Fujitsu General America, Inc. (FGAI) is seeking a highly motivated and skilled Director of Residential Sales to join our sales leadership team. As the Director of Residential Sales, you will be responsible for promoting, selling & supporting our residential products in the Canadian market. You will play a crucial role in driving revenue growth by identifying new business opportunities, developing relationships with key stakeholders, and providing strategic leadership for distribution.

Major Duties/Responsibilities:

Sales Generation:

Collaborate with the VP of Sales to develop and implement effective sales strategies.
Establish sales and marketing plan with current distribution.
Conduct market research to identify potential customers, their needs, and market trends.
Assign and support Regional Sales Managers.

New Business Development

Develop a comprehensive strategy to develop distribution and market share.

Solution Presentations and Demonstrations:

Present product and business advantages of Fujitsu General America.
Discuss technical features to non-technical audiences.
Understand customer requirements and tailor product demonstrations to address their specific needs.

Relationship Building:

Establish and maintain strong relationships with key decision-makers, influencers, and stakeholders in the HVAC industry.
Collaborate with cross-functional teams, including product development, R&D, product management, engineering, and the sales team, to address customer needs and provide effective solutions.

Technical Expertise:

Develop and maintain an understanding of our HVAC product and channels.
Stay well informed on industry trends, emerging technologies, and competitive landscape.

Sales Reporting and Forecasting:

Maintain accurate records of sales activities, customer interactions, and opportunities.
Prepare regular sales reports, forecasts, and performance metrics to track progress.
Collaborate with the sales team and management to analyze sales data and identify areas for improvement.

Supervisory Responsibilities:

Direct Reports – Regional Sales Managers, Area Sales Managers.

Assign staff as needed to cover geography and responsibilities.
Manage responsibilities, Conduct performance reviews, oversee expense budget and PTO.
Inspire a positive work environment committed to staff development.

Direct, lead and manage independent Manufacturer Representatives.

Recruit and onboard MR firms as directed.
Develop territory sales strategy and measure effectiveness.
Maintain working knowledge of activities, efforts and targets of MR.

Required Skills/Abilities:

Acumen of the North American HVAC distribution model.
Proven track record in managing a sales staff.
Strong technical knowledge of the HVAC industry and applications.
Excellent communication and presentation skills.
Demonstrated ability to build and maintain customer relationships.
Self-motivated, proactive, and results oriented.
Ability to work independently as well as part of a team.
Willingness to travel as required (about 50-60%)

Education and Experience:

Bachelor of Science in Business Administration, Marketing & Management, or equivalent industry experience of proven leadership and success.
5–7 years in direct sales roles (e.g., Account Executive, Sales Manager)
3–5+ years in sales leadership/management, often with team management responsibility