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Lennox International logo
Lennox International

Lennox (NYSE: LII) is driven by 130 years of legacy, HVAC and refrigeration success, providing industry-leading climate-control solutions. Our culture creates a workplace where all employees feel heard and welcomed. Heatcraft Worldwide Refrigeration is a leader in commercial refrigeration, providing climate-control solutions in over 70 countries.

National Account Sales Director

DirectorDirectorOtherRemoteLeadTeam 10,001

Location

United States

Posted

99 days ago

Salary

$119.2K - $156.5K / year

Seniority

Lead

No structured requirement data.

Job Description

National Account Sales Director

Lennox International

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The National Account Sales Leader is a dual-role leadership position responsible for both leading and developing a team of National Account Reps and personally selling commercial HVAC services to large, strategic national accounts. This role serves as a player–coach: setting national account strategy, driving disciplined sales execution, coaching account managers, and directly owning key enterprise relationships where senior-level engagement is required. Success in this role requires strong commercial acumen, deep understanding of multi-site HVAC service models, and the ability to influence outcomes across sales, operations, and executive customer stakeholders. Key Responsibilities - Sales Leadership & Team Management - Lead, coach, and develop a team of National Account Reps responsible for selling commercial HVAC services (products & accessories, mechanical installation capability and recycle services) to multi-site customers. - Establish clear performance expectations, account strategies, and revenue targets aligned with company growth objectives. - Conduct regular pipeline, forecast, and account plan reviews to ensure disciplined execution and predictable results. - Provide hands-on coaching in complex deal strategy, executive-level selling, negotiation, and value-based proposal development. - Partner with Finance and leadership to refine sales processes, tools, and metrics for national accounts. - Direct National Account Sales (Player Role) - Personally manage and grow a portfolio of strategic, high-value national accounts, including executive relationships at the corporate level. - Lead pursuit and close of complex, multi-year, multi-location HVAC service agreements. - Develop and present customized, enterprise-level service solutions focused on uptime, cost control, energy efficiency, and scalability. - Negotiate pricing, price increases, contract terms, and service scope in collaboration with finance, legal, and leadership. - Serve as executive sponsor for select accounts, ensuring alignment between customer expectations and service delivery. - Account Strategy & Growth - Develop and execute strategic account plans that drive new customer acquisition, wallet share expansion, contract renewals, and long-term partnerships. - Identify opportunities for cross-selling and upselling service offerings across national customer portfolios. - Analyze customer data, performance metrics, and market trends to inform growth strategies. - Lead quarterly and annual business reviews with key customers, clearly articulating value delivered and future opportunities. - Cross-Functional Collaboration - Partner closely with operations, supply chain, engineering, and finance to ensure solutions are operationally sound and scalable. - Act as the voice of the customer internally, advocating for continuous improvement in execution and customer experience. - Support change management and rollout of national programs across regions and service locations. - Performance Management & Reporting - Own national account revenue performance, forecasting accuracy, and pipeline health. - Report regularly (monthly) to senior leadership on results, risks, and growth opportunities. - Use data-driven insights to adjust strategy, resource allocation, and sales focus. Qualifications - Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience). - 8–12+ years of experience in national account sales, commercial services, or facilities-related industries; HVAC experience strongly preferred. - Demonstrated success selling complex, multi-site product or service solutions to national or enterprise customers. - Prior experience leading, coaching, or managing sales professionals. - Strong understanding of commercial HVAC systems, delivery models, and contract structures. - Proven ability to operate effectively at both tactical and executive levels. - Willingness to travel nationally (approximately 40–50%). Benefits - Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $119,200 - $156,450 annually. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. - Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: - Tuition reimbursement - Medical, dental, and vision insurance - Prescription drug coverage - 401(k) retirement plan - Short-term disability insurance - 8 weeks paid birthing leave - 2 weeks paid bonding leave - Life and long-term disability insurance - Paid time off, well-being days, volunteer days, holidays, and floating holidays

Job Requirements

  • Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
  • 8–12+ years of experience in national account sales, commercial services, or facilities-related industries; HVAC experience strongly preferred.
  • Demonstrated success selling complex, multi-site product or service solutions to national or enterprise customers.
  • Prior experience leading, coaching, or managing sales professionals.
  • Strong understanding of commercial HVAC systems, delivery models, and contract structures.
  • Proven ability to operate effectively at both tactical and executive levels.
  • Willingness to travel nationally (approximately 40–50%).

Benefits

  • Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $119,200 - $156,450 annually. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan.
  • Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: Tuition reimbursement
  • Medical, dental, and vision insurance
  • Prescription drug coverage
  • 401(k) retirement plan
  • Short-term disability insurance
  • 8 weeks paid birthing leave
  • 2 weeks paid bonding leave
  • Life and long-term disability insurance
  • Paid time off, well-being days, volunteer days, holidays, and floating holidays

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