Sales Manager - Projects

Opportunity Profile

Location: Greater Washington, D.C. Metro Area

Position Title: Sales Manager

The Opportunity

This is an opportunity for a proven sales leader to step into a highly visible role and play a direct part in transforming the future of the business. Reporting to the President, the Sales Manager will inherit a team of 12 sales professionals, an established customer base of approximately 600 accounts, and a market with significant untapped growth potential. The foundation is already in place. What is needed now is a leader who can bring structure, accountability, strategy, and a proactive sales mindset to unlock the next phase of growth.

The organization is at a pivotal point. While the sales team has historically focused on servicing existing relationships and responding to customer requests, executive leadership is committed to building a more strategic, consultative, and growth-oriented sales culture. The incoming Sales Manager will have the opportunity to shape that vision by developing people, implementing proven sales processes, improving CRM utilization, driving business development activity, and creating clear performance expectations across the team.

This role is ideal for a leader who thrives in environments where they can make a measurable impact. The successful candidate will have the support of senior leadership and the autonomy to influence sales strategy, customer engagement, talent development, forecasting, and overall team performance. Beyond managing day-to-day activities, this individual will help establish the framework for how the organization approaches account management, opportunity development, pricing strategy, market penetration, and long-term customer relationships.

With substantial market opportunity, a strong customer base, and executive leadership committed to change, the Sales Manager will be positioned to help elevate the organization from a reactive sales operation into a highly disciplined, growth-focused commercial organization. For someone who enjoys building teams, developing talent, implementing best practices, and creating lasting business results, this role offers the chance to leave a meaningful mark on both the sales organization and the overall success of the company.

The Company

Our client is a well-established commercial HVAC and mechanical services organization with a long-standing presence in its market and a reputation for delivering high-quality solutions to commercial and institutional customers. The company serves a large portfolio of existing clients and has the operational infrastructure, technical expertise, and customer relationships necessary to support substantial future growth.

The business has built a strong foundation through decades of customer service and technical excellence. With a dedicated service operation, project sales team, and maintenance business already in place, the company is uniquely positioned to capitalize on market opportunities that have not yet been fully developed. Leadership believes the business is capable of significantly increasing its market share through a more strategic, disciplined, and customer-focused sales approach.

The organization is committed to investing in its people, processes, and long-term growth initiatives. This commitment creates an environment where strong leaders can make a measurable impact and help shape the future direction of the business.

The Boss

The position reports directly to the President, a highly accomplished operations and commercial leader known for building high-performing teams, driving accountability, and delivering measurable business results. Throughout his career, he has successfully led organizations through periods of growth, operational improvement, and cultural transformation while maintaining a strong focus on customer satisfaction and employee development.

Having recently joined the organization, he brings a fresh perspective and a clear vision for the future. He has quickly identified opportunities to strengthen the sales organization and is committed to providing the support, resources, and executive sponsorship necessary for long-term success. He believes strongly in delegation, empowerment, and surrounding himself with talented leaders who can take ownership of their areas of responsibility.

The successful candidate will have the opportunity to work directly alongside a leader who values transparency, accountability, performance, and continuous improvement. He is looking for a trusted partner who can independently lead the sales organization while helping execute a broader vision for growth across the business.

The Position

The Sales Manager is responsible for leading, developing, and overseeing the sales and business development team to achieve company growth objectives. This role provides strategic oversight of sales personnel, processes, performance metrics, forecasting, customer development efforts, and business growth initiatives. The position will be heavily focused on coaching, performance management, process development, strategy execution, and cultivating a proactive sales culture.

The successful candidate must be capable of balancing day-to-day team leadership while simultaneously creating long-term sales strategies that drive revenue growth, margin improvement, customer retention, and market expansion.

Essential Functions (Other duties may be assigned)

• Lead, coach, develop, and mentor a team of 12 sales professionals.
• Recruit, hire, onboard, train, and develop new sales talent.
• Establish performance expectations, sales goals, KPIs, and accountability measures.
• Drive the organization's transition from a reactive sales model to a proactive, consultative selling approach.
• Develop and implement sales strategies that increase revenue growth and market penetration.
• Improve customer engagement, relationship management, and account development efforts.
• Create consistency around sales processes, opportunity management, forecasting, and CRM utilization.
• Analyze sales performance, pipeline activity, and market opportunities to improve results.
• Collaborate with operations, service, maintenance, and leadership teams to support growth objectives.
• Manage key customer relationships and support strategic account development initiatives.

Qualifications

• Proven experience leading sales teams within commercial HVAC, mechanical services, building systems, or related industries.
• Demonstrated ability to drive organizational change and improve sales performance.
• Strong business development, coaching, and team-building capabilities.
• Experience implementing sales processes, accountability systems, forecasting, and KPI management.
• Strong relationship-building, communication, negotiation, and leadership skills.
• Comfortable operating in a fast-paced environment undergoing cultural and organizational transformation.

Education and Experience

• Minimum four years of experience in mechanical or commercial building trades, preferably HVAC.
• Minimum four years of sales leadership and people management experience.
• Demonstrated success in sales leadership, team development, and customer relationship management.
• Experience with CRM platforms, preferably Salesforce, and Microsoft Office applications.
• Valid driver's license and acceptable driving record.

Competencies

• Leadership and coaching excellence.
• Strategic planning and execution.
• Business development and consultative selling expertise.
• Data-driven decision making and analytical skills.
• Change management and organizational influence.
• Accountability, professionalism, and integrity.
• Strong communication and collaboration skills.
• Ability to develop people while driving measurable business results.

Work Environment

This is a full-time leadership position based in the Greater Washington, D.C. metro area. The role requires close collaboration with sales, service, maintenance, operations, and executive leadership teams. The environment is growth-oriented, performance-driven, and focused on creating meaningful operational and commercial improvements across the business. Standard work hours are Monday through Friday.

Compensation

The company offers a competitive compensation package designed to reward both performance and long-term business growth. In addition to base compensation and incentive opportunities tied to key business objectives, employees enjoy a comprehensive benefits package and the opportunity to join an organization committed to investing in its people, leadership team, and future success.