Job Title: Selling Sales Manager – Commercial Mechanical Services
Compensation: Base salary with performance-based bonus structure and commission
The Sales Manager is responsible for leading and developing a high-performing sales team for commercial HVAC projects and commercial HVAC preventive maintenance agreements. This role oversees daily sales operations, drives strategy, and ensures alignment with company goals by actively monitoring individual and division performance, pipeline health, and overall profitability. The Sales Manager works closely with the operations team to ensure accurate estimating, timely handoffs, and seamless customer experience while driving consistent revenue growth and margin performance.
Key Responsibilities
- Lead, train, and coach the sales team to drive performance and accountability.
- Oversee daily activities and ensure consistent execution of the sales process.
- Monitor sales goals, budgets, and performance targets.
- Monitor and report on KPIs including lead conversion, close rates, gross profit, and pipeline.
- Oversee and monitor lead flow and collaborate with the Director of Operations to adapt strategy in response to slow periods or market changes.
- Review all estimates to ensure accuracy, completeness, and alignment with company profit objectives.
- Identify, pursue, and close new business opportunities and growth segments.
- Support and expand relationships with key owner direct customers.
- Prepare sales forecasts, team metrics, and budget reports to leadership.
- Lead weekly meetings with the sales and operations teams to align on pipeline, handoffs, and project execution.
- Conduct pipeline and performance reviews to ensure healthy backlog and proactive follow-ups.
- Recruit, onboard, and develop new sales team members.
- Stay up to date on industry trends, market developments, and competitor activity.
- Develop performance improvement plans for underperforming sales staff.
- Ensure all processes are followed for clean job handoffs to installation and operations teams.
- Drive the development of sales strategies, target markets, and territory plans.
- Collaborate closely with the Director of Operations to support maintenance contract growth and ensure excellent customer experience.
- Uphold a culture of accountability, professionalism, and customer-first service.
Key Performance Indicators
- Achievement of monthly/quarterly/annual sales targets
- Growth in new customer acquisition and maintenance contracts
- Gross profit margin on sold work and overall departmental profitability
- Estimated costs versus actuals
- Quote conversion and closing ratio.
- Sales team performance and development metrics
Qualifications
- 10+ years of sales experience, with a proven track record of hitting or exceeding targets.
- 5+ years of successful sales management or leadership experience.
- Demonstrated ability to lead, coach, and grow high-performing sales teams.
- Proven experience developing sales plans, creating go-to-market strategies, and successfully implementing new sales initiatives.
- Strong business acumen with the ability to drive both top-line revenue and bottom-line profitability.
- Experience in HVAC, plumbing, electrical, mechanical services, or construction strongly preferred.
- Highly motivated, results-driven, and hungry to scale a team and expand market presence.
- Strategic thinker with the ability to develop and execute long-term sales growth plans.
- Comfortable working in a fast-paced, performance-focused environment.
- Excellent communication, interpersonal, and negotiation skills.
- Proficient in CRM platforms and data-driven sales management.