Regional Sales Manager - Western Territories

About Smardt

Smardt is the global leader in oil-free centrifugal chiller technology, delivering best-in-class efficiency, reliability, and lifecycle performance across commercial, industrial, and mission-critical HVAC applications. The Commercial Business Unit (CBU) accelerates revenue growth through direct customer engagement and a high-performing network of regional sales partners throughout the Americas.

Position Overview

The Regional Sales Manager is responsible for driving order intake, building a high-quality pipeline, expanding Smardt’s market penetration, and developing a strong sales channel across the designated territory. This role owns the sales strategy and execution within the assigned geography and is accountable for delivering the annual bookings quota.

The RSM will engage directly with consulting engineers, end users, mechanical contractors, developers, EPC firms, and authorized sales representatives to win new business. The position requires strong technical competence, commercial acumen, and the ability to operate effectively across multiple countries, cultures, and regulatory environments.

Key Responsibilities

Territory Ownership & Quota Achievement

• Develop and execute a comprehensive territory sales plan for assigned territory aligned to annual revenue objectives.
• Meet or exceed assigned bookings quota through disciplined pipeline development and opportunity pursuit.
• Ensure accurate monthly and quarterly forecasts using CRM tools.
• Maintain appropriate pipeline coverage (3–5× quota) and proactively grow the opportunity base.

Channel Network Development

• Identify, recruit, and develop a high-performing network of Sales Representatives (SSRs) across the designated region.
• Assess markets for white-space opportunities and establish channel presence where gaps exist.
• Deliver training, capability development, product briefings, and ongoing commercial support to SSR partners.
• Monitor partner performance, provide guidance on strategy and execution, and ensure alignment to Smardt value proposition and performance standards.

Opportunity & Account Management

• Lead sales pursuits from early-stage identification through proposal, negotiation, and closing.
• Influence project specifications by working directly with consulting engineers and design firms.
• Conduct regular account and opportunity reviews to understand priorities, risks, and win strategies.
• Manage complex procurement environments involving multi-stakeholder decision processes.

Cross-Functional Collaboration

• Work closely with Sales Application Engineers (SAEs) to develop accurate and competitive proposals.
• Collaborate with Engineering, Operations, and Service teams to align customer requirements with Smardt capabilities.
• Provide market feedback to Product Management regarding competitive dynamics and assigned territory-specific needs.
• Partner with Marketing to localize material and enhance Smardt brand presence in the region.

Market Intelligence & Growth Strategy

• Analyze market trends, competitive activity, pricing dynamics, and regulatory requirements related to chillers and HVAC systems.
• Identify emerging verticals such as data centers, pharma, airports, hospitality, and large commercial buildings.
• Monitor refrigerant transitions, energy-efficiency regulations, and import/export considerations impacting project delivery.

Customer Relationship Management

• Serve as the primary commercial interface for Smardt customers across designated territory.
• Build long-term relationships with key decision-makers, influencers, and strategic accounts.
• Ensure customer satisfaction through proactive communication and alignment with internal support functions.

Qualifications

Basic Qualifications

• Bachelor’s degree in Business, Mechanical Engineering, HVAC, or related field.
• 5–8 years of HVAC, chiller, or engineered equipment technical sales experience.
• Demonstrated success in meeting or exceeding annual sales quotas.
• Strong understanding of HVAC chilled-water systems, centrifugal chillers, and energy-efficiency technologies.
• Experience selling to consulting engineers, contractors, and end users.
• Proficiency in CRM tools (Salesforce preferred).
• Working proficiency in English.

Preferred Qualifications

• Relationships with regional engineering firms, contractors, developers, and end users.
• Experience supporting or managing sales channels in emerging markets.
• Ability to articulate lifecycle cost and energy savings models for premium HVAC solutions.

Key Success Metrics

• Achievement of annual bookings quota for designated territory.
• Quality and size of the sales pipeline and conversion rates.
• Expansion and performance of the territory channel network.
• Forecast accuracy and CRM data integrity.
• Regional market penetration and strategic account growth.
• Customer satisfaction and repeat business.

Additional Information

Travel: Frequent travel within designated territory and periodic travel to North America for training, customer visits, and meetings is required.

Equal Employment Opportunity Statement

SMARDT is an equal opportunity employer committed to fostering an inclusive and diverse workplace where all individuals are treated with dignity and respect. We do not discriminate based on race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, military or veteran status, marital status, or any other characteristic protected by applicable federal, state, or local law.

In compliance with all applicable U.S. laws, including the Americans with Disabilities Act (ADA) and state-specific human rights laws, we provide equal opportunity in hiring, promotions, wages, benefits, and all other terms and conditions of employment. We also offer reasonable accommodations for individuals with disabilities and sincerely held religious beliefs.