Director of Sales (Sales Director) Job

Flo Energy Solutions (www.systemflo.com ) located at Suite 200, 1920 Yonge Street, Toronto, in Ontario, M4S 3E2, has a full-time permanent position as Director of Sales (Sales Director) for HVAC systems. The person would be responsible for leading the organization’s sales strategy, driving revenue growth, and building a high-performing sales team. This role oversees all sales operations, establishes strategic relationships, and ensures alignment between sales initiatives and broader business objectives with the HAVC industry. The role also includes technical sales responsibilities for major accounts and providing technical input where solutions must be tailored to client requirements. The Sales Director HVAC systems plays a critical leadership role in forecasting performance, optimizing processes, and delivering sustainable, profitable growth with the HVAC industry

Education
• Bachelor degree Science or Engineering
• Miller Heiman LAMP Certified (Preferred)
• MBA preferred

Experience/Abilities
• Several years of progressive experience in commercial/industrial HVAC rooftop systems
• Strong understanding of HVAC technology
• Proven track record of achieving or exceeding revenue targets within HVAC & rooftop systems
• Strong leadership skills with experience building and developing high-performing teams
• Demonstrated ability to create and execute sales strategies
• Expertise in B2B sales and managing complex, high-value deals
• Strong financial and commercial acumen (forecasting, pricing, margins)
• Proficiency with CRM systems and sales analytics tools
• Excellent relationship-building, negotiation, and influencing skills
• Strong communication, executive presence, and cross-functional collaboration ability
• Project management experience is required
• Excellent relationship and team building skills
• Excellent communication and customer service skills
• Ability to work in a fast-paced and dynamic team-oriented environment
• Self-management skills, ability to work independently, self-directed
• Experienced overseeing budgets and expenses and developing internal processes and filing systems
• Experienced in customer negotiations
• Experienced in developing and delivering presentations
• Experienced with MS Office Suite including PPT
• Excellent planning and organizational skills
• Ability to travel frequently across the USA and Canada

Duties/Responsibilities

Sales Strategy & Planning
• Develop and execute comprehensive short and long-term sales strategies for HVAC systems aligned with company goals and market opportunities/expansion
• Set annual revenue targets, sales plans, and performance metrics for HVAC systems
• Identify growth opportunities, new markets, and strategic partnerships within the HVAC industry
• Monitor industry trends and competitor activity to inform strategic direction
• Increased involvement in executive business planning, forecasting, decision-making

Revenue Generation & Performance Management
• Drive achievement of revenue targets and key sales OKRs (KPIs)
• Oversee the end-to-end sales pipeline from lead generation to contract closure.
• Implement data-driven decision-making to optimize sales performance
• Ensure consistent execution of sales processes and methodologies
• Personally manage relationships with top-tier key accounts and strategic industry partners.

Customer & Market Engagement
• Build and maintain relationships with key clients and strategic accounts with the HVAC industry
• Lead broader go-to-market initiatives ensuring close alignment with marketing
• Influence product direction and customer-driven innovation priorities
• Support the team in closing high-value or complex deals
• Gather customer insights to refine value propositions and sales messaging
• Represent the company at industry events, meetings, and client engagements

Cross-Functional Collaboration
• Partner with Marketing to align demand generation and sales efforts
• Collaborate with Product and Engineering teams to align offerings with customer needs
• Work closely with Finance on pricing strategies, forecasting, and revenue planning
• Ensure alignment between sales execution and overall business strategy
• Expand cross-functional leadership and overall organizational impact

Process Optimization & Tools
• Implement and optimize CRM systems and sales tools
• Utilize CRM system, sales tools and data to analyze team performance and optimize conversion metrics.
• Standardize sales processes and improve efficiency across the sales cycle
• Analyze performance data to identify opportunities for improvement
• Drive continuous improvement initiatives across the sales function

Team Leadership & Development
• Lead, coach, mentor, and develop a high-performing sales team
• Establish clear performance expectations and accountability structures
• Recruit, onboard, and retain top sales talent
• Foster a culture of continuous learning, collaboration, and results
• Demonstrate FLo Success Profile behaviours with disciplined execution and accountability

General
• Provide regular updates to executive leadership on sales performance and forecasts
• Prepare and present reports, insights, and strategic recommendations
• Highlight risks, opportunities, and corrective actions as needed
• As the primary contact, oversee needs qualifications, solution development, proposal generation, negotiations and closing, initiating the order fulfilment cycle and staying aware of post-sales support
• Support and solve problems for clients by understanding and exceeding their expectations
• Illustrate and present the value of products and services to create growth opportunities; may include the compilation and analysis of data to identify trends and justified business cases
• Support preparation of sales contracts and transactions, assist with equipment troubleshooting, and coordinate customer training on the operation and maintenance of HVAC systems.
• Stay on top of accounts, making sure they’re receiving services that are within their budget and meeting their needs
• Follow up with clients regularly to ensure needs are being met and identify opportunities
• Participate in brainstorming, office activities, staff meetings and client meetings, researching and assisting with program development for existing clients and new prospects
• Meet regularly with other members of the team to discuss progress and find new ways to improve business
• Generate progress reports to give to clients and higher-ups within the organization
• Identify upsell, cross-sell, and renewal opportunities and communicate with the sales team regularly
• Coordinate participation in leads generating events and activities & tracking their outcomes for assuring acceptable returns on investment
• Participate as needed in networking and leads qualifications to generate new business opportunities
• Maintain professional / technical knowledge by attending educational workshops, new product training, reviewing trade publications, attending conferences/trade shows, business networking, etc.

KPI’s
• Build and sustain a weighted pipeline of sales opportunities that will support the achievement of the business’s operating budget
• Sustain an orders backlog of sufficient volume, profitability, and timing to meet the account manager’s portion of the business’s revenue and profit goals
• Rigorous qualification of opportunities and fit to maximize the return on investment of company resources to secure work and elevate proposal win rates
• Participate within and support the overall sales team to share knowledge, learn and make the output of the whole larger than the sum of the parts
• Operate within upper management’s approved investment budgets

Wages and Benefits
• Annual wage of $180,000 to $195,000
• Performance Incentive (Bonus)
• Vacation & PTO
• GRSP company program
• Health & Dental benefits
• Healthy Living Benefit

How to Apply
Please send the following
a. Resume
b. Motivation letter showing how you comply with the requirements
c. Answers to the following technical questions

Q1
Grocery retailers across North America are under increasing pressure to transition away from HFC refrigerants. Describe your experience selling into or navigating that conversation, including any technical objections you have encountered and how you handled them with a facilities or engineering stakeholder?

Q2
A core accountability in this role is maintaining a qualified pipeline that reliably supports revenue and margin targets. Describe the pipeline management approach you have used in a previous role, how you qualified opportunities, how you kept your forecast accurate, and what you did when the pipeline was not sufficient to meet targets. Be specific about the tools, metrics, and cadence you used.

Q3
FLo is building a high-performance sales team in a specialized, technical market. Describe a situation where you inherited or built a sales team that was underperforming. What did you diagnose as the root cause, what changes did you make to structure, process, or personnel, and what were the measurable results over the following 12 months?