Critical Facilities Sales Manager

ATS Companies; Washington (District of Columbia); Hybrid; USD 125,000 - 175,000; Full time

Benefits offered by this job

Annual incentive bonus

Car allowance

Full benefits

Job summary

ATS Automation seeks a Sales Manager to lead the Critical Facilities sales team nationwide, driving profitable growth, pipeline management, forecasting, and customer satisfaction across BMS, EPMS, and analytics-based offerings. The role requires strategic account development and leadership of a 6–10 person sales team.

You will mentor Account Executives, engage with end users and contractors, and leverage Ignition SCADA, Allen-Bradley PLCs, Tridium/Niagara, and SkySpark platforms to create value

Qualifications

• Engineering degree or equivalent mix of education and experience.
• 5+ years of business development in Building Automation/EPMS.
• 2+ years of management experience.
• Authorized to work in the United States without sponsorship.

Responsibilities

• Develop profitable opportunities in the Data Center market and related verticals across the United States.
• Lead and develop a team of 6-10 Account Executives through coaching, onboarding, and performance reviews.
• Coordinate sales coverage to support end users, contractors, consultants, and partners via site visits and engagement.
• Participate in strategic pursuits and high-value sales opportunities as needed.
• Maintain relationships with major customers to identify needs and opportunities.
• Serve as a technical/strategic resource on BMS/EPMS including DDC, PLC, SCADA, and analytics.
• Guide solution positioning for ATS platforms (Ignition SCADA, Niagara, SkySpark, etc.).
• Assist in defining scopes, budgets, and estimating costs from plans and specifications.
• Review major bids for accuracy, scope, labor strategy, and margins.
• Maintain ATS CRM discipline with pipeline, forecasting, and reporting.
• Collaborate with Operations/Finance to align opportunities with capacity and commitments.
• Assess market conditions to shape long-range sales planning and positioning.
• Represent ATS in industry events and networking.
• Reinforce a sales culture focused on credibility, accountability, and growth.

Skills

Collaborative communication

Time management

Writing skills

MS Office

Independence

Data Center automation

DDC/PLC knowledge

Mechanical knowledge

Education

Engineering degree or equivalent

Tools

CRM software

Ignition SCADA

Allen-Bradley PLCs

Tridium/Niagara

Delta Controls

SkySpark

Job description

COMPANY INFORMATION:

Established in 1986, ATS Automation is the leading provider of energy management services, automated control systems, critical airflow solutions, and building systems integration. We aim to be the market leader in excellence in building technologies by providing the industry's best teams, engineered solutions, service support, and products.At ATS, we custom engineer and install building automation systems to optimize buildings' mechanical and electrical systems, reduce building energy consumption, increase tenant comfort, and maximize the productivity of tenants and facilities management personnel.Headquartered in the Pacific Northwest, with 14 offices and growing across the United States, we support and manage complex building automation and controls projects across the country and abroad. We seek out candidates from diverse backgrounds who are curious and eager to learn, have excellent communication skills, and who possess an exceptional work ethic and initiative.ATS is committed to employee development and offers an extensive training program and ongoing advancement to all employees. Our company enjoys remarkable tenure and we take pride in our employees' ability to grow their career and find long-term success at ATS.

JOB SUMMARY:

As Sales Manager, you will lead and develop the ATS Critical Facilities sales team as they build long-term business-to-business relationships with existing and new customers across the national market. You will be responsible for driving profitable growth, pipeline management, forecasting, reporting, customer satisfaction, sales discipline, and solution development across BMS, EPMS, and Analytics-based offerings, while ensuring the team proactively identifies customer needs, develops strong solutions, and creates new business opportunities for ATS.

