Job DescriptionAbout the role: This role is responsible for driving revenue growth, developing and coaching the sales team, strengthening customer and manufacturer relationships, and identifying new opportunities within the commercial HVAC market. The ideal candidate is a hands-on sales leader who understands how to build relationships, develop a territory, and create accountability while giving sales professionals the support and autonomy they need to succeed. This individual will work closely with company leadership and internal teams to develop sales strategies, expand market presence, and ensure AirTelligence continues to deliver a high level of service and technical expertise to its customers.
Sales Leadership & Team Development- Lead, coach, and develop the outside sales team to achieve individual and company sales goals.
- Establish clear expectations, goals, and performance metrics for the sales organization.
- Conduct regular one-on-one meetings, pipeline reviews, and sales strategy discussions with team members.
- Provide ongoing coaching around account development, prospecting, relationship management, negotiation, and closing strategies.
- Support the onboarding and development of new sales team members.
- Foster a collaborative, accountable, and customer-focused sales culture.
- Identify opportunities to improve sales processes, tools, and overall team effectiveness.
Sales Strategy & Business Development- Develop and execute sales strategies designed to increase revenue, profitability, and market share.
- Identify new business opportunities, target accounts, markets, and customer segments.
- Partner with sales representatives to develop strategic account plans and pursue high-value opportunities.
- Maintain an active understanding of the sales pipeline, forecasts, and overall territory performance.
- Analyze sales activity, market trends, and customer needs to identify areas for growth.
- Support the team in developing new relationships with contractors, engineers, building owners, and other key industry partners.
- Participate directly in strategic customer meetings, presentations, negotiations, and major sales opportunities as needed.
Customer & Market Relationships- Develop and maintain strong relationships with key customers and industry partners.
- Serve as an escalation point and strategic resource for important customer relationships.
- Ensure the sales team maintains a high level of responsiveness, professionalism, and customer service.
- Stay informed on market conditions, competitive activity, industry trends, and emerging HVAC technologies.
- Represent AirTelligence at customer meetings, industry events, trade shows, networking events, and manufacturer meetings.
Cross-Functional Collaboration- Partner closely with inside sales, applications, operations, service, and leadership teams to ensure a seamless customer experience.
- Collaborate with leadership on annual sales plans, budgets, forecasts, and growth initiatives.
- Communicate customer and market feedback internally to help inform business and product strategies.
- Work with manufacturer partners to align sales initiatives, product strategies, training, and market development efforts.
- Ensure opportunities are effectively transitioned between sales and internal teams throughout the sales process.
Qualifications- 5+ years of progressive sales experience, preferably within commercial HVAC, mechanical equipment, building technologies, construction, or a related technical industry.
- Previous sales leadership, management, or team development experience strongly preferred.
- Demonstrated success developing customer relationships and growing revenue within a defined market or territory.
- Strong understanding of consultative and relationship-based selling.
- Ability to coach and motivate experienced sales professionals while creating accountability around performance.
- Strong business acumen with an understanding of sales forecasting, pipeline management, margins, and profitability.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Comfortable working collaboratively across technical, operational, and sales teams.
- Self-motivated, organized, and able to balance strategic leadership responsibilities with day-to-day sales activities.
- Proficiency with CRM systems and Microsoft Office applications.
- Ability to travel throughout the assigned market and attend customer or industry events as needed.
Preferred Qualifications- Experience within the commercial HVAC equipment or manufacturers' representative industry.
- Existing relationships within the local HVAC, mechanical contracting, engineering, or building-owner community.
- Experience selling technical or engineered solutions.
- Familiarity with HVAC equipment, controls, mechanical systems, and/or building technologies.
- Experience managing and developing a high-performing outside sales team.
- Thrives in a fast paced, multi-task environment
Compensation:$128,000-150,000 annually DOE, plus generous commission structure
We offer excellent health benefits, a 401(k) Plan, Paid Time Off, Paid Holidays and flexible scheduling.
