Service Sales Manager - Commercial HVAC

Responsibilities

• Lead the planned maintenance sales department and drive achievement of revenue, gross margin, and new agreement targets. 
• Develop and execute sales strategies to grow DWC’s commercial HVAC maintenance agreement portfolio. 
• Establish individual and team sales goals, activity expectations, and performance metrics. 
• Coach, develop, and hold sales team members accountable for pipeline development, prospecting, proposal activity, and closing results. 
• Conduct regular pipeline reviews, opportunity strategy meetings, and sales performance discussions. 
• Identify gaps in sales coverage, target markets, and prospecting activity and implement corrective strategies. 
• Assist with recruiting, onboarding, and training new planned maintenance sales professionals as the department grows. 

• Develop strategies to identify and pursue new commercial HVAC service opportunities. 
• Build relationships with property managers, facility directors, building owners, general contractors, and other commercial decision-makers. 
• Support and participate in prospecting efforts including cold calling, networking, referrals, association involvement, and targeted outreach. 
• Personally assist with strategic accounts and larger or more complex opportunities. 
• Help the team move prospects from initial introduction through site survey, proposal, negotiation, and close. 

• Oversee the development and sale of commercial HVAC planned maintenance agreements. 
• Ensure proposed maintenance scopes accurately reflect equipment needs, customer expectations, technician requirements, and desired service levels. 
• Review pricing, labor assumptions, equipment inventories, and contract structures to support profitable agreements. 
• Partner with service operations and technical teams to ensure agreements can be delivered effectively. 
• Establish standards for agreement quality, pricing discipline, renewal strategy, and customer value. 

• Ensure sales opportunities, proposals, follow-up activity, and customer interactions are accurately maintained in the CRM. 
• Review major proposals for scope, pricing, positioning, and presentation quality. 
• Coach sales representatives on communicating the value of planned maintenance, including equipment reliability, reduced downtime, lifecycle cost, energy performance, and budget predictability. 
• Develop consistent sales processes, proposal standards, presentations, and account-development strategies. 
• Monitor proposal conversion rates and identify opportunities to improve win rates. 

• Maintain strong relationships with key commercial customers and strategic accounts. 
• Support customer retention and contract renewal efforts. 
• Work with service leadership to resolve customer issues and protect long-term relationships. 
• Identify opportunities within existing accounts for expanded maintenance coverage, repairs, retrofits, equipment replacement, controls, and other DWC services. 
• Help create a coordinated account strategy between sales and service operations. 

• Work closely with Service Managers, technicians, estimators, operations leaders, and project teams. 
• Coordinate with service operations before committing to major scope, staffing, or scheduling requirements. 
• Ensure clean handoff of newly sold agreements from sales to service operations. 
• Communicate customer expectations, equipment information, scope requirements, and special conditions. 
• Partner with leadership to evaluate market opportunities, pricing strategies, staffing needs, and departmental growth. 

• Track and report key sales metrics including: 
  • New agreement revenue 
  • Annual recurring maintenance revenue 
  • Gross margin 
  • Pipeline value 
  • Proposal volume 
  • Close rate 
  • Sales activity 
  • Contract renewals 
  • New logos/accounts 
• Provide regular forecasts and pipeline updates to leadership. 
• Analyze sales results and market activity to identify trends and opportunities. 
• Maintain accountability for CRM accuracy and forecasting discipline. 

Qualifications

• 5+ years of commercial HVAC, mechanical service, building automation, facilities, or related B2B service sales experience preferred. 
• Prior experience leading, coaching, or managing a sales team strongly preferred. 
• Demonstrated success selling commercial service agreements, recurring maintenance contracts, or similar B2B solutions. 
• Strong understanding of commercial HVAC systems and preventative/planned maintenance principles. 
• Proven ability to develop new business and build long-term customer relationships. 
• Experience managing a sales pipeline and using CRM systems. 
• Strong estimating, proposal, negotiation, and closing skills. 
• Ability to understand customer operational needs and translate them into practical HVAC service solutions. 
• Strong financial and business acumen, including understanding of revenue, gross margin, pricing, and contract profitability. 
• Excellent communication, presentation, and leadership skills. 
• Ability to work effectively with service operations, technicians, estimating, and executive leadership. 
• Valid driver’s license and ability to travel locally to customer sites, meetings, and industry events. 

• Experience selling commercial HVAC planned maintenance agreements. 
• Previous experience with a mechanical contractor or commercial HVAC service organization. 
• Existing relationships within the commercial property, facilities, or building-management community. 
• Experience with CRM-based pipeline management and sales forecasting. 
• Familiarity with HVAC replacement, retrofit, controls, and service-project sales. 

• Build a consistent and accountable planned maintenance sales process. 
• Increase new commercial maintenance agreement revenue. 
• Improve pipeline quality, forecasting accuracy, and close rates. 
• Develop sales representatives into stronger hunters and relationship managers. 
• Expand DWC’s presence with commercial building owners and facility leaders. 
• Create stronger alignment between sales and service operations. 
• Increase recurring service revenue while maintaining appropriate pricing and margin discipline. 
• Generate downstream repair, retrofit, replacement, and service-project opportunities through a growing maintenance customer base. 

Benefits

• Competitive pay 
• Comprehensive health insurance (including dental and vision) 
• Health Saving Account with company contribution 
• Paid Life Insurance
• 401(k) plan with company matching
• Generous paid time off    
• Paid Holidays
• Professional development assistance
• Employee discount