Korn Ferry has partnered with our client on their search for the role, Director of Category Sales.
The Company
Lennox International Inc. (NYSE: LII) is a global leader in climate control solutions headquartered in the greater Dallas area. With revenues of $5.2B in 2025 and a market cap of ~$18 billion, Lennox employs more than 14,000 people around the world. The Company designs, manufactures, markets and services a broad range of products for the heating, ventilation, air conditioning and refrigeration markets (HVACR). The Company sells its products and services directly, as well as through distributors, and Company-owned parts and supplies stores. Its business is built on a strong heritage of integrity and innovation dating back to 1895.
Lennox operates in two segments across North America: Home Comfort Solutions and Building Climate Solutions.
Home Comfort Solutions (HCS): A $3.4B segment that manufactures and markets a broad range of home heating and cooling equipment for both the residential replacement and new construction markets in North America. Its product lines – extending from the entry level market segment to the premium high efficiency market segment – include air conditioners, furnaces, heat pumps, packaged heating and cooling systems, HVAC parts and accessories. HCS manufacturing facilities are located in Marshalltown, Iowa; Orangeburg, South Carolina; Grenada, Mississippi; and Saltillo, Mexico.
Building Climate Solutions (BCS): A $1.9B segment that manufactures and provides indoor comfort solutions for low-rise office buildings, schools, restaurants, and retail establishments, as well as commercial refrigeration solutions to preserve food and other perishables in supermarkets, convenience stores, restaurants, warehouses, and distribution centers. HVAC products include packaged rooftop units, split systems, VRF and indoor air quality systems. Commercial refrigeration products include unit coolers, condensing units and compressorized racks. BCS manufacturing facilities are located in Stuttgart, Arkansas; Tifton, Georgia; and Saltillo, Mexico.
The Culture
Lennox Culture is grounded in shared values that drive the Company to succeed. The Core Values of Integrity, Respect and Excellence are ingrained in the fabric of the organization. They define the Company’s culture, which is how Lennox does business and treats others. In addition to the long standing Core Values, the nine Guiding Behaviors help define how Lennox wins. The Guiding Behaviors are also embedded into the key talent management processes and clearly integrated into the Lennox values.
Each of the Core Values is defined by three Guiding Behaviors:
Integrity:
- Accountability: we deliver on our commitments.
- Positive engagement: we energize and motivate others.
- Trust: we are always honest, ethical, and safe.
Respect:
- Customer experience: we earn the loyalty of our customers.
- Sustainability: we care for our community and planet.
- Talent: we foster belonging and create opportunities to grow.
Excellence:
- Innovation: we embrace original ideas and creative solutions.
- Quality: we strive for continuous improvements.
- Results: we prioritize superior outcomes for our stakeholders
Purpose of the Position
The Director, Category Sales is responsible for driving profitable revenue growth, market share expansion, and channel adoption for the Mini-Splits, Water Heaters, Parts & Supplies and other emerging product growth areas in the Lennox Residential HVAC (LRH) business.
This role leads a team of sales leaders, and is responsible for category sales strategy, partner engagement, and cross functional execution across distributed sales and stores teams. This role will collaborate closely with Regional Sales, Marketing, Product Management, and Distribution leadership to accelerate adoption of ductless systems and grow the Lennox parts & supplies business across dealers, distributors, and national accounts.
Scope of Responsibilities
Category Sales Strategy & Execution
- Develop and execute national sales strategies for Mini-Splits, Water Heaters, Parts & Supplies and other product expansion categories aligned with Lennox Residential growth objectives.
- Identify opportunities to expand market share in ductless HVAC solutions and aftermarket parts sales.
- Establish category revenue targets, growth plans, and performance metrics.
- Drive sales programs and initiatives that increase contractor adoption and product pull-through.
Channel & Partner Development
- Partner with Lennox regional sales teams and distribution leadership to expand contractor engagement and dealer penetration.
- Develop programs that increase contractor attachment rates for parts, accessories, and consumables.
- Strengthen partnerships with Lennox distribution centers and independent distributors to improve category performance.
- Support key accounts and strategic channel partners with targeted category growth initiatives.
