The ElitAire
Service Sales Regional Manager is responsible for driving regional service revenue growth by leading and developing a team of Account Executives while personally participating in high-value owner and enterprise-level sales. This role combines strategic leadership with hands-on sales participation to expand ElitAire's maintenance agreements, service contracts, and turnkey HVAC/cooling system retrofits and upgrades. The position requires deep technical knowledge of HVAC mechanical systems, energy-efficient solutions, and data center / critical environment cooling technologies. The Regional Manager will build long-term relationships with building owners, facility managers, and enterprise clients, deliver compelling value propositions (including energy savings, financial payback, and sustainability/LEED benefits), and consistently meet or exceed aggressive growth targets in a technically complex, solution-oriented sales environment.
Location: Columbus, OH
Key Responsibilities- Lead, coach, mentor, and develop a team of Account Executives to achieve regional service revenue and maintenance agreement goals.
- Drive new customer acquisition and expansion of existing strategic accounts through consultative, solution-based selling of ElitAire service agreements, turnkey HVAC retrofits, and advanced cooling solutions.
- Create and execute a regional strategic plan for owner/enterprise sales growth, including pipeline management, forecasting, and regular pipeline reviews with AEs and senior leadership.
- Develop and deliver high-impact owner value propositions incorporating energy savings calculations, financial paybacks, financing options, maintenance cost reductions, and sustainability benefits.
- Plan and support high-level sales calls, technical presentations, lunch-and-learns, and demonstrations with building owners, facility executives, and data-center operators.
- Identify market opportunities using equipment databases, shipment records, and competitive intelligence to grow share of maintenance agreements and service contracts, with special focus on ElitAire critical cooling and chiller systems.
- Lead complex sales cycles from discovery through proposal, negotiation, and close, coordinating cross-functional teams (operations, engineering, finance) as needed.
- Build and maintain executive-level relationships with owners, consultants, channel partners, and industry associations (BOMA, IFMA, ASBO, etc.).
- Promote ElitAire as a leader in green, energy-efficient, and environmentally responsible HVAC and cooling technologies; support LEED and sustainability initiatives.
- Provide ongoing technical training, product updates, and problem-resolution support to both the sales team and customers.
- Collaborate with Daikin Applied, ElitAire Operations, and Regional leadership to ensure seamless delivery and customer success.
- Deliver accurate sales forecasting, pipeline visibility, and market/competitor intelligence to senior leadership.
- Travel extensively (up to 25%) within the assigned region to support sales activities and team development.
- Continuously expand personal and team expertise in whitespace infrastructure, cooling technologies, energy management, and emerging industry trends.
Qualifications- Bachelor's Degree (Engineering, Business, or related technical field) or equivalent experience.
- Master's Degree or LEED/AP certification preferred
- 8-10 years of progressive sales experience in HVAC, mechanical service, critical cooling systems, or data-center infrastructure
- 4+ years of people-leadership experience managing service sales professionals.
- Proven success selling complex service agreements and turnkey retrofit projects with long sales cycles
- Experience with Salesforce (or equivalent CRM)
- LEED/Green building or data-center cooling expertise
Required Knowledge, Skills, and Abilities- Strong technical understanding of HVAC systems, chillers, cooling technologies, energy efficiency, and maintenance/service programs.
- Demonstrated ability to consistently achieve and exceed sales quotas in a solution-selling environment.
- Excellent leadership, coaching, and performance-management skills.
- Superior communication, presentation, negotiation, and executive presence.
- Proven strategic thinking and territory/account planning capabilities.
- Self-starter with high initiative and ability to thrive in a fast-paced, evolving market.
- Proficiency in creating financial justifications (payback, ROI, TCO) for technical solutions.
- Willingness to travel up to 25% within ElitAire Ohio and Indiana territory, and domestically for Daikin Applied events.
