Commercial HVAC Sales Manager

Description

Lead the growth of three core revenue channels: project sales, maintenance sales, and transactional sales. This role combines sales leadership, commercial HVAC knowledge, financial discipline, and strong customer development to build a healthy pipeline and profitable, sustainable growth.

About the Opportunity

Thayer, LLC is seeking an experienced Sales Manager to lead our commercial sales organization across project sales, maintenance agreements, and transactional service opportunities. This position is responsible for setting sales direction, developing people, strengthening customer relationships, and ensuring opportunities are properly qualified, priced, forecasted, and transitioned to operations.

The ideal candidate understands both the technical and business sides of commercial HVAC and mechanical services. They know how to coach a sales team, build pipeline, evaluate opportunities, protect margin, and coordinate closely with service operations, project management, field leadership, and company leadership.

What You’ll Lead

• Sales Team Leadership: Lead, coach, and develop sales professionals responsible for project, maintenance, and transactional revenue. Establish clear expectations, conduct pipeline and performance reviews, and provide field coaching that improves consistency and results.

• Revenue Strategy: Develop and execute sales plans that support annual revenue, gross profit, maintenance-base growth, and long-term business objectives across all three revenue streams.

• Pipeline & Forecasting: Maintain visibility into the full sales pipeline, improve opportunity quality and next-step discipline, and provide accurate forecasts for bookings, revenue timing, and resource planning.

• Project Sales Oversight: Guide commercial HVAC replacement, retrofit, controls, and capital-project opportunities. Review scope, constructability, pricing, labor assumptions, exclusions, and commercial risk before major proposals are presented.

• Maintenance Sales Growth: Build and retain recurring maintenance relationships through disciplined prospecting, consultative selling, renewal management, and account expansion.

• Transactional & Pull-Through Sales: Create a consistent process for capturing service-generated leads, repairs, quoted work, upgrades, and other shorter-cycle opportunities, and ensure timely follow-up and conversion.

Key Responsibilities

• Own sales performance against revenue, gross profit, bookings, maintenance-base growth, and other established targets.

• Coach the team in prospecting, consultative selling, opportunity qualification, proposal development, negotiation, and closing.

• Review pricing, scope, labor assumptions, equipment selections, subcontractor needs, and margin expectations for significant opportunities.

• Coordinate with operations and project leadership so sold work aligns with field capacity, execution requirements, and customer commitments.

• Develop strong customer and market relationships with facility leaders, property managers, contractors, engineers, vendors, and strategic partners.

• Improve sales processes, proposal standards, CRM discipline, account planning, lead follow-up, and sales-to-operations handoffs.

• Analyze wins, losses, margin performance, and customer trends to improve sales effectiveness and future estimating decisions.

• Support annual budgeting, monthly forecasting, and business planning with clear, current sales data and market insight.

What We’re Looking For

• 5+ years of successful experience in commercial HVAC, mechanical services, construction, technical sales, service sales, project sales, or a closely related field.

• Experience leading, coaching, or managing sales professionals and holding a team accountable for measurable results.

• Strong financial and business acumen, including pricing, margin management, forecasting, budgeting, and sales performance analysis.

• Working knowledge of commercial HVAC and mechanical systems, customer facilities, and the practical requirements of field execution.

• Ability to manage complex sales opportunities and communicate effectively with customers, field teams, sales professionals, and leadership.

• Proficiency with Microsoft Office and experience with CRM, estimating, ERP, project management, or construction accounting systems.

• Valid driver’s license and ability to travel locally and regionally to customer and project locations.

Preferred Experience

• Commercial HVAC maintenance agreements, equipment replacements, retrofits, controls, or mechanical project sales.

• Managing multiple sales channels, including recurring maintenance, project work, and transactional service opportunities.

• Experience as a project sales representative, maintenance sales representative, estimator, project manager, service leader, technician, or similar industry role.

• Experience with COINS, Bluebeam, or comparable sales, construction, and financial systems; formal consultative sales training is a plus.

What Success Looks Like

A successful Sales Manager builds a disciplined, collaborative sales organization with a balanced pipeline across maintenance, projects, and transactional work. Forecasts are accurate, opportunities are properly scoped and profitable, customer relationships deepen over time, and sales commitments align with operational capacity. The result is sustainable growth, stronger retention, and a team that understands both customer needs and the economics of the work.

Thayer, LLC is an equal opportunity employer. We consider all qualified applicants without regard to any status protected by applicable federal, state, or local law.