General Manager
Company DescriptionMONDALE & ASSOCIATES is a trusted HVAC and Plumbing manufacturer's representative company representing quality product lines in nine states. The headquarters is located in Eden Prairie, Minnesota. The General Manager role is an on-site position with occasional travel required. Remote work is not optional. Role DescriptionThe General Manager (GM) is responsible for leading the overall business operations, strategic direction, and financial performance of the HVAC/Plumbing independent manufacturer representative firm in the Wholesale distribution channel. This role oversees sales execution, manufacturer (principal) relationships, operational efficiency, and team development while ensuring the firm consistently delivers value to manufacturers, contractors, engineers, wholesalers, and end‑user customers. The GM works closely with the Rep Group executive team to drive sustainable growth, strengthen market presence, and build a high‑performance sales organization.Key ResponsibilitiesStrategic Leadership & Business PlanningDevelop and execute short‑ and long‑term strategic plans aligned with ownership objectivesIdentify growth opportunities across HVAC and plumbing product lines, markets, and territoriesLead annual business planning, forecasting, budgeting, and market analysis initiativesMonitor industry trends, codes, specifications, and market shifts impacting HVAC and plumbing salesChampion continuous improvement and scalability of the firm’s business modelSales Leadership & Market DevelopmentDrive sales growth and market penetration across all represented HVAC and plumbing linesEstablish activity expectations, KPIs and sales goals for outside and inside sales teamsDevelop key account strategies with wholesale distributors, mechanical contractors, plumbing and HVAC contractors, engineering firms and other industry influencers and participantsEvaluate individual manufacturer line performance and recommend actions to improve results; also evaluate potential manufacturer relationshipsManufacturer (Principal) ManagementServe as the primary executive contact for key HVAC and plumbing manufacturing partnersManage performance expectations, reporting, and communication with principalsNegotiate and maintain representation agreements, commission structures, and territory assignmentsRepresent the firm at factory trainings, regional and national sales meetings, and trade eventsEnsure alignment between manufacturers’ strategies and field executionOperations & Process ManagementOversee the management team responsible for day‑to‑day operations including quoting, submittals, inventory management, order tracking and customer supportEnsure efficient workflows between outside sales, inside sales, and administrative teamsImplement and enforce consistent use of CRM and/or other sales reporting toolsOversee team responsible for customer satisfaction and help resolve issues related to service, delivery, or communicationFinancial ManagementMaintain full responsibility for the firm’s financial performance, including P&L and balance sheet oversightManage commission revenue, revenue from buy-sell business, operating expenses, budgets, and cash flowTeam Leadership & Talent DevelopmentFoster a team‑oriented, customer‑focused, and results‑driven cultureRecruit, hire and retain high‑performing sales and support personnelSet clear expectations, accountability, and performance standardsCoach and mentor team in product knowledge, selling skills, specification development, and territory managementConduct performance reviews of direct reports and administer compensation and incentive plansQualificationsEducation & ExperienceBachelor’s degree in business, engineering, construction management, or related field (or equivalent experience)8–12+ years of experience in HVAC and/or plumbing sales, manufacturer representation and/or distributionProven leadership experience managing sales teamsStrong understanding of the HVAC and plumbing marketplace, including wholesale distributors, contractors and the role and value of an independent manufacturers representativeSkills & Competencies· Strong and proven leadership, communication and relationship‑building skills· Ability to interpret technical HVAC and plumbing products and applications· Proven ability to manage commission‑based sales organizations· Financial acumen with experience managing P&L and budgets· Strategic thinker with hands‑on, execution‑focused leadership style· High integrity, professionalism and accountability· Entrepreneurial mindset with the ability to balance ownership goals and team development· Willingness to travel regularly, both inside the company’s market areas and attending industry and manufacturer eventsReporting StructureReports to: President / Rep Group Executive TeamDirect reports include: Director of Operations, Sales Manager(s), limited number of Outside Sales Representatives, some Inside Sales and/or Administrative StaffCompensation & BenefitsCompetitive base salary plus performance‑based bonus planBenefits include health insurance, SIMPLE IRA retirement plan, PTO, vehicle allowance, mobile phone allowance and reimbursable business expenses