Senior Manager - Sales

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.
• Cook up 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.

  Requirements

  • A High School Diploma or GED is required.
  • A Bachelor’s degree in Business, Engineering, or a related field is a plus.
  • 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.
  • Office-based role with regular travel to customer sites and business unit locations within the assigned territory.
  • Must be able to sit and/or stand for extended periods of time.
  • This job operates primarily in an office environment with regular field travel.
  • Must be able to sit and/or stand for extended periods of time.
  • Occasional travel to corporate headquarters or regional offices for leadership meetings, training, and planning sessions.