Senior Manager - Sales

BUSINESS UNIT and/or DEPARTMENT:Sales/Commercial – Owner Direct Sales

Reports To:General Manager or Service Leader (hard line); Regional VP of Sales (dotted line)

Direct Reports: 5–7: Account Managers, Key Account Managers, New Business Development Managers, Inside Sales Representatives

The Manager - Sales leads all owner-direct commercial sales activity at the business unit level. This is a pure management role focused on building a high-performing sales team, driving pipeline discipline, coaching sellers through complex opportunity cycles, and delivering booking, margin, and retention targets. The role encompasses oversight of Account Managers, New Business Development Managers, and Inside Sales Representatives serving commercial and industrial building owners, facility managers, and property managers. General contractor and estimating functions are outside the scope of this position. This role is expected to elevate the commercial maturity of the sales team, shifting from reactive quoting to proactive, consultative selling with disciplined pipeline management and business-case-driven proposals.

The position requires a track record of building and developing sales teams, and the ability to enforce disciplined commercial routines while navigating multi-stakeholder selling environments. Solid, proven sales leadership experience in commercial HVAC or mechanical contracting sales is highly desirable.

Responsibilities

• Lead weekly pipeline reviews for all owner-direct sales activity, ensuring accurate opportunity qualification, stage progression, close dates, and forecast visibility.
• Drive disciplined pipeline management by identifying customer approval processes, removing blockers, and holding team members accountable for advancing opportunities.
• Partner with service operations to identify and convert capital project opportunities within the existing customer base.
• Enforce sales process discipline across the team, including CRM data integrity, pricing compliance, renewal management, and proposal follow-through.
• Identify and address process gaps that impact sales effectiveness and overall commercial performance.
• Recruit, onboard, coach, and retain a high-performing sales team, including Account Managers, New Business Development Managers, and Inside Sales Representatives.
• Establish clear performance expectations, set annual sales goals, and manage team performance through coaching, reviews, and development planning.
• Oversee performance management activities, including role calibration, account assignments, and performance improvement plans as needed.
• Support sellers in advancing opportunities from initial identification through close, including participation in customer meetings, presentations, and negotiations.
• Coordinate internal resources, including estimating, engineering, operations, and executive leadership, to support strategic account pursuits.
• Direct account planning, customer segmentation, and cross-sell/upsell strategies to expand revenue across service, PMA, retrofit, and replacement opportunities.
• Coach the team on consultative selling approaches and development of business-case-driven proposals that demonstrate customer value beyond price.
• Collaborate with business unit, regional, and corporate leadership on pricing strategy, account growth planning, and resource allocation.
• Drive adoption of corporate sales initiatives, programs, and commercial growth strategies at the business unit level.
• Monitor, analyze, and report sales performance metrics, including forecast accuracy, revenue growth, win rates, retention, and seller productivity.
• Provide leadership with insights on market conditions, customer needs, competitive activity, and growth opportunities within the territory.
• Participate in customer sales calls with sellers to assess opportunities and provide real-time coaching on sales execution.

Qualifications

• 7+ years in B2B sales in commercial HVAC, mechanical contracting, or related technical/building services.
• 2–5 years in a sales leadership or management role with direct responsibility for team performance.
• Demonstrated track record of building and developing sales teams that consistently meet or exceed revenue, margin, and retention targets.
• Experience implementing structured sales processes, CRM adoption, or commercial routines within a team that previously lacked them is strongly preferred.
• Pipeline management, forecasting, and CRM-based sales routines (Microsoft Dynamics 365 experience preferred).
• Proven ability to coach sellers, diagnose opportunity risk, manage performance, and build team discipline.
• Credibility in complex solution selling and customer-facing opportunity support with building owners, facility managers, and property managers.
• Ability to coach and execute multi-stakeholder selling strategies, including executive-level engagement and coordinated account coverage across customer organizations.
• Working knowledge of commercial HVAC service offerings including preventive maintenance agreements, equipment replacement, retrofit projects, and building controls.
• Financial acumen to evaluate opportunity profitability, pricing strategy, and customer economics.
• Proficiency with Microsoft Office (especially Outlook, Excel, and PowerPoint).
• Ability to develop and deliver clear, data-driven presentations to leadership and cross-functional partners.
• Willingness to champion new technology tools and systems and drive adoption across the sales team.
• High School Diploma or GED required. Bachelor’s degree in Business, Engineering, or a related field is a plus.

Office-based role with regular travel to customer sites and business unit locations within the assigned territory. Must be able to visit active job sites and mechanical rooms, which may involve climbing ladders, navigating rooftops, and working in varying environmental conditions.

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the Company’s business operations.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.