Senior Manager - Sales

Colorado Mechanical Systems LLC.; Centennial (CO); On-site; USD 140,000 - 160,000; Full time

Benefits offered by this job

Bonus 20-30%

Job summary

Colorado Mechanical Systems LLC. is seeking a Manager - Sales to lead the owner‑direct commercial sales team at the business unit level.

The role focuses on building a high‑performing sales team, enforcing disciplined pipeline management, and guiding sellers through complex opportunities with data‑driven proposals. The ideal candidate has a proven track record in sales leadership within commercial HVAC or mechanical contracting, with experience coaching teams and managing multi‑stakeholder

Qualifications

• 7+ years in B2B sales in commercial HVAC, mechanical contracting, or related building services.
• 2–5 years in a sales leadership or management role with direct team performance responsibility.
• Experience implementing structured sales processes, CRM adoption, or disciplined commercial routines.

Responsibilities

• Lead weekly pipeline reviews and ensure accurate opportunity qualification, stage progression, and forecast visibility.
• Drive disciplined pipeline management, remove blockers, and hold team members accountable.
• Partner with operations to identify and convert capital project opportunities within existing customers.
• Enforce sales process discipline including CRM data integrity, pricing compliance, and renewal management.
• Recruit, onboard, coach, and retain a high‑performing sales team including Account Managers and New Business Development staff.
• Coordinate internal resources to support strategic account pursuits and multi‑stakeholder engagements.
• Drive pricing strategy, account growth planning, and cross‑sell/upsell initiatives across service lines.

Skills

Sales leadership

Pipeline management

CRM adoption

Forecasting

Multi-stakeholder selling

Executive collaboration

Presentation skills

Building owner relations

Education

Bachelor's degree in Business or related field

High School Diploma or GED

Tools

Microsoft Dynamics 365

Microsoft Office

Job description

Job Summary

The Manager - Sales leads all owner-direct commercial sales activity at the business unit level. This is a pure management role focused on building a high-performing sales team, driving pipeline discipline, coaching sellers through complex opportunity cycles, and delivering booking, margin, and retention targets. The role encompasses oversight of Account Managers, New Business Development Managers, and Inside Sales Representatives serving commercial and industrial building owners, facility managers, and property managers. General contractor and estimating functions are outside the scope of this position. This role is expected to elevate the commercial maturity of the sales team, shifting from reactive quoting to proactive, consultative selling with disciplined pipeline management and business‑case‑driven proposals.

The position requires a track record of building and developing sales teams, and the ability to enforce disciplined commercial routines while navigating multi-stakeholder selling environments. Solid, proven sales leadership experience in commercial HVAC or mechanical contracting sales is highly desirable.

Essential Responsibilities

• Lead weekly pipeline reviews for all owner‑direct sales activity, ensuring accurate opportunity qualification, stage progression, close dates, and forecast visibility.
• Drive disciplined pipeline management by identifying customer approval processes, removing blockers, and holding team members accountable for advancing opportunities.
• Partner with service operations to identify and convert capital project opportunities within the existing customer base.
• Enforce sales process discipline across the team, including CRM data integrity, pricing compliance, renewal management, and proposal follow‑through.
• Identify and address process gaps that impact sales effectiveness and overall commercial performance.
• Recruit, onboard, coach, and retain a high‑performing sales team, including Account Managers, New Business Development Managers, and Inside Sales Representatives.
• Establish clear performance expectations, set annual sales goals, and manage team performance through coaching, reviews, and development planning.
• Oversee performance management activities, including role calibration, account assignments, and performance improvement plans as needed.
• Support sellers in advancing opportunities from initial identification through close, including participation in customer meetings, presentations, and negotiations.
• Coordinate internal resources, including estimating, engineering, operations, and executive leadership, to support strategic account pursuits.
• Direct account planning, customer segmentation, and cross‑sell/upsell strategies to expand revenue across service, PMA, retrofit, and replacement opportunities.
• Coach the team on consultative selling approaches and development of business‑case‑driven proposals that demonstrate customer value beyond price.
• Collaborate with business unit, regional, and corporate leadership on pricing strategy, account growth planning, and resource allocation.
• Drive adoption of corporate sales initiatives, programs, and commercial growth strategies at the business unit level.
• Monitor, analyze, and report sales performance metrics, including forecast accuracy, revenue growth, win rates, retention, and seller productivity.
• Provide leadership with insights on market conditions, customer needs, competitive activity, and growth opportunities within the territory.
• Participate in customer sales calls with sellers to assess opportunities and provide real‑time coaching on sales execution.

Education

High School Diploma or GED required. Bachelor’s degree in Business, Engineering, or a related field is a plus.

Minimum and Preferred Qualifications

7+ years in B2B sales in commercial HVAC, mechanical contracting, or related technical/building services.

2–5 years in a sales leadership or management role with direct responsibility for team performance.

Skill Requirements

• Demonstrated track record of building and developing sales teams that consistently meet or exceed revenue, margin, and retention targets.
• Experience implementing structured sales processes, CRM adoption, or commercial routines within a team that previously lacked them is strongly preferred.
• Pipeline management, forecasting, and CRM‑based sales routines (Microsoft Dynamics 365 experience preferred).
• Proven ability to coach sellers, diagnose opportunity risk, manage performance, and build team discipline.
• Credibility in complex solution selling and customer‑facing opportunity support with building owners, facility managers, and property managers.
• Ability to coach and execute multi‑stakeholder selling strategies, including executive‑level engagement and coordinated account coverage across customer organizations.
• Working knowledge of commercial HVAC service offerings including preventive maintenance agreements, equipment replacement, retrofit projects, and building controls.
• Financial acumen to evaluate opportunity profitability, pricing strategy, and customer economics.
• Proficiency with Microsoft Office (especially Outlook, Excel, and PowerPoint).
• Ability to develop and deliver clear, data‑driven presentations to leadership and cross‑functional partners.
• Willingness to champion new technology tools and systems and drive adoption across the sales team.

Compensation

• $140,000 – $160,000 salary
• Bonus of 20–30% based on specific company and personal performance metrics

Physical Demands

Office‑based role with regular travel to customer sites and business unit locations within the assigned territory. Must be able to visit active job sites and mechanical rooms, which may involve climbing ladders, navigating rooftops, and working in varying environmental conditions.

Work Environment

This job operates in both an office and a field environment. Must be able to sit and/or stand for extended periods of time. Occasional travel to corporate headquarters or regional offices for leadership meetings, training, and planning sessions.

Reasonable Accommodation

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the company’s business operations.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Employees understand the above job description and agree to comply with and be subject to its conditions. Employee further agrees this job description does not alter his/her at‑will employment status. Employees understand the company reserves the right to delegate, remove, expand or change all responsibilities. Employees acknowledge that he/she can fulfill the above duties with or without reasonable accommodation.