Head of Sales

About Weitron Refrigerants

Weitron is recognized worldwide as a leader in delivering tailored cooling solutions encompassing a full spectrum of services. Our dedicated teams take ownership to produce outcomes addressing vital food and cooling infrastructure challenges, promote environmentally responsible industry methods, and foster innovation. We collaborate with major grocery chains, automotive retailers, and air conditioning manufacturers to provide solutions critical to business success. Our problem-solving approach transforms challenges into opportunities, supporting a diverse range of clients from Fortune 500 corporations to local businesses. Our fast-paced, agile teams ensure responsive, customer-focused solutions.

Role Overview

We are looking for a dynamic, driven Head of Sales to spearhead our commercial expansion initiatives, manage our sales team covering various experience levels, and cultivate a high-performing sales culture. This key leadership role involves mentoring the team to achieve targets, maintaining close executive-level relationships with top strategic accounts, and bridging sales activities with manufacturing operations.

Responsibilities

• Lead and expand a productive sales organization by establishing ambitious yet attainable objectives. Conduct regular pipeline evaluations to meet goals and provide direct coaching and support as necessary.
• Identify process improvement opportunities and implement changes that enhance efficiency. Develop and deploy a CRM system informed by client feedback to elevate customer service quality.
• Collaborate with the National Account Manager (NAM) on complex enterprise negotiations and aid in securing and maintaining significant contracts.
• Guide and develop Account Executives and Outside Sales Representatives to excel at acquiring new customers and managing high-volume transactional accounts.
• Explore new market opportunities and direct the sales team in generating growth by crafting customized solutions that highlight Weitron's distinctive industry position.
• Work closely with Production, Research & Development, and Business Strategy teams to assemble dynamic Requests for Proposals (RFPs), emphasizing Weitron’s superior customer service and broad product range.
• Construct and manage a realistic sales pipeline reflecting accurate monthly and quarterly sales forecasts, empowering the sales department to meet customer needs effectively.
• Provide consistent industry and customer insights to R&D and Production to support the development of products and programs for current and prospective clients.
• Supervise National Account Managers handling the company’s most strategic accounts, focusing on customer retention, revenue growth, and fostering long-term partnerships through robust account planning and executive-level relationship management.
• Coordinate internally with plant managers to resolve complex challenges related to product quality, logistics, or performance, ensuring customer confidence is preserved.
• Maintain ongoing communication with key industry stakeholders to monitor demand trends, inventory cycles, and regulatory changes within the sector.
• Stay well-informed about the refrigerant and chemical industry’s value chain, including global suppliers, distribution channels, and end users.
• Remain vigilant of market fluctuations such as competitor movements, global supply chain changes, and shifts in environmental legislation.
• Gain an in-depth understanding of manufacturing capabilities including plant capacity and quality standards to align sales expectations with operational capacity.
• Travel between 30% and 50% of the time to support major accounts, attend industry trade events, and engage in strategic meetings.

Qualifications

• Minimum of 10 years progressive sales experience in industrial or manufacturing sectors, with at least 5 years in leadership or management roles overseeing sales teams.
• Solid background in commodity markets or chemical manufacturing; experience in the refrigerants industry is highly advantageous.
• Bachelor's degree in Business, Chemical Engineering, or a closely related discipline is required; a Master’s degree such as an MBA or in Marketing is preferred.
• Outstanding communication skills and the ability to influence and negotiate with C-level executives and distribution partners.
• Proven resilience and adaptability in fast-changing commodity markets, with a strong sense of accountability, problem-solving capability, and dedication to follow-through.