Sales Manager - Commercial HVAC

ZipRecruiter; Chicago (IL); Remote; USD 90,000 - 120,000; Full time

Job summary

A leading company in the HVAC industry is seeking a Commercial Sales Manager to drive sales growth and manage key accounts. The role involves developing sales strategies, leading a team, and collaborating with cross-functional departments. The ideal candidate will have extensive experience in sales operations and strong technical knowledge of HVAC systems. This position offers competitive compensation, benefits, and opportunities for career advancement, with remote work options available.

Benefits

Competitive salary

Fully paid group insurance

401K matching (up to 6%)

Career advancement opportunities

Annual reviews

Training programs

Qualifications

• 5-8 years of sales experience, with 3 years in a leadership role.
• Proven success in achieving sales targets in commercial sectors.

Responsibilities

• Manage sales strategies and oversee sales growth in the HVAC market.
• Develop comprehensive sales plans and maintain customer relationships.
• Lead the internal sales team and execute account management strategies.

Skills

Communication

Negotiation

Leadership

Analytical

Education

Bachelor's degree in Business

MBA or technical degree in HVAC

Tools

SalesForce

Microsoft Office Suite

Job description

Job Description

Salary:

Under general direction, the Commercial Sales Manager (HVAC/Chiller) is responsible for leading sales growth, managing key accounts, and driving new business opportunities within the HVAC market. This individual will oversee sales strategies, maintain customer and Smardt Sales Representative (SSR) relationships, and ensure revenue targets are achieved. The Commercial Sales Manager will work closely with cross-functional teams including Product Management, Service, Engineering, Operations, and Marketing to deliver solutions to clients.

The Commercial Sales Manager leads the internal sales team of Sales Application Engineers (SAE) and project managers to execute account management strategies that facilitate long-term relationships with the SSR sales channel and direct to Smardt target customers. This person is responsible for actualizing account management strategies, sales planning, sales pipeline management, SAE & PM development, and managing sales activities.

This position is part of the Smardt AMR leadership team.

Duties and Responsibilities

1. Sales Strategy & Implementation

• Manage the Sales Application Engineering (SAE) staff to ensure that the Smardt AMR secured sales performance meets the plan. Monitor competitor activities and market trends, adjusting sales strategies to maintain a competitive edge.

• Develop and implement comprehensive sales plans and strategies in alignment with the company's objectives, ensuring a robust sales pipeline for Smardt products.

• Work with the team to provide accurate sales forecasts monthly & quarterly. Utilize CRM tools to track sales activities, opportunities, and customer interactions.

• Practice performance management by setting clear goals, investing in employee development, and actively coaching through monthly 1-1s, account reviews, deal reviews, and strategic planning for large projects.

• Conduct regular account reviews to understand client needs and identify upselling or cross-selling opportunities.

• Identify emerging trends and market opportunities to stay ahead of the competition.

• Establish and nurture relationships with existing Smardt Sales Representatives (SSR) and direct customers, serving as the primary contact for all sales-related inquiries. Collaborate with the Commercial SAEs to develop and execute SSR performance dashboards to gather market feedback and evaluate performance. Review SSR performance across the AMR region regularly and address struggling markets.

• Increase market penetration by actively engaging with SSRs to understand their market needs. Provide feedback on pricing, products, and market trends to business stakeholders.

• Be data-driven regarding market intelligence, AHRI market share, and other sources to provide feedback to SSRs and leadership. Gather client feedback on product performance and report insights to product development and operations teams.

• Prospect and qualify new commercial and industrial customers through targeted outreach, networking, industry events, and referrals.

• Collaborate with Marketing and Business Development teams to create compelling proposals and presentations highlighting Smardt's value propositions.

• Work with Engineering and Project Management teams to develop technical proposals, ensuring accurate specifications and delivery timelines.

• Ensure all sales activities adhere to company policies, ethical guidelines, and industry regulations.

• Collaborate with Quality Assurance teams to maintain high service standards and customer satisfaction.

• Build and foster a team environment within the Smardt AMR Commercial Business Unit and across business silos.

• Own and manage the sales staffing plan for the AMR region, working with HR to identify resource needs, recruit, and retain employees.

• Represent management in key accounts and with SSRs to establish and maintain long-term business relationships.

Qualifications

• Education: Bachelor's degree in Business, Engineering, or a related field. An MBA or technical degree in HVAC, Mechanical Engineering, or related discipline is a plus.

• Experience:

• 5-8 years of progressive sales or sales operations experience in building systems or related industries, with at least three years in a leadership or supervisory role responsible for team productivity and development.

• Proven success in achieving and exceeding sales targets within the commercial or industrial sectors.

• Technical Skills:

• Strong knowledge of HVAC systems, chillers, energy efficiency, and sustainability trends.

• Proficiency in CRM software (SalesForce) and Microsoft Office Suite.

• Soft Skills:

• Excellent communication, negotiation, and presentation skills.

• Strong leadership and team-building abilities, capable of motivating and mentoring sales staff.

• Analytical mindset with the ability to interpret sales metrics and market data.

Additional Information

• Travel: Moderate travel (~50%) required for client meetings, industry events, and regional collaboration.

• Benefits include a competitive salary, fully paid group insurance, 401K matching (up to 6%), career advancement opportunities, annual reviews, training programs, and a growing industry.

• Compensation: Competitive base salary plus commission or bonus, based on experience.

Remote work available.