Madison Air™ exists to help our customers realize the often invisible, but very real return better air has for us all. We believe better air is a transformational force for good and we are on a mission to unleash it. Precision Humidity Control (PHC), part of the Madison Air™ family of businesses, delivers superior indoor air quality through humidity solutions serving the industrial/commercial market. Our products design features differentiate themselves from competition and breadth of brand and product offerings uniquely cover customer humidity control needs.
Job Summary:
We are seeking a high-energy, self-motivated Regional Sales Manager to lead commercial and industrial growth for the Quest brand across the Southeast. In this role you will report to, and work closely with, the Director of Commercial/Industrial Sales. This position is built for a true hunter, someone who thrives on opening doors, building a territory from pipeline to wins, and converting market opportunity into repeatable channel momentum.
You will own the regional growth plan for Quest dehumidifiers, driving demand and share through a hybrid channel model: influencing specifying engineers and facility owners through manufacturer’s reps, and converting HVAC contractor demand through distribution. You will be responsible for identifying, qualifying, developing, and closing opportunities while creating predictable forecasting, disciplined pipeline hygiene, and strong partner engagement across reps and distributors.
Key Responsibilities
- Territory Growth Strategy: Develop and execute a Southeast territory plan that builds sustained demand for Quest standalone dehumidifiers across commercial and industrial applications requiring humidity control.
- Prospecting & Lead Generation: Identify and pursue high-potential opportunities through outbound outreach, channel-led prospecting, jobsite intelligence, and strategic networking across the rep and distribution ecosystem.
- Rep Enablement & Influence Selling: Drive specification and preference by training, coaching, and equipping manufacturer’s reps to influence specifying engineers and facility decision-makers with clear application messaging and value-based selling tools.
- Distribution Development: Build a high-performing distributor network by strengthening relationships with branch leadership, counter teams, and key contractor accounts; drive pull-through demand, stocking programs (as applicable), and conversion from competitive lines.
• Spec-to-Order Conversion: Create a repeatable process to turn engineering influence into contractor purchase. Aligning stakeholders from design intent to installed outcome.
• Full-Cycle Sales Ownership: Manage the complete opportunity lifecycle from target identification and qualification to joint calls, technical positioning, proposal support, and project win.
• Pipeline Management & Forecasting Cadence: Build and maintain a robust, accurately staged pipeline; deliver consistent forecasting and territory updates with measurable activity and conversion metrics.
• Application & Value Selling (TCO): Leverage HVAC knowledge to position Quest based on performance, reliability, and total cost of ownership, ensuring proper application alignment and defensible value messaging.
• Market Intelligence: Capture and communicate competitive insights, pricing dynamics, and vertical/application trends to improve regional strategy and internal decision-making.
The above statements are intended only to describe the general nature of the job and should not be construed as an all-inclusive list of position responsibilities. Responsibilities and impact may cross over technical fields/functions.
Desired Outcomes
- Pipeline Creation from Zero to Predictable: Establish a healthy, measurable opportunity pipeline that supports consistent forecasting and drives sustained regional growth.
- Channel Activation: A trained, engaged set of manufacturer’s reps and distribution partners who can independently generate opportunities and execute the Quest commercial/industrial message.
- Spec Influence + Contractor Pull-Through: Demonstrable wins where engineering preference translates into contractor orders with documented repeatable patterns.
- New Customer Acquisition: Consistent new customer wins across facility owners, specifying engineers (influence), and contractor customers (purchase), expanding Quest’s footprint in the Southeast.
- Forecasting Excellence: A reliable forecasting rhythm with clean CRM hygiene, accurate stage discipline, and clear next steps which enables leadership to plan production, inventory, and commercial support.
- Market Feedback Loop: Regular, high-quality market inputs on competitive positioning, objections, and product gaps to sharpen messaging and improve regional execution.
Credentials/Experience
- Education/Certification: Bachelor’s degree in engineering, business, marketing or related field.
- 5+ years of B2B Sales with HVAC industry experience
- Prior sales training (i.e. Challenger Sale or Sandler Training) is preferred