Contractor & Market Development
- Champion the expansion of ductless mini-split adoption in residential applications.
- Identify and develop emerging market segments including:
- Home additions and renovations
- Electrification and heat pump adoption
- Light commercial and multi-family retrofit opportunities
- Support contractor training, certification, and enablement initiatives.
Cross-Functional Leadership
- Collaborate with Product Management on product roadmap alignment with market demand.
- Partner with Marketing to develop category campaigns, promotions, and contractor programs.
- Work with Supply Chain and Operations to ensure product availability and inventory planning.
- Provide voice-of-customer insights to guide product development and category strategy.
Sales Enablement & Analytics
- Lead coordination & training to improve category expertise across the organization.
- Analyze sales performance, market trends, and competitive dynamics.
- Track KPIs including:
- Revenue growth
- Contractor penetration
- Distributor performance
- Parts attachment rates
- Category market share
Team Leadership
- Lead and develop a team focused on category growth initiatives.
- Provide strategic guidance to regional sales leaders and distributor partners.
- Foster a high-performance culture focused on customer value and profitable growth.
The Candidate
Experience and Professional Qualifications
Required Qualifications
- Bachelor’s degree in Business, Engineering, Marketing, or related field.
- 10+ years of experience in HVAC, building products, or industrial distribution sales.
- 5+ years of leadership experience in category management, sales leadership, or channel strategy.
- Demonstrated success driving revenue growth and market expansion.
First Year Success Factors
In the first 12 months, the successful candidate will:
- Deliver double-digit revenue growth across Mini-Splits, Water Heaters, and Parts & Supplies, increasing share of wallet with contractors and channel partners.
- Establish a clear, scalable category management framework that aligns strategy, sales execution, and accountability across a highly distributed organization.
- Drive meaningful adoption of new and emerging product categories, particularly mini-splits and aftermarket parts, across stores, distribution, and contractor channels.
- Improve sales force effectiveness by embedding a value-based selling approach focused on features, benefits, and contractor ROI.
- Build and operationalize a sustainable go-to-market model that integrates direct sales, inside sales, category management, and training.
- Strengthen alignment across fragmented sales ownership, bringing cohesion to teams currently operating across multiple parts of the organization.
- Enhance contractor trust and engagement, particularly within Parts & Supplies, addressing historical supply chain and service challenges.
- Expand distribution channel performance, shifting from a retail-heavy mindset to a more leveraged distribution-driven growth model.
- Develop strong cross-functional partnerships (Sales, Product, Marketing, Supply Chain) to improve product availability, messaging, and execution.
- Build credibility and influence within the Lennox culture, establishing strong internal relationships and driving change through collaboration.
Ideal Candidate Profile
- Category Builder & Operator: Proven experience standing up or transforming category management in complex, distributed sales organizations especially where products are sold across multiple channels and teams.
- Channel & Distribution Expertise: Deep understanding of contractor-driven sales models, distribution networks, and indirect channel dynamics; able to shift mindset from product-centric to channel-ownership.
- Growth-Oriented Sales Leader: Track record of driving new category adoption, new business development, and accelerating growth in underpenetrated or emerging product segments.
- HVAC / Building Products / Industrial Distribution Background: Brings relevant industry experience, ideally with exposure to aftermarket parts, equipment sales, and contractor ecosystems.
- Influencer in Matrixed Environments: Skilled at leading without direct authority particularly important for teams like Parts & Supplies that require influence across regions and functions.
- Commercial Strategist with Execution Rigor: Able to translate strategy into disciplined execution, including KPIs, sales processes, and field activation.
- Sales Enablement Champion: Experience improving sales capability through training, tools, and messaging especially around features/benefits selling vs. transactional selling.
- Customer-Centric Mindset: Focused on building trust with contractors and distributors, with an appreciation for service reliability, supply chain consistency, and long-term relationships.
- Change Agent: Comfortable navigating ambiguity and driving alignment where sales responsibilities are fragmented across the organization.
- People Leader: Experience leading geographically dispersed teams, including category managers and indirect sales resources, while building a high-performance, accountable culture.
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