Technical Sales Manager

About the role

The AAON Technical Sales Manager is responsible for driving sales growth and market expansion within an assigned geographic territory through assigned representatives. This role manages relationships with manufacturer representatives to promote AAON products and solutions. The Technical Sales Manager executes strategies aligned with company goals, ensuring customer satisfaction and revenue targets are met.

This position plays a critical role in representing AAON's brand and delivering value to AAON Sales Representatives (Reps) and their clients. This dynamic role requires a blend of deep technical HVAC expertise, sophisticated channel management, and the strategic business acumen necessary to accelerate AAON's market growth.

The Technical Sales Manager leads all sales activities within their assigned territory, including channel support, business development, technical consulting, and account management. The role requires a strong technical understanding of DX systems, including RTUs, DOAS, Heat Pumps, and split systems, as well as market dynamics and customer needs.

Primary duties may include, but are not limited to

• Develop and implement territory sales strategies to achieve revenue and growth targets.
• Manage and support manufacturer representatives and distribution partners.
• Identify opportunities to expand AAON's market presence while sharing industry best practices across the region and the AAON business.
• Build and maintain strong relationships across all levels of key Sales Representative firms within the territory.
• Work closely with and coach representative leaders to strengthen business performance and sales results.
• Support representative sales efforts through customer account planning and strategic equipment positioning.
• Serve as a technical resource for representatives, engineers, contractors, owners, and end users regarding AAON products and applications.
• Provide technical product support and training for sales partners and their customers.
• Assist with product selection, application guidance, and competitive positioning strategies.
• Monitor market trends, competitor activity, and customer feedback both nationally and regionally. Routinely provide the AAON Business Unit (BU) with actionable market feedback regarding emerging opportunities and risks.
• Collaborate with internal teams including National Accounts, Marketing, Customer Operations, Product Management, Engineering, and AAON BU Leadership.
• Prepare sales forecasts, reports, presentations, and other business-related information as required.
• Represent AAON at trade shows, industry events, training seminars, and customer meetings.
• Own the representative and end-customer experience by collaborating with internal teams to resolve issues promptly and ensure long-term satisfaction.
• Work closely with Customer Operations to achieve successful outcomes for customers, Sales Representatives, and the AAON Business Unit.

Education and Experience Requirements

Required

• Bachelor's degree in business, Marketing, Engineering, Mechanical Engineering, or a related field.

Preferred

• MBA or advanced degree in a technical or business discipline.
• HVAC industry certifications or specialized technical training.

Knowledge, Skills, and Abilities

• Proven experience in B2B sales of HVAC equipment, applied HVAC systems, industrial equipment, or a related industry, or an equivalent combination of education and experience.
• Strong technical knowledge of HVAC systems, applications, controls, and industry standards.
• Demonstrated ability to present technical concepts to consulting engineers, contractors, facility managers, and sales professionals.
• Excellent communication, negotiation, and presentation skills.
• Ability to analyze sales data and develop actionable strategies.
• Proficiency in CRM systems and Microsoft Office Suite.
• Strong problem-solving and consultative selling skills.
• Willingness to travel extensively within the assigned territory.

Essential Mental and Physical Functions

This role requires strategic thinking, technical problem-solving, relationship management, and the ability to work independently in a fast-paced environment. The Technical Sales Manager must be able to travel frequently and adapt to changing customer and market needs.

Requirements

• Ability to travel up to 50% to 75% of the time.
• Visual and auditory acuity for presentations, technical discussions, and customer interactions.
• Mental focus for planning, analysis, troubleshooting, and decision-making.
• Ability to manage multiple priorities and meet deadlines.
• Ability to review technical drawings, specifications, and product documentation.

Work Environment

Work is performed in a combination of office, remote, and field environments. Frequent travel to customer sites, engineering firms, contractor offices, trade shows, and AAON facilities is required.

This role may involve exposure to HVAC equipment, mechanical rooms, rooftops, construction sites, and other mechanical spaces during site visits. Standard business hours generally apply; however, flexibility is required to accommodate customer meetings, travel schedules, and industry events.