Job SummaryThe Director, HVAC National Accounts provides leadership for EMCOR Mechanical Services' HVAC-focused national account platform. The role has direct P&L responsibility for the national accounts organization and is accountable for revenue growth and overall financial performance. This leader accelerates national account sales growth, expands qualified opportunities across EMS operating companies, builds a consistent and scalable client experience, and works across operations, finance, pricing, proposals, procurement, technology, legal, human resources, and other shared-service partners to convert strategy into disciplined, profitable execution.
Essential Duties & ResponsibilitiesStrategy and Growth- Develop and execute the HVAC National Account strategy, annual operating priorities, growth plans, and performance objectives.
- Lead efforts to win, retain, and expand national clients by creating compelling value propositions and coordinating enterprise-wide solutions.
- Build a qualified pipeline of national opportunities and direct disciplined account planning, opportunity reviews, forecasting, and executive sponsorship.
- Identify client, market, and service trends that create opportunities for organic growth, cross-selling, and broader participation by EMS operating companies.
Commercial and Client Leadership- Serve as the senior commercial leader and relationship owner for strategically important national HVAC clients.
- Lead national sales, account management, and account coordination activities to deliver a consistent client experience from pursuit through ongoing service.
- Establish standards for account segmentation, pursuit qualification, pricing discipline, proposal quality, contract handoff, service reviews, and client retention.
- Partner with operating company leaders to align solutions with local delivery capability, capacity, profitability expectations, and client commitments.
- Create effective governance for client escalations, service recovery, contract performance, and renewal planning.
Operating Company and Shared-Service Partnership- Create strong working relationships with EMS operating companies and ensure national opportunities are transitioned with clear scope, ownership, economics, and service expectations.
- Promote common tools, data definitions, operating rhythms, and accountability while respecting the needs of a decentralized operating model.
- Facilitate resolution of cross-functional barriers that affect the client experience, sales velocity, or operating company participation.
Team Leadership and Organizational Development- Lead, coach, and develop a high-performing organization that may include sales leaders, sellers, account managers, account coordinators, and related commercial roles.
- Ensure the team has the HVAC market knowledge, commercial capability, systems proficiency, and operating discipline required to succeed.
- Performs other duties as assigned.
Financial and Performance Management- Own the P&L for the HVAC national accounts organization, including revenue, gross margin, operating income, expense management, budgeting, forecasting, and achievement of annual financial commitments.
- Establish and execute plans that balance sales growth, client retention, service quality, and sustainable profitability.
- Review financial and operating results, identify performance gaps and underlying drivers, and lead timely corrective actions to improve P&L performance.
Qualifications- Bachelor's degree in business, engineering, construction management, or a related field, or equivalent relevant experience.
- Progressive leadership experience in HVAC services, mechanical contracting, facilities services, national accounts, or a closely related business-to-business service environment.
- Demonstrated success leading national or multi-location sales and account management teams and delivering profitable growth.
- Experience developing executive client relationships, negotiating complex commercial arrangements, and coordinating delivery across multiple business units or locations.
- Strong financial acumen, including pricing, forecasting, pipeline management, margin awareness, and evaluation of business risk.
- Ability to travel regularly to client, operating company, and internal business locations.
- Knowledge of HVAC service delivery, preventive maintenance, projects, controls, energy solutions, CMMS platforms, and multi-site client requirements.
- Excellent organization skills, very strong attention to detail, time management skills and disciplined work ethic.
- Strong problem solving, collaboration, coaching, influencing, and facilitation skills.
- Ability to successfully navigate through conflict while ensuring effective relationships remain intact.
- Ability to analyze data, synthesize and provide recommendations.
- Ability to proactively communicate and engage correct stakeholders by defining and implementing action planning, excellent interpersonal and communication skills.
- Proficiency with Microsoft Office Suite
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