USA Sales Leader, East

Imagine working at the forefront of innovation in fluid-flow technology, with over 1400 colleagues across the globe, and contributing to a legacy of excellence that spans eight manufacturing facilities on four continents. Armstrong Fluid Technology is more than just a leader in our industry; we are a community of the brightest and most creative technical and marketing minds driven by a shared mission to engineer the future and safeguard our planet.

As part of our team, you'll be immersed in an environment that fosters growth, creativity, and collaboration. Here, you'll have the opportunity to push boundaries, tackle exciting challenges, and develop cutting-edge solutions that promote energy efficiency and reduce environmental impact. Every day offers the chance to make a meaningful contribution to a more sustainable future, driving innovations that help lower global carbon footprints. Together, we’re creating a legacy that goes beyond business—one that’s changing the world for the better.

Position Summary:

The USA Sales Leader, East, is responsible for achieving and exceeding annual order, revenue, and margin plans. This role provides leadership and coaching to the sales team. The role involves driving annual growth initiatives and executing key responsibilities in Sales and Business development, and team development.

The position must be based out of USA east coast with a major airport nearby. The job requires regular travel, (75%) to the Buffalo, NY office, customer sites throughout the U.S. and occasional travel to the headquarters in Toronto, Canada

Pay: $150k to $200k USD Annually

Key Responsibilities:

Sales Growth & Market Expansion

• Drive profitable revenue growth across the East US region by expanding business with existing customers, reactivating dormant accounts, and acquiring new customers.
• Lead the sale of Armstrong's full portfolio, including pumps, HVAC solutions, digital solutions, services, controls, and ancillary equipment, using a value-based selling approach.
• Expand market coverage through effective management of independent representatives, distributors, OEM partners, consulting engineers, contractors, and end users.

• Work closely with consulting engineers and design institutes to build technical preference for Armstrong solutions and secure specifications as Basis of Design.
• Identify and develop new REP firms, distribution partners, OEM relationships, and strategic accounts to accelerate market penetration and growth.

• Develop and execute strategies to grow Armstrong's service business and leverage OEM and channel partner networks.

Regional Strategy & Business Development

• Develop and execute the East US commercial strategy to increase market share, revenue, and profitability.
• Identify emerging market opportunities, customer needs, technologies, and industry trends that can create competitive advantage.
• Drive adoption of Armstrong Energy System Upgrades, digital solutions, lifecycle services, and retrofit opportunities across the installed base.
• Collaborate with Marketing, Offering Management, and Value Stream teams to execute regional growth initiatives and support new product introductions.
• Monitor competitive activities and market dynamics, recommending actions to strengthen Armstrong's position and differentiate our solutions
  

Channel Leadership & Representative Management

• Build, develop, and optimize the regional sales channel structure, including independent representatives, distributors, and wholesale partners.
• Recruit, onboard, develop, evaluate, and, when required, replace representative firms using established performance criteria.
• Ensure compliance with Representative Agreements and maintain accountability through regular territory and performance reviews.
• Develop incentive programs, growth plans, and performance improvement initiatives to maximize channel effectiveness.
• Maintain strong relationships with key industry stakeholders, channel partners, consultants, and complementary sales organizations.

Pipeline Management & Forecasting Excellence

• Maintain a healthy sales pipeline and ensure forecast accuracy to support financial planning and operational execution.
• Monitor sales performance through defined KPIs and implement corrective actions where necessary.
• Drive CRM discipline and pipeline management practices across the region.
• Partner with the SIOP process to align sales forecasts with production planning, inventory requirements, and customer demand.

Customer & Account Management

• Build and maintain executive-level relationships with key customers, consultants, contractors, distributors, and OEM partners.
• Ensure strategic accounts are actively managed with clear growth plans and regular business reviews.
• Oversee the preparation of quotations, proposals, and commercial offers in accordance with Armstrong processes and authority levels.
• Act as the senior commercial escalation point for critical customer opportunities and issues within the region.

Team Leadership & Organizational Development

• Lead, coach, and develop the regional sales team to achieve business objectives and build future leadership capability.
• Establish clear performance expectations, goals, and accountability measures for team members and channel partners.
• Foster a high-performance, customer-focused culture centered on collaboration, ownership, and continuous improvement.
• Support talent acquisition, succession planning, and capability development initiatives across the region.

Innovation & Strategic Contribution

• Provide market insights and customer feedback to support product development, innovation, and long-term business strategy.
• Partner with Offering Management and Engineering teams to identify opportunities where Armstrong can create differentiated solutions and outperform competitors.
• Contribute to the development of new business models, channel strategies, and market approaches that drive sustainable growth across the East US region.

Qualifications:

Education and Experience:

• University degree in Mechanical/Electrical Engineering and a marketeer who is customer centric.
• At least 10 years of experience in industry-related direct sales, particularly in solution and value-based sales.

Technical and Sales Skills:

• In-depth knowledge of HVAC applications solutions and systems
• Experience in tracking sales information of customers, forecasts, and reports using related software applications such as CRM.
• Strong understanding of complex B2B sales cycles and negotiation techniques, consultative & solution selling.
• Experience in getting solution specified as Basis of Design.
• Passion to win in your local marketplace.
• Proven track record of exceeding sales targets and achieving revenue growth.
• Proficiency in Microsoft Office 365.
• Create and deliver compelling presentations to prospective customers to demonstrate the value of products and services.
• Use Armstrong's sales process and value tools to present sustainable solutions that deliver energy efficiency and long-term savings.

Soft skills and other requirements:

• Able to communicate (verbal and written) in English.
• The capability to simplify complex problems, conduct root cause analysis, and provide clear, well-thought-out recommendations.
• Strong, team-oriented leadership skills with presence and a bias for action.
• Strong attention to detail and highly organized.
• Ability to communicate in an open and authentic manner in all situations.