Territory Sales Manager

Job Description

Job Description

Innovative Air delivers HVAC solutions backed by technical expertise and strong manufacturer partnerships. With eight offices across Idaho, we help clients design and implement the best systems for their space—backed by hands-on support and industry know-how.

At Innovative Air, people come first. We invest in our team's growth and success, creating a place where your work matters and your career can take off. If you're ready to be part of something dynamic and meaningful, we're excited you're here.

Position Overview

Innovative Air is seeking a Senior Sales Executive to join our leadership team as Territory Sales Manager for our Boise office. You will drive multi-market strategy, mentor high-performing sales professionals, and shape the future of our growth and presence across Idaho. Innovative Air is a respected technical and culturally progressive firm, and we're looking for a leader who brings vision, discipline, and executive influence.

Strategic Responsibilities

• Develop, lead, and continuously refine Innovative Air's go-to-market strategy.
• Evaluate market dynamics, construction trends, and competitive activity to guide strategic focus.
• Engage executive-level stakeholders, including general contractors, mechanical contractors, engineering firms, and institutional clients.
• Identify and execute growth initiatives in both traditional plan/spec and negotiated design-build environments.
• Shape the commercial strategy to align with Innovative Air's long-term growth vision and factory partner goals.

Team Leadership & Development

• Lead a team of experienced Sales Engineers and Account Managers with a strong focus on performance, accountability, and mentorship.
• Provide executive-level coaching, oversee individual development plans, and team cohesiveness.
• Recruit, retain, and grow top-tier sales talent to expand territory coverage and market influence.
• Develop, implement, and evolve training programs and foster a culture of continuous improvement.

Client Engagement

• Represent Innovative Air as the senior point of contact for strategic clients and partners.
• Build and maintain relationships with Innovative Air's factory partners including working with individual vendor managers focused on attaining individual partners' goals and expectations.
• Serve as the public face of Innovative Air in the construction and engineering communities—actively participating in key associations such as ASHRAE, MCAWW, SMACNA, AGC, DBIA, BOMA, and NAIOP.
• Oversee executive-level involvement in project pursuit planning, bid reviews, and client proposal development.

Operational & Financial Accountability

• Develop annual sales budgets, revenue forecasts, and incentive targets in partnership with executive leadership.
• Track financial performance by team member, and key account to ensure targets are met or exceeded.
• Approve key pricing strategies and ensure margin discipline on large and strategic projects.

Qualifications & Experience

• 20+ years of sales leadership experience in the HVAC, mechanical systems, or construction industries.
• Demonstrated success in growing market share, influencing large capital project decisions, and leading sales organizations.
• Deep understanding of applied mechanical systems (e.g., chillers, AHUs, controls, VRF) and sales within complex construction cycles.
• Strong network of relationships in the Pacific Northwest built on trust, delivery, and technical fluency.
• Experience working in or leading manufacturer's rep firms is highly desirable.
• Bachelor's degree in Engineering, Construction Management, or Business; MBA preferred.

Executive Profile

• You are a strategic leader with the credibility to guide and inspire experienced sales professionals.
• You think like an owner—taking initiative, being accountable, and creating long-term value.
• You lead through mentorship, recognizing potential in others and investing in their growth.
• You are fluent in both technical sales conversations and high-level business negotiations.
• You build bridges across functions, companies, and stakeholder groups to accelerate results.
• You possess executive presence, emotional intelligence, and a deep understanding of how to build trusted relationships in the construction ecosystem.

Compensation & Career Path

• Variable performance bonus based on revenue growth, margin performance, and strategic contributions.
• Executive Benefits: Medical, dental, vision, 401(k), professional development support, and industry association memberships.

Employment practices will not be influenced or affected by an applicant's or employee's race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information, sexual orientation, gender identity or expression, veteran status or any other legally protected status. Reasonable accommodations will be made for qualified individuals with disabilities unless doing so would result in an undue hardship.

Salary ranges listed are dependent upon a candidate's qualifications, experience, internal equity, and the budgeted amount for the specific role and location.