Sales Manager

Job Description

Job Description

OUR VISION:

"To become an indispensable partner to building owners with mission-critical systems."

POSITION SUMMARY/OBJECTIVE:

The Sales Manager is responsible for driving revenue growth through both personal sales performance and the leadership of a high-performing sales team. This role supports the development of the branch sales plan in partnership with the Branch Manager and is accountable for executing against it to strengthen the pipeline and expand market presence. Success in this role is defined by the ability to develop strong talent, create a culture of accountability and excellence, and consistently deliver results through disciplined execution of a unified, high-impact team.

KEY TASKS & RESPONSIBILITIES:

Sales Strategy & Execution

• Owns their individual sales plan while driving the sales pace required to achieve branch targets.
• Executes the branch comprehensive sales strategy that balances near-term performance (bookings and earnings) with long-term growth through strategic accounts and recurring revenue streams ensuring alignment with broader company strategy, organizational objectives, and branch strategic initiatives.
• Leads business development efforts, including pipeline generation, opportunity prioritization, and effective deployment of sales resources.
• Drives consistency and discipline in sales execution through ownership of standardized tools and processes, including one-page proposals, financial analysis, and DAP (Deal Acquisition Process) stage gates.
• Builds and strengthens customer relationships at all levels, with a focus on expanding access and developing toward executive-level connections over time.

Pipeline & Revenue Management

• Maintains full accountability for pipeline health, forecasting accuracy, and conversion performance.
• Actively invests time in business development to generate new opportunities and ensure individual bookings extend beyond house accounts.
• Ensures a disciplined approach to pipeline management that supports both tactical wins and strategic account progression.
• Aligns sales activities with financial goals, ensuring a balance between immediate results and sustainable growth.
• Leverages DAP insights and analytics to improve deal quality, progression, and win rates.

Value Proposition & Market Positioning

• Establishes and refines compelling value propositions that clearly articulate customer impact, including:
• Accelerated time-to-market
• Reduced capital investment and upfront costs
• Lower lifecycle operating costs
• Improved risk-adjusted return on investment
• Ensures the sales team consistently communicates differentiated value to customers, including use of the one page proposal and financial analysis tools.

Sales Governance, Risk & Safety Integration

• Establishes a culture of accountability where sellers take ownership of pre-sale safety considerations as a core component of the sales process.
• Ensures safety is proactively addressed and embedded early in the sales cycle, aligning with operational standards and risk management practices.
• Partners with Operations to reinforce that safety is a shared responsibility across the full project lifecycle, including pre-sale activities.

Leadership & Talent Development

• Coaches and develops direct reports on a regular cadence to strengthen sales capability, execution discipline, and strategic thinking.
• Partners with General Managers to ensure alignment and development of indirect sales team members.
• Leads with a strong focus on training, mentoring, and coaching sellers, using data and insights (including DAP outputs) to create targeted, seller-specific development plans.
• Builds and leads a high-performance sales culture grounded in accountability, continuous improvement, execution excellence and results..

Cross-Functional Collaboration

• Partners closely and collaboratively with Operations, Finance, and Marketing to align sales strategies with broader business objectives and ensure effective execution, shared accountability, and organizational success.
• Leverages Sales Enablement resources to support both tactical execution and long-term capability building across the sales organization.

Continuous Improvement & Business Acumen

• Demonstrates a commitment to ongoing development of personal sales leadership and deepening business acumen.
• Identifies opportunities to improve sales processes, tools, and methodologies to enhance effectiveness and efficiency.

CONDUCT STANDARDS:

• Maintains appropriate Company confidentiality at all times.
• Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations.
• Cultivates and promotes the “Hearts & Minds” safety culture.
• Consistently exemplifies the Core Values of the Company (we CARE, we ACT WITH INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE).

WORK ENVIRONMENT:

• This position operates primarily in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, and filing cabinets.
• Work duties may regularly necessitate walk-throughs of local job sites, during which the incumbent may utilize basic tools (measuring tape, screwdriver, wrench, etc.), and be intermittently exposed to the conditions typically associated with a construction site.

PHYSICAL DEMANDS:

• In performing the duties of this job, the incumbent is regularly required to sit, stand, talk, walk, hear, and possess an appropriate degree of both visual acuity and manual dexterity.
• May occasionally be required to climb, stoop, crouch, crawl, reach, and/or perform repetitive motion.
• This is considered a light work position, which means possible exertion of up to twenty (20) pounds of force occasionally, and/or up to ten (10) pounds of force frequently, and/or a negligible amount of force constantly to lift, carry, push, pull, or otherwise move objects.

TRAVEL:

• This position may require up to 70% local travel, primarily to client offices/meetings and jobsites.

MINIMUM QUALIFICATIONS:

• 8+ years of proven sales experience within industry.
• Strong cross-functional collaboration skills.
• Ability to engage in effective collaboration and communication.
• Effective organizational, presentation, negotiation and follow-up skills.
• Comfort and familiarity with the analysis and discussion of financial statements and investment concepts, including return on investment, customer acquisition cost, customer lifetime value, etc.
• Must have a valid driver's license.
• Must have a driving record compliant with the Company's policies and MVR requirements, and consent to ongoing driving record monitoring by the Company.

PREFERRED QUALIFICATIONS:

• Bachelor’s Degree in a relevant field.
• Technical MEP/ building system experience.

This job description is intended to describe the general nature of work being performed by the individual who assumes this role, not an exhaustive list of responsibilities. Duties, responsibilities, and activities may change at any time, with or without notice, as business needs dictate. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. Limbach Facility Services LLC is an Equal Opportunity Employer.