Air Distribution Technologies, Inc.
National Sales Manager - Wholesale
Air Distribution Technologies, Inc., Louisville, Kentucky, us, 40201
National Sales Manager - Wholesale
Koch Filter is seeking a sales professional to lead our national sales strategy and execution for wholesale HVAC product lines, grow revenue and distribution, and manage a network of independent reps. This role combines strategic account development, distributor/channel management, product and pricing strategy, and cross‑functional leadership.
Key Responsibilities
Develop and execute the national sales plan to achieve revenue, margin, and market‑share targets.
Own strategic relationships with national distributors, buying groups, OEM partners, and key national accounts.
Build, coach, and lead a remote group of independent sales representatives.
Design and manage channel programs, pricing strategies, promotions, and incentive plans for wholesale partners.
Coordinate with Koch Regional Account Managers, product management, marketing, operations, and supply chain to ensure inventory availability, launch plans, and promotional alignment.
Negotiate national contracts, rebates, and terms with major distributors and large contractor groups.
Monitor market trends, competitive activity, and customer feedback to inform product prioritization and territory planning.
Produce regular forecasts, pipeline reports, and executive presentations for senior leadership.
Required Qualifications
7+ years of B2B sales experience with at least 4 years in wholesale distribution or national account management in the HVAC or related building products industry.
Proven track record of meeting or exceeding multimillion‑dollar sales targets and growing national channels.
Strong technical knowledge of HVAC systems, components, and commercial/residential channel dynamics.
Demonstrated experience managing remote teams and complex distributor networks.
Excellent negotiation, presentation, and executive‑level relationship skills.
Proficiency with CRM systems and sales forecasting tools.
Preferred Qualifications
Bachelor’s degree in business, engineering, or related field.
Existing national relationships within HVAC distributors, national contractors, or MRO channels.
Experience managing promotions, rebate programs, and channel conflict resolution.
Willingness to travel for customer meetings, distributor events, and trade shows.
Performance Metrics and Expectations
Annual revenue growth and attainment of quota.
Growth in national distribution points and new account acquisition.
Gross margin and rebate program efficiency.
Sales pipeline health and forecast accuracy.
Team quota attainment and employee retention.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Wholesale Building Materials
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Key Responsibilities
Develop and execute the national sales plan to achieve revenue, margin, and market‑share targets.
Own strategic relationships with national distributors, buying groups, OEM partners, and key national accounts.
Build, coach, and lead a remote group of independent sales representatives.
Design and manage channel programs, pricing strategies, promotions, and incentive plans for wholesale partners.
Coordinate with Koch Regional Account Managers, product management, marketing, operations, and supply chain to ensure inventory availability, launch plans, and promotional alignment.
Negotiate national contracts, rebates, and terms with major distributors and large contractor groups.
Monitor market trends, competitive activity, and customer feedback to inform product prioritization and territory planning.
Produce regular forecasts, pipeline reports, and executive presentations for senior leadership.
Required Qualifications
7+ years of B2B sales experience with at least 4 years in wholesale distribution or national account management in the HVAC or related building products industry.
Proven track record of meeting or exceeding multimillion‑dollar sales targets and growing national channels.
Strong technical knowledge of HVAC systems, components, and commercial/residential channel dynamics.
Demonstrated experience managing remote teams and complex distributor networks.
Excellent negotiation, presentation, and executive‑level relationship skills.
Proficiency with CRM systems and sales forecasting tools.
Preferred Qualifications
Bachelor’s degree in business, engineering, or related field.
Existing national relationships within HVAC distributors, national contractors, or MRO channels.
Experience managing promotions, rebate programs, and channel conflict resolution.
Willingness to travel for customer meetings, distributor events, and trade shows.
Performance Metrics and Expectations
Annual revenue growth and attainment of quota.
Growth in national distribution points and new account acquisition.
Gross margin and rebate program efficiency.
Sales pipeline health and forecast accuracy.
Team quota attainment and employee retention.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Wholesale Building Materials
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