference for 3–4+ years per role

• Ability to travel 30–50% * Vertical-specific SME experience in Data Centers, Grocery, or Healthcare

• Sustainability expertise

• Carbon footprint analysis

• Energy modeling

• Lifecycle cost analysis

• Leadership experience (rep coaching, team leadership, or sales management)

• Experience influencing industry organizations (ASHRAE, Uptime Institute, FMI, etc.)

• Experience with modular buildings, mission-critical facilities, or owner-direct selling

• Engineering degree (preferred but not required)