Service Sales ManagerBuilding Automation, HVAC, Security & FireRole Overview:As the
Service Sales Manager, you will lead, develop, and inspire a high-performing team of
8 to 10 Outside Sales Representatives focused on growing our service business across Building Automation, HVAC, Security, and Fire systems. This role is responsible for driving
profitable revenue growth through service agreements, system retrofits, digital building solutions, and lifecycle upgrades while ensuring long-term financial health of the service department.
The ideal candidate is a hands-on sales leader who combines
technical credibility, financial discipline, and people-first leadership. You will partner closely with service operations, engineering, and executive leadership to position service as a strategic value driver for customers and a predictable, recurring revenue engine for the business.
Key Responsibilities & LeadershipTeam Leadership & Accountability- Directly manage 8-10 Outside Sales Representatives, providing clear expectations, territory alignment, and individual performance targets
- Establish and manage activity standards, pipeline discipline, and sales execution rhythms
- Hold the team accountable for results through structured coaching, performance reviews, and KPI management
Mentorship, Coaching & Development- Serve as the primary sales coach for the team, focused on developing consultative and value-based selling skills
- Conduct pipeline reviews, and skill-building sessions to elevate individual and team performance
- Build a strong sales culture focused on professionalism, accountability, and continuous improvement
Sales Strategy & Execution- Develop and execute territory and account strategies targeting building owners, facility managers, and property management firms
- Drive growth in preventive maintenance (PM) agreements, service contract renewals, system retrofits, and modernization projects
- Collaborate with service operations to align sales commitments with execution capabilities
Market Growth & Innovation- Identify and pursue opportunities for energy efficiency upgrades, building analytics, remote monitoring, and digital service solutions
- Stay informed on market trends, customer needs, and emerging smart-building technologies to maintain competitive positioning
- Support the evolution of service offerings to increase differentiation and customer value
Profitability & Financial Ownership- Maintain full ownership of the service sales pipeline P&L, ensuring pricing integrity and margin discipline
- Review and approve estimates and proposals to ensure labor, materials, and overhead margins meet company targets
- Drive improvements in departmental profitability, contributing to increased EBITA performance
Performance Metrics & Reporting- Track, analyze, and report on key performance indicators (KPIs), including:
- Lead-to-opportunity and opportunity-to-win conversion rates
- Proposal volume and average deal size
- Service agreement renewal and attachment rates
- Use data to identify trends, remove obstacles, and continuously optimize sales performance
RequirementsLeadership & Sales Experience- Proven experience managing 5 or more direct reports in a technical or service-based sales environment
- Demonstrated success driving recurring revenue and growing service contract portfolios
Technical & Industry Expertise- Strong background in Building Management Systems (BMS), HVAC, Security, and/or Fire systems services
- Ability to understand complex technical solutions and translate them into customer-focused value propositions
Financial & Business Acumen- Deep understanding of gross margins, job costing, pricing strategy, and lifecycle profitability
- Experience managing forecasts, pipelines, and budgets with a disciplined, results-oriented approach
Communication & Collaboration- Excellent communication skills with the ability to bridge technical, operational, and executive stakeholders
- Comfortable leading discussions with customers, internal operations teams, and senior leadership
Why This Role Matters:This position is critical to strengthening customer relationships, expanding recurring revenue, and positioning service as a strategic differentiator in an increasingly digital and data-driven building environment. Success in this role will be measured by
revenue growth, margin performance, team development, and customer retention.
