Service Sales Regional Manager

Key Responsibilities

• Lead, coach, mentor, and develop a team of Account Executives to achieve regional service revenue and maintenance agreement goals.
• Drive new customer acquisition and expansion of existing strategic accounts through consultative, solution-based selling of ElitAire service agreements, turnkey HVAC retrofits, and advanced cooling solutions.
• Create and execute a regional strategic plan for owner/enterprise sales growth, including pipeline management, forecasting, and regular pipeline reviews with AEs and senior leadership.
• Develop and deliver high-impact owner value propositions incorporating energy savings calculations, financial paybacks, financing options, maintenance cost reductions, and sustainability benefits.
• Plan and support high-level sales calls, technical presentations, lunch-and-learns, and demonstrations with building owners, facility executives, and data-center operators.
• Identify market opportunities using equipment databases, shipment records, and competitive intelligence to grow share of maintenance agreements and service contracts, with special focus on ElitAire critical cooling and chiller systems.
• Lead complex sales cycles from discovery through proposal, negotiation, and close, coordinating cross-functional teams (operations, engineering, finance) as needed.
• Build and maintain executive-level relationships with owners, consultants, channel partners, and industry associations (BOMA, IFMA, ASBO, etc.).
• Promote ElitAire as a leader in green, energy-efficient, and environmentally responsible HVAC and cooling technologies; support LEED and sustainability initiatives.
• Provide ongoing technical training, product updates, and problem-resolution support to both the sales team and customers.
• Collaborate with Daikin Applied, ElitAire Operations, and Regional leadership to ensure seamless delivery and customer success.
• Deliver accurate sales forecasting, pipeline visibility, and market/competitor intelligence to senior leadership.
• Travel extensively (up to 25%) within the assigned region to support sales activities and team development.
• Continuously expand personal and team expertise in whitespace infrastructure, cooling technologies, energy management, and emerging industry trends.

Qualifications

• Bachelor’s Degree (Engineering, Business, or related technical field) or equivalent experience.
• Master’s Degree or LEED/AP certification preferred.
• 8–10 years of progressive sales experience in HVAC, mechanical service, critical cooling systems, or data-center infrastructure.
• 4+ years of people-leadership experience managing service sales professionals.
• Proven success selling complex service agreements and turnkey retrofit projects with long sales cycles.
• Experience with Salesforce (or equivalent CRM).
• LEED/Green building or data-center cooling expertise.

Required Knowledge, Skills, And Abilities

• Strong technical understanding of HVAC systems, chillers, cooling technologies, energy efficiency, and maintenance/service programs.
• Demonstrated ability to consistently achieve and exceed sales quotas in a solution-selling environment.
• Excellent leadership, coaching, and performance-management skills.
• Superior communication, presentation, negotiation, and executive presence.
• Proven strategic thinking and territory/account planning capabilities.
• Self-starter with high initiative and ability to thrive in a fast-paced, evolving market.
• Proficiency in creating financial justifications (payback, ROI, TCO) for technical solutions.
• Willingness to travel up to 25% within ElitAire Ohio and Indiana territory, and domestically for Daikin Applied events.