HVAC Sales Manager

Senior Manager – Sales

Location: Berlin, CT

Job Type: Full-Time | On-Site

Industry: Commercial HVAC / Mechanical Services

Salary: $140,000 - $160,000

20% - 30% Bonus Plan

Position Overview

We are seeking a Senior Manager – Sales to lead owner-direct commercial sales for our Berlin, CT business unit. This is a hands-on sales leadership role responsible for developing a high-performing team, driving pipeline and forecasting discipline, and delivering revenue, margin, and customer retention goals.

The Senior Manager will lead Account Managers, New Business Development Managers, and Inside Sales Representatives serving commercial and industrial building owners, facility managers, and property managers.

The ideal candidate is an experienced sales leader who can build accountability, coach sellers through complex opportunities, and help transition a sales organization from reactive quoting to proactive, consultative selling.

What You'll Do

• Lead and develop a team of Account Managers, New Business Development Managers, and Inside Sales Representatives.
• Conduct weekly pipeline and forecast reviews, ensuring opportunities are properly qualified and actively progressing.
• Establish clear sales goals, performance expectations, and accountability across the team.
• Recruit, onboard, coach, and retain high-performing sales professionals.
• Coach sellers through complex opportunities, customer meetings, presentations, negotiations, and closing strategies.
• Drive CRM adoption, pipeline accuracy, pricing discipline, renewal management, and proposal follow-through.
• Partner with service operations to identify capital project opportunities within the existing customer base.
• Lead account planning and cross-sell/upsell strategies across preventive maintenance agreements (PMA), service, retrofit, equipment replacement, and building controls.
• Coach the team on consultative selling and developing business cases that demonstrate customer value beyond price.
• Coordinate with estimating, engineering, operations, and leadership on strategic opportunities.
• Monitor key performance indicators including bookings, revenue growth, margin, win rates, retention, forecast accuracy, and seller productivity.
• Identify sales process gaps and implement improvements that increase commercial performance.
• Provide leadership with insight into customer needs, market conditions, competitive activity, and growth opportunities.

What We're Looking For

• 7+ years of B2B sales experience in commercial HVAC, mechanical contracting, technical building services, or a related industry.
• 2–5+ years of sales leadership or management experience with direct responsibility for team performance.
• Proven success building, coaching, and developing sales teams to achieve revenue, margin, and retention goals.
• Strong pipeline management, forecasting, and CRM experience.
• Experience implementing structured sales processes and improving sales team accountability.
• Strong background in complex, consultative B2B selling.
• Experience working with building owners, facility managers, property managers, and other key decision-makers.
• Working knowledge of commercial HVAC services, including preventive maintenance agreements, equipment replacement, retrofit projects, and building controls.
• Strong financial and commercial acumen, including pricing, profitability, and margin management.
• Ability to coach multi-stakeholder sales strategies and executive-level customer engagement.
• Proficiency with Microsoft Office; Microsoft Dynamics 365 experience is preferred.
• High School Diploma or GED required; bachelor's degree in Business, Engineering, or a related field is preferred.

Work Environment & Travel

This is an office-based position in Berlin, Connecticut, with regular travel to customer sites and business unit locations throughout the assigned territory.

The role may require visits to active job sites, rooftops, and mechanical rooms. Occasional travel to regional offices or corporate headquarters may also be required for meetings, training, and planning.

Applicants must be currently authorized to work in the United States on a full-time basis. Employer visa sponsorship is not available for this position.

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.

Equal Opportunity Employer

We are an Equal Opportunity Employer and consider qualified applicants for employment without regard to any characteristic protected by applicable federal, state, or local law.