Director, Sales

Director, Sales

Apply for the Director, Sales role at O'Connor Company.

O’Connor Company is an industry leader in wholesale HVAC equipment, parts, and tools. As a distributor of HVAC services in the Midwest, they provide a range of quality product lines, including Trane, American Standard, and Mitsubishi Electric. The company proudly serves the commercial and residential markets in Kansas, Oklahoma, Missouri, Nebraska, and Iowa. For more information, visit

The Director of Sales is responsible for providing strategic and functional leadership for the sales and marketing functions. This role manages sales activities of the organization by performing the following duties personally or through subordinate leaders. The position is responsible for setting sales goals with senior management and devising a plan in which to accomplish sales goals through budgeting, forecasting, new product introduction, sales promotions, and marketing events in new and established territories by using sales programs for lead development, up‑selling, online, and retention strategies.

The position is responsible for training and developing sales leaders and staff, assigning sales goals, measuring sales, and addressing customer‑related sales issues. The role includes traveling with staff and making calls on customers as needed.

• Delivers exceptional customer service by promptly responding to inquiries via phone, email, or fax with professionalism and courtesy.
• Fosters strong customer and vendor relationships through effective communication, timely issue resolution, and a proactive, solutions‑oriented approach.
• Maintains professional interactions across departments and consistently demonstrates a positive attitude in resolving internal and external concerns.
• Develops and executes strategic sales plans to achieve revenue goals, grow market share, and expand the customer base.
• Builds long‑term customer partnerships by understanding client needs and delivering tailored solutions through proposals and presentations.
• Sets and monitors sales targets by territory, product, and region; evaluates performance and provides guidance to drive results.
• Identifies and develops new markets and growth opportunities for existing product lines in collaboration with vendors.
• Reviews and approves new dealer applications, account assignments, and sales goals for Territory Managers.
• Delivers key sales presentations, assists representatives in relationship management and deal negotiations, and monitors competitor activity.
• Plans and facilitates monthly sales meetings and constructs an annual sales calendar to coordinate departmental sales initiatives.
• Supports dealer development by identifying and engaging sales and technical trainers for ongoing education and support.
• Oversees the Sales and Marketing team, assigning projects, setting goals, and ensuring alignment with company strategies.
• Leads by example in all communication and workplace conduct, reinforcing company values and expectations.
• Conducts regular one‑on‑one meetings to review performance, provide coaching, and monitor progress using tools such as the GROW model or EPNs.
• Recognizes and rewards outstanding team performance, customer service, and goal achievement.
• Conducts timely and constructive performance evaluations, and manages discipline or terminations in alignment with company policy and in collaboration with HR.
• Upholds company standards related to attendance, professionalism, dress code, and productivity, addressing concerns through proper channels and with a compliant, solution‑focused mindset.
• Recruits, trains, and supports sales staff to ensure high performance and alignment with company objectives.
• Travels as needed.
• Performs other duties as assigned. This role is not intended to be all‑inclusive; responsibilities may evolve or change based on organizational needs and priorities.
• Safety‑sensitive role requiring constant alertness and adherence to safe work practices.

• High School diploma or GED equivalent and a Bachelor’s Degree in business or related field, or equivalent in related work experience.
• 8 or more years of…