Sales Manager - Commercial HVAC

Under general direction, the Commercial Sales Manager (HVAC/Chiller) is responsible for leading sales growth, managing key accounts, and driving new business opportunities within the HVAC market. This individual will oversee sales strategies, maintain customer and Smardt Sales Representative (SSR) relationships, and ensure revenue targets are achieved. The Commercial Sales Manager will work closely with cross-functional teams — including Product Management, Service, Engineering, Operations, and Marketing — to deliver solutions to clients. 

The Commercial Sale Manager leads the internal sales team of Sales Application Engineers (SAE) and project managers to execute account management strategies that facilitate long term relationships with the SSR sales channel and direct to Smardt target customers.   This person is responsible for actualizing account management strategies, sales planning, sales pipeline management, SAE & PM development and managing sales activities. 

This position is part of the Smardt AMR leadership team. 

Duties and Responsibilities

1. Sales Strategy & Implementation 

• Manage the Sales Application Engineering (SAE) staff to ensure that the Smardt AMR secured sales performance to plan.  Monitor competitor activities and market trends, adjusting sales strategies to maintain a competitive edge. 

• Develop and implement comprehensive sales plans and strategies in alignment with the company’s objectives, ensuring a robust sales pipeline for Smardt
  products. 

• Working with the team, provides accurate sales forecasts monthly & quarterly.  Utilize CRM tools to accurately track sales activities, opportunities, and customer interactions. 

• Practices performance management by setting clear goal, investing personal time in employee development, actively coaching via monthly 1-1, account reviews, deal review, large project strategic planning. 

• Conduct regular account reviews to understand client needs and identify upselling or cross-selling opportunities. 

• Identify emerging trends and market opportunities to stay ahead of the competition. 

• Establish and nurture relationships with existing Smardt Sales Representative (SSR),
  direct customers, serving as the primary point of contact for all sales-related inquiries.  Work with
  the Commercial SAEs to develop and execute SSR performance dashboards to provide valuable market feedback and evaluate performance.  Review the state of the Smardt SSRs across the AMR region on a routine basis and address struggling markets. 

• Increase market penetration by actively engaging with SSR to understand their unique market needs.  Provide feedback, i.e. pricing, product, market trends, back to the business stakeholders. 

• Be data driven with regards to market intelligence, AHRI market share and other sources to provide valuable feedback to the SSR and Smardt business leadership.
  Gather client feedback on product performance and report insights to product development and operations teams. 

• Prospect and qualify new commercial and industrial customers through targeted outreach, networking, industry events, and referrals. 

• Collaborate with Marketing and Business Development teams to create compelling proposals and presentations that highlight Smardt value propositions. 

• Work in collaboration with Engineering and Project Management teams to develop technical proposals and ensure accurate product specifications and delivery timelines. 

• Ensure all sales activities adhere to company policies, ethical guidelines, and industry regulations. 

• Collaborate with Quality Assurance teams to maintain high service standards and customer satisfaction. 

• Build and foster a team environment within the Smardt AMR Commercial Business Unit and across the business silos.   

• Owns and manages the sales staffing plan for the AMR region and work actively with HR to identify resource needs, recruit and retain employees. 

• Actively participate
  as the management team representative to important Key accounts and SSRs to establish and maintain personal long-term business relationships. 

Qualifications

• Education:
  Bachelor’s degree in Business, Engineering, or a related field. An MBA or technical degree in HVAC, Mechanical Engineering, or related discipline is a plus. 

• Experience: 

• Minimum of 5-8 years of progressive sales and or sales operations experience in the building systems, products industry, with at least three years in a lead
  or supervisory role with responsibility for the productivity and development of others. 

• Demonstrated success in achieving and exceeding sales targets within the commercial or industrial sector. 

• Technical Skills: 

• Strong knowledge of HVAC systems, chillers, and associated products, including energy efficiency and sustainability trends. 

• Proficiency in CRM software (SalesForce) and Microsoft Office Suite (Word, Excel, PowerPoint). 

• Soft Skills: 

• Excellent communication, negotiation, and presentation abilities. 

• Strong leadership and team-building skills, capable of motivating and mentoring sales staff. 

• Analytical mindset with the ability to interpret sales metrics and market data. 

Additional Information

• Travel: Moderate travel (50%+) may be required to meet clients, attend industry events, and collaborate with regional sales teams. 

• Benefits:
  • Competitive salary
  •  Basic group insurance paid 100% by the employer
  • Employer 401K matching (up to 6%)
  • Opportunity for career advancement
  • Annual performance reviews
  • Training program
  • Growing business and industry
   

• Compensation: Competitive base salary plus commission or bonus structure, commensurate with experience.