National Sales Manager - Heat Pumps/Process Refrigeration

MAN Energy Solutions enables its customers to achieve sustainable value creation in the transition towards a carbon neutral future. Addressing tomorrow’s challenges within the marine, energy and industrial sectors, we improve efficiency and performance at a systemic level. Leading the way in advanced engineering for more than 250 years, we provide a unique portfolio of technologies. Headquartered in Germany, MAN Energy Solutions employs some 14,000 people at over 120 sites globally. Our after-sales brand, MAN PrimeServ, offers a vast network of service centres to our customers all over the world.

Summary: The National Sales Manager will remote operate and lead sales and business development for MAN-ES heat pumps and renewable heat markets in the Western US, Canada, and/or Northeastern US and Canada. Focused on large-scale industrial equipment (10MW+), the role involves managing accounts, promoting the company, and identifying new equipment sales opportunities. The manager will collaborate with regional teams and global centers of excellence to provide technical and commercial support, guiding customers from project development to contract execution. Additionally, they will build and strengthen relationships with stakeholders in district energy & industrial markets, expanding the company’s presence and introducing products to new accounts.

Key Job Responsibilities:

• Build and nurture relationships with key strategic customers, initiating contact with both assigned and new accounts, and engaging key decision-makers to uncover business opportunities.
• Drive client acquisition and retention through early-stage engagement, consultative selling, and strategic positioning before the request for quotation (RFQ) phase.
• Lead commercial negotiations and finalize contracts, ensuring favorable terms and alignment with customer needs.
• Target large-scale clients pursuing decarbonization initiatives who require substantial heating or cooling solutions.
• Collaborate with multidisciplinary teams to define technical requirements and develop tailored solutions for potential customers.
• Relay project, product, and market insights to European headquarters and the Houston office to ensure alignment and strategic direction.
• Continuously assess the market and competitive landscape, identifying opportunities and challenges to strengthen the company's competitive position.
• Report on competitive situations, maintaining regular and proactive communication with customers to ensure satisfaction and identify growth opportunities.
• Gain a deep understanding of customer needs and requirements, providing comprehensive training and presentations to ensure they are fully informed on MAN-ES products and services.
• Manage customer relationships, actively communicating feedback to improve products, services, and customer experience.
• Represent the company at trade shows, conferences, and relevant industry events to expand market presence and foster relationships within the sector.
• Support field service teams with client communications during installation, commissioning, and warranty claims to ensure smooth project execution.
• Develop and deliver compelling sales proposals tailored to customer requirements and expectations.
• Cultivate strong relationships with factory teams to ensure smooth project execution and product delivery.
• Participate in project bid reviews and kickoff meetings to ensure alignment on project scope and deliverables.
• Work closely with project managers to resolve scope of supply conflicts and ensure timely project execution.
• Assist in obtaining clarifications from customers and finalize proposals for submission, ensuring accuracy and alignment with customer specifications.

Education:

• Bachelor’s degree in Mechanical Engineering or equivalent scientific discipline required.

Experience/Qualifications/Skills:

• Minimum 5 years of combined experience in marketing, sales, application engineering, project engineering, or project management, specifically with complex engineer-to-order (ETO) equipment.
• Experience with large rotating equipment such as turbo-compressors, blowers, steam turbines, and gas turbines is strongly preferred.
• Proven ability to interact and collaborate effectively with diverse cultures and nationalities.
• Proficiency in German and/or Spanish is desirable, though not required.
• Practical knowledge of heat pumps and refrigeration processes.
• Experience with heat exchangers and static equipment.
• Minimum 2-3 years of experience delivering product presentations to clients.
• Membership or active participation in API or other industry organizations, or willingness to join.
• Ability to read and interpret safety procedures, technical specifications, and legal contracts.
• Strong presentation skills, with the ability to design and create customer-facing presentations.
• Fluency in English required, with the ability to speak and write clearly and effectively to diverse audiences.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, areas, circumference, and volume, as well as apply basic algebra and geometry.
• Familiarity with industry standards such as API, ASME, and IEC, commonly specified by clients for equipment design and implementation.