DUTIES AND RESPONSIBILITIES:

• Develop sustainable and profitable business opportunities in the Data Center market, as well as complementary vertical markets across the United States.
• Lead, coach, recruit, onboard, train, and develop a team of approximately 6-10 Account Executives and sales resources through regular communication, goal setting, mentoring, performance management, and informed performance appraisals.
• Organize sales coverage to ensure end users, general contractors, mechanical contractors, consultants, and strategic partners are consistently and thoroughly supported through site/office visits, project follow-up, relationship management, and proactive customer engagement.
• Participate directly in strategic pursuits, large / key account development, customer presentations, project interviews, and high-value sales opportunities as needed.
• Maintain ongoing relationships with major customers and strategic accounts to understand business needs, identify pain points, create value, and develop future opportunities.
• Serve as a technical and strategic resource to the sales team on BMS and EPMS solutions, including DDC, PLC, SCADA, system integration, and analytics.
• Provide guidance on solution positioning and application of ATS-supported platforms, including Ignition SCADA, Allen-Bradley PLCs, Tridium/Niagara, Alerton, Delta Controls, SkySpark, and future supported technologies.
• Support Account Executives in defining customer solutions, developing scopes of work, budgeting project opportunities, and estimating control system hardware, software, labor, installation, and specialty material costs from plans, specifications, and contract documents.
• Review major bids, proposals, and estimates for accuracy, scope alignment, labor strategy, risk, margin, product discounts, and overall commercial positioning.
• Manage bid / no-bid discipline and support clean handoffs from sales to operations to ensure scope, risk, customer expectations, and delivery strategy are clearly understood.
• Maintain sales process discipline through consistent use of ATS's CRM, including opportunity tracking, pipeline management, monthly forecasting, probability updates, reporting, and communication of future workload expectations.
• Partner closely with Operations, Service, and Finance leadership to maintain alignment on sales opportunities, delivery capacity, customer satisfaction, project risk, backlog, financial performance, and business trends that affect sales strategy and customer commitments.
• Assess market conditions, competitor activity, industry trends, and future business opportunities to help shape ATS Critical Facilities' long-range sales planning, account strategy, vertical market development, and sales / marketing positioning.
• Represent ATS Critical Facilities within the broader industry through consulting support, customer and industry presentations, seminars and trainings, trade associations, industry events, and relationships with architects, engineers, contractors, owners, and other strategic industry contacts.
• Reinforce a sales culture built around technical credibility, customer trust, accountability, follow-through, and profitable growth.

SKILLS AND ABILITIES:

• Collaborative communication and interpersonal skills
• Strong time management and organizational skills
• Strong writing and presentation skills
• Proficiency with Microsoft Office applications
• Ability to work independently and unsupervised
• Experience with Data Center/Critical Facility automation systems
• Technical understanding of DDC & PLC control theory and applications
• Knowledge of mechanical and electrical systems

WORK ENVIRONMENT AND PHYSICAL DEMANDS:

This position is primarily office-based with periodic travel to customer and project sites as needed. Site visits may include typical construction and outdoor conditions and require the use of appropriate personal protective equipment (PPE). Occasional lifting or exerting up to 20 pounds of force may be required. The role also requires extended periods of computer work, including frequent typing and use of standard office and IT equipment.

COMPENSATION AND BENEFITS

• Competitive base salary + annual incentive bonus based on meeting targeted goals + car allowance
• Base salary: $125,000 - $175,000 depending on experience and qualifications
• Benefits information can be found at ATS Benefits

POSITION TYPE AND HOURS

Full time, exemptMonday-Friday with flexibility as needed to meet proposal deadlines, attend industry events, etc.Ability to travel as needed to locations in North America, approximately 25-50% of working time

CREDENTIALS AND EXPERIENCE

• Engineering undergraduate degree or equivalent combination of education and experience5+ years business development experience specific to Building Automation and EPMS
• 2+ years of management experienceMust be authorized to work in the United States on a continual and permanent basis without company sponsorship

ATS is an equal opportunity employer and we are committed to complying with all federal, state, and local laws providing equal employment opportunities. When making hiring and employment decisions, we do not discriminate based on race, color, national origin, ancestry, religion, sex, gender identity, sexual orientation, marital status, pregnancy, age, military service, military or veteran status, physical or mental disability, medical condition as defined under state and federal law, or any other legally protected category. All such discrimination is strictly prohibited.

The above job description may not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.