​Regional Sales Manager - California, Nevada, Arizona Area

Key Responsibilities

• Lead, coach, and develop a team of account managers, making rep growth and field-based coaching the core focus of the role.
• Conduct regular field rides with account managers, coaching live in front of customers and debriefing each call against clear development goals.
• Hold a consistent weekly one-on-one cadence with each account manager, focused on pipeline progress, skill development, and accountability.
• Coach account managers through complex, high-stakes opportunities—deal strategy, stakeholder mapping, and advancement—building their capability rather than taking deals over.
• Build and execute structured onboarding and ramp plans that get new account managers productive quickly.
• Drive new business and expand BCS’s market presence across the region, with particular focus on the data center and mission-critical vertical.
• Lead joint territory and account planning so every account manager has a clear, prioritized growth plan for their book.
• Collaborate with the Regional Director to refine and implement sales strategies that enhance productivity and profitability.
• Own the regional operating rhythm—pipeline reviews, forecasting, and a scorecard cadence—to drive accountability and ensure targets are met and exceeded.
• Ensure the quality and competitiveness of proposals and building designs, coaching the team to align solutions with client needs and industry standards.
• Provide building automation and controls expertise to advise the team and support clients on technically complex solutions.
• Analyze market trends and competitor activity to adapt strategies and maintain competitive advantage.
• Uphold a culture of high performance, accountability, and continuous improvement that values learning and a commitment to quality.

Qualifications

• Bachelor’s degree in business administration, Engineering, or a related field
• Minimum of 7 years of sales experience in the commercial HVAC, building controls and automation industry, with at least 3 years in a managerial role
• Proven track record of leading sales teams and managing large, multi-state territories
• Strong technical acumen with a deep understanding of building automation systems, controls, and related technologies
• Exceptional relationship-building skills, with a network of industry contacts and a history of successful account management
• Able to develop strategic sales plans and proposals that align with company goals and client needs
• Excellent communication, negotiation, and presentation skills
• Strong analytical and problem-solving abilities, capable of managing complex sales cycles and financial metrics
• Resilient and adaptable, thriving in a fast-paced and evolving business environment

What We Offer

• Competitive base salary plus uncapped performance-based commissions
• Comprehensive benefits package including health, dental, vision, and 401(k)
• Structured onboarding and product training programs
• Opportunities for career growth within a high-performing, supportive team culture
• Access to best-in-class manufacturers and internal technical expertise