Head of HVAC Sales

The Trade Partners; New Jersey; On-site; USD 110,000 - 140,000; Full time

Job summary

The Trade Partners, located in New Jersey, seeks an experienced HVAC sales leader to build and scale a revenue organization within a growing HVAC business. This is not a traditional Sales Manager role and offers ownership-like economics with the potential to evolve into an operating partner.

The Head of Sales will lead from the field when needed, coach Comfort Advisors, implement a repeatable sales process, and drive CRM discipline, KPI reporting and cross-functional alignment across sales,

Qualifications

• Several years of direct HVAC sales experience.
• Personally sold HVAC replacement systems.
• Experience coaching or leading salespeople.
• Strong CRM and KPI discipline.
• Ability to recruit and develop salespeople.
• Reputation for ethical, customer-focused selling.

Responsibilities

• Develop a repeatable, measurable HVAC sales organization.
• Lead residential replacement sales and light-commercial opportunities.
• Develop sales process and playbook.
• Recruit and develop Comfort Advisors.
• Coach, ride-alongs and performance management.
• Manage financing and option-based presentations.
• CRM discipline and forecasting.
• Coordinate across sales, service, dispatch and installation.
• Build a sales organization that can scale beyond any individual salesperson.

Skills

HVAC sales leadership

Sales management

CRM discipline

Coaching & mentoring

Field leadership

Tools

ServiceTitan

Job description

$110,000–$140,000 base salary + uncapped performance compensation + 2%–5% earned ownershipz

Target total annual cash compensation for strong performance: $175,000–$250,000+

Additional ownership opportunity is available as responsibility and company value grow.

The Opportunity

Our talent management firm is conducting a confidential search for an experienced HVAC sales leader to help build the sales organization of a growing HVAC business.

This is intended to be different from a traditional Sales Manager position.

The person selected will have the opportunity to build the revenue organization, participate directly in the economics they create, and potentially develop into a broader operating partner.

The business will combine experienced HVAC leadership with strong capabilities in operations, technology, automation, analytics and business systems.

The missing piece is an exceptional HVAC sales leader.

What This Person Will Own

The Head of Sales will be responsible for developing a repeatable, measurable HVAC sales organization, including:

• Residential replacement sales
• Light-commercial service and replacement opportunities
• Sales process and playbook development
• Recruiting and developing Comfort Advisors
• Coaching, ride-alongs and performance management
• Technician-generated replacement opportunities
• Lead allocation and pipeline management
• Financing and option-based selling
• Unsold-estimate follow-up and recovery
• CRM discipline and forecasting
• Sales KPIs and reporting
• Coordination across sales, service, dispatch and installation
• Building a sales organization that can scale beyond any individual salesperson

This is a hands-on leadership position.

The Head of Sales should be willing and able to personally run calls, demonstrate the sales process and lead from the field when necessary.

The Numbers Should Be Familiar

Strong candidates should already be comfortable discussing metrics such as:

• Close rate by lead source
• Average replacement ticket
• Revenue per Comfort Advisor
• Gross margin
• Technician lead turnover
• Financing penetration
• Unsold-estimate recovery
• Lead-to-install conversion
• Sales capacity
• Revenue generated per lead

There is no single required benchmark.

What matters is understanding the numbers, knowing why they move and having demonstrated the ability to improve them.

Ideal Background

Candidates may currently be:

• HVAC Sales Managers
• Directors of Sales
• Comfort Advisor Managers
• General Managers with significant sales responsibility
• Elite Comfort Advisors who have successfully begun building or leading teams

Strong candidates will have:

• Several years of direct HVAC sales experience
• Personally sold HVAC replacement systems
• Demonstrated high sales production
• Experience coaching or managing salespeople
• Strong residential replacement experience
• Experience with light-commercial HVAC is a plus
• Experience generating opportunities through field technicians
• Experience with financing and option-based presentations
• Strong CRM and KPI discipline
• The ability to recruit and develop salespeople
• A strong reputation for ethical, customer-focused selling

ServiceTitan experience is highly valuable.

Compensation & Ownership

Base salary: $110,000–$140,000 per year

Performance compensation: Uncapped

Target total cash compensation: $175,000–$250,000+ for strong performance

Ownership: 2%–5% earned equity participation

This role is being designed for someone who wants more than another sales-management job.

As responsibilities expand and the individual contributes materially to company growth, there will be an opportunity to earn additional ownership and potentially develop into a broader operating partner.

Specific equity, performance compensation, vesting and ownership terms will be documented as part of the final employment arrangement.

This Role Is Probably Not a Fit For Someone Who Wants

• Only a book of leads to personally run
• A large existing team to inherit
• A purely corporate management position
• Equity without corresponding accountability
• A business where every process has already been built

The ideal candidate is excited by building the sales machine, not simply operating inside one.