National Accounts Sales Executive

Johnson Barrow INC; United States; Remote; USD 150,000 - 190,000; Full time

Job summary

Johnson Barrow INC seeks a National Accounts Sales Executive to develop, manage, and grow relationships with large, multi-location commercial HVAC customers, overseeing the full sales cycle from needs discovery to proposal and closing.

You will collaborate with engineering, facilities, procurement and service teams to deliver tailored HVAC solutions, maintain CRM data, travel 40-50% to customer sites, and achieve revenue and margin targets in a fast-paced, consultative environment.

Qualifications

• 5+ years of B2B sales experience, including national or key account management.

Responsibilities

• Manage and grow an assigned portfolio of national accounts across multiple locations.

Skills

B2B sales

Key account management

CRM: Salesforce

HVAC knowledge

Relationship building

Negotiation

Communication

Sales forecasting

Multi-stakeholder sales

Travel readiness

Education

Bachelor's degree in Business/Engineering or related field

Tools

Salesforce

Job description

About Us

We are a collective of HVAC design and implementation experts. As recognized industry leaders, we combine our craft with care for spaces that matter most: healthcare, commercial, institutional, and mission critical. Our nationwide reach gives you flexible solutions for any market or project—delivering the expertise and resources to support your work at every scale. We believe in working with the best products, partners and people and hope you’ll join us!

Job Description

Role: National Accounts Sales Executive

We are looking for a National Accounts Sales Executive who will be responsible for developing, managing, and growing relationships with large, multi-location commercial customers purchasing HVAC equipment and services. This person will manage existing accounts, identify new business opportunities, and work with customers and internal teams to provide solutions that support their operational and business needs.

Responsibilities:

• Manage and grow an assigned portfolio of national accounts while developing new business opportunities.
• Build relationships with key customer contacts across multiple locations and business units.
• Manage the full sales cycle, from identifying customer needs through proposals, negotiations, and closing.
• Sell HVAC equipment and related solutions, including rooftop units, chillers, air handling units, controls, and related systems and services.
• Meet or exceed established revenue and gross margin goals.
• Work with engineering, facilities, procurement, and other customer stakeholders to understand needs and recommend appropriate solutions.
• Partner with application engineers, project managers, inside sales, and customer service to support projects from quote through delivery.
• Negotiate pricing agreements, rebate structures, and service terms and maintain accurate customer and contract information.
• Stay current on HVAC industry trends, competitor activity, and relevant regulatory changes.
• Maintain an accurate CRM pipeline, sales forecasts, account updates, and required reporting.

Requirements:

• 5+ years of B2B sales experience, including at least 2 years of national or key account management experience.
• Experience in HVAC, mechanical equipment, or a related commercial or industrial industry.
• Proven track record of meeting or exceeding sales goals in a consultative sales environment.
• Experience managing complex sales cycles involving multiple stakeholders.
• Strong relationship-building, communication, and negotiation skills.
• Proficiency with CRM systems, such as Salesforce.
• Technical knowledge of HVAC systems and experience working with national commercial customers is preferred.
• Bachelor’s degree in business, Engineering, or a related field preferred.
• Willingness to travel approximately 40–50% to customer sites and company offices

Estimated compensation : 150,000-190,000/year, with flexibility based on experience and qualifications.

Ambient Enterprises provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.