Sales and Channel Enablement Specialist

Role Overview

• Develop and execute comprehensive go-to-market (GTM) plans for HVAC product lines including equipment, controls, accessories, and retrofit solutions.
• Define compelling value propositions and differentiated messaging for key stakeholders such as consultants, engineers, facility managers, distributors, installers, and contractors.
• Support specification-driven selling through technical content, BIM integration, and spec-writing enablement.
• Lead and coordinate new product launches, line extensions, and product rationalization initiatives.
• Partner with engineering, supply chain, quality, and operations to ensure readiness, compliance, and time-to-market alignment.
• Monitor product performance and recommend pricing, positioning, or portfolio optimization actions.
• Build, expand, and enable a high-performing distributor and channel partner ecosystem.
• Design and manage channel programs including margins, rebates, MDF/co-op funding, incentive structures, certification, and training.
• Recruit, onboard, train, and engage channel partners through joint business plans and co-marketing initiatives.
• Plan and execute multi-channel demand generation programs including digital campaigns, content marketing, events, trade shows, and webinars.
• Develop sales and marketing assets such as case studies, whitepapers, spec sheets, CAD drawings, and BIM objects.
• Partner with sales teams to manage lead flow, MQL-to-SQL conversion, and pipeline health.
• Support pricing strategy, discount governance, and promotional planning to balance competitiveness and margin objectives.

Requirements

• Bachelor’s degree in Marketing, Business, Engineering (Mechanical/Electrical), or a related field; advanced degree or relevant certifications preferred.
• 5–12+ years of experience in B2B marketing, business development, product marketing, or channel management within HVAC, building systems, or industrial equipment sectors.
• Proven success in product launches, channel growth, and demand generation with measurable business impact.
• Strong understanding of HVAC products, applications, installation practices, and regulatory standards.
• Familiarity with ENERGY STAR, AHRI ratings, DOE efficiency guidelines, and regional building codes.
• Ability to interpret technical specifications, drawings, and BIM/CAD assets.
• Strategic thinking with strong analytical and business acumen; ability to translate data into actionable insights.
• Expertise in product positioning, pricing strategy, competitive analysis, and portfolio management.
• Demonstrated experience working cross-functionally with sales, engineering, operations, and finance teams.
• Experience with CRM and marketing automation platforms (e.g., Salesforce, HubSpot, Marketo).
• Proficiency in analytics and reporting tools such as Google Analytics (GA4), Power BI, or Tableau.

Tech Stack

• SQL
• Tableau

Benefits

• Outstanding career development opportunities which will stretch your abilities and channel your talents