Manager, HVAC OEM Sales

Littelfuse

. Directly manage Key Account Managers responsible for Tier 1 and Tier 2 HVAC OEM accounts across North America .

Posted 11/2/2026full-timeRemote • United StatesSeniorLead💰 $123,100 - $190,780 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing Key Account Managers within the HVAC/R industry, focusing on talent development, strategic account planning, and achieving revenue targets. Proficient in navigating complex OEM relationships and compliance standards while fostering a high-performance team culture.

Highest-signal resume keywords

HVAC/R System DesignSalesforce CRM ProficiencyPeople Management ExperienceRevenue Quota AchievementCoaching And Talent Development

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Electrical EngineeringMechanical EngineeringSales Strategy DevelopmentOEM Account ManagementTechnical Design-WinsHVAC OEM SalesCustom OEM PricingUL Compliance KnowledgeASHRAE Standards UnderstandingHeat Pump Technology Knowledge

Soft Skills

Strong Presentation SkillsRelationship ManagementCoaching SkillsTeam BuildingCross-Team Collaboration

Tools & Technologies

SalesforceCRM Systems

Industry Keywords

HVAC OEMHVAC/R IndustryElectrical Protection ComponentsRefrigerant ComplianceMulti-Tier OEM Account StructureLittelfuse EII Product PortfolioManufacturer Representative Firms

About the role

Key responsibilities & impact

Directly manage Key Account Managers responsible for Tier 1 and Tier 2 HVAC OEM accounts across North America
Set performance expectations, quota targets, and account ownership aligned with the HVACR vertical market annual operating plan
Conduct coaching sessions, pipeline reviews, and deal strategy sessions
Develop and execute talent development plans for KAMs
Recruit, onboard, and ramp new KAMs
Build a high-performance team culture based on Littelfuse's solution-selling framework
Facilitate cross-team knowledge sharing
Represent team needs and resource requirements to the Director, OEM Sales — EII, Americas
Lead commercial performance across the HVACR OEM segment, monitoring revenue, gross margin, and growth targets
Develop and oversee multi-year strategic account plans for key OEMs
Engage senior business and engineering leaders at strategic OEMs
Oversee CRM opportunity pipeline, forecasting, and stage progression in Salesforce
Direct KAMs toward new HVAC OEM account activation targets
Review and recommend custom OEM pricing, product qualification requests, and non-standard commercial terms
Report directly to the Director, OEM Sales — EII, Americas

Requirements

What you’ll need

Bachelor's degree in Electrical Engineering, Mechanical Engineering, Business, or related technical field
10+ years of progressive sales experience in the HVAC/R industry
At least 3–5 years of direct people management experience leading a team of Key Account Managers or Sales Engineers
Deep knowledge of HVAC/R system design and applications, including rooftop units, air handling units, chillers, heat pumps, boilers, refrigeration racks, and compressor systems
Experience selling electrical protection, controls, and sensing components to HVAC OEM engineering and procurement teams
Track record of leading a sales team to achieve or exceed revenue quotas and driving technical design-wins at complex, multi-stakeholder OEM accounts
Strong coaching and talent development skills
Understanding of UL (248, 508A, 943), NEC, ASHRAE 15/34, and A2L refrigerant compliance requirements
Proficiency with CRM systems; Salesforce preferred
Strong presentation and relationship-management skills
Ability to travel up to 50% within North America
Preferred: Master's degree in Engineering, Business (MBA), or related field
Preferred: Experience managing KAMs in a multi-tier OEM account structure
Preferred: Knowledge of heat pump technology, electrification trends, and A2L refrigerant transition impacts
Preferred: Familiarity with the Littelfuse EII product portfolio
Preferred: Experience coordinating Manufacturer Representative Firms
Preferred: Existing relationships at one or more Tier 1 HVAC OEMs

Benefits

Comp & perks

Competitive compensation
Performance-based incentives
Flexible work arrangements
Development opportunities
Employee growth and development support
Inclusive workplace