Commercial HVAC Service Account Manager - Coastal Virginia

About the role

As a Commercial Service Account Manager you will grow Carrier Commercial Service by identifying, developing, and advancing opportunities across service agreements, repairs, modernizations, controls, digital solutions, rentals, and other lifecycle‑based offerings. You will build trusted‑advisor relationships, help customers optimize performance, reliability, sustainability, and lifecycle value of building assets, and connect Carrier services to outcomes that support capital renewal planning, reduce operating expenses, improve equipment uptime, and minimize operational risk.

This position is field‑based, serving customers along the Virginia coastline and surrounding areas such as Norfolk and Portsmouth.

Key responsibilities

• Develop territory plans, expand relationships with new and existing clients, and present at customer seminars to generate high‑value opportunities.
• Track all sales activities, prioritize high‑impact leads, and manage the pipeline within the CRM to consistently hit annual targets.
• Assess customer buying stages, deliver tailored proposals, secure timely bookings, and negotiate service agreement renewals.
• Sell the full portfolio of Carrier HVAC service products and solutions, including service agreements, repairs, and modernizations.
• Create and maintain sales territory and account plans as needed.
• Promote Carrier’s value proposition by linking customer objectives to Carrier solutions.
• Utilize CRM to manage customer interactions, activities, and opportunity pipeline.
• Attract new customers and grow share with existing customers.
• Identify and pursue new service agreement opportunities with both existing and prospect customers.
• Respond to repair opportunities and establish credibility with deep knowledge of Carrier products/solutions.
• Develop and sustain strong customer relationships and clearly articulate the value of Carrier offerings.
• Detect the customer’s buying stage and adjust selling approach accordingly.
• Deliver effective presentations and communications.
• Prioritize best opportunities, respond to customer requirements promptly, and secure bookings/orders in a timely manner.
• Consistently achieve sales metrics and annual targets, and negotiate service agreement renewals when required.

Required qualifications

• High School Diploma or GED.
• 2+ years of commercial HVAC sales experience, commercial HVAC service contractor experience, technical sales, sales engineering, or account management in HVAC, building systems, mechanical services, controls, or energy services.
• Ability to lift/carry 20 lb., climb ladders/stairs, and work safely around rooftops, mechanical rooms, and elevated platforms.
• Valid driver’s license and ability to meet company driving requirements, where applicable.

Preferred qualifications

• Bachelor’s degree in Business, Engineering, Construction Management, Facilities Management, or a related field.
• Proven success selling directly to end‑user customers in commercial HVAC, mechanical services, controls, building technologies, facilities, energy services, or related technical environments.
• Experience selling service agreements, planned maintenance, repairs, modernization projects, controls, digital offerings, or lifecycle solutions tied to operational and financial outcomes.
• Ability to create trusted‑advisor relationships by understanding business objectives, facility priorities, asset conditions, budget drivers, and risk factors.

Pay

The annual salary range for this position is $79,000 – $158,000, dependent on skills, education, experience, and other qualifications. The role also includes a lucrative commission plan with unlimited potential, a company car program (monthly stipend and mileage reimbursement or dedicated vehicle), short‑term cash incentives subject to plan requirements, and comprehensive technical sales training and lead generation programs.

Benefits

• Health care: medical, dental, vision, and wellness incentives.
• Retirement benefits.
• Paid time off: up to 15 vacation days, 5 sick days, 5 personal days, 13 holidays, plus birth/adoption, parental, family and medical, bereavement, jury duty, military leave, and purchased vacation.
• Short‑term and long‑term disability.
• Life insurance and accidental death & dismemberment coverage.
• Tax‑advantaged accounts: Health Savings Account, Health Care Spending Account, Dependent Care Spending Account.
• Tuition assistance.