HVAC Sales Manager - Commercial & Industrial - Service & Projects
Lor-Mar is a building systems solutions firm providing design and installation of HVAC, plumbing, and controls systems throughout the Philadelphia tri-state area. Lor-Mar provides construction (renovation and retrofit), service, and integrated controls solutions and is a valued partner to building owners and tenants in the commercial, industrial, and institutional end-market, general contractors, contract managers and energy service companies.
Position Summary:
We are seeking an experienced HVAC Sales Manager to lead, manage, and grow our sales operations. The ideal candidate will bring a deep understanding of HVAC systems and services, along with strong leadership and communication skills. This individual will be responsible for developing and implementing sales strategies, managing a team of sales representatives, and fostering long-term relationships with clients. They will play a key role in driving revenue growth, increasing market share, and achieving sales targets while ensuring exceptional customer satisfaction.
Key Responsibilities:
- Sales Strategy & Business Development:
- Develop and implement comprehensive sales strategies to meet company goals, focusing on both commercial and industrial markets.
- Identify new business opportunities and markets to drive revenue growth.
- Track and manage branch agreements for maintenance and/or service project sales to ensure goals are met and adjust strategies as needed.
- Monitor market trends, competitor activities, and industry developments to identify new sales opportunities.
- Sales Team Leadership & Training:
- Lead, mentor, and motivate a team of sales representatives to achieve individual and team sales targets.
- Provide ongoing training and professional development for sales staff on HVAC products, services, and industry best practices.
- Conduct weekly sales team meetings to track progress against goals, provide guidance, and ensure alignment with overall sales strategy.
- Role-play typical sales scenarios with new sales representatives and conduct "ride-alongs" for client visits to support their development.
- Client Relationship Management:
- Build and maintain long-term relationships with key clients, contractors, and decision-makers.
- Ensure satisfaction by conducting regular follow-ups with clients to address any issues related to HVAC sales or services.
- Lead client meetings, presentations, and proposals, showcasing the company's HVAC products and services.
- Negotiate pricing and contract terms to close sales and secure long-term contracts.
- Maintain key customer accounts through site visits and client entertainment as needed.
- Sales Performance & Reporting:
- Monitor and evaluate sales performance, ensuring representatives meet quarterly and annual sales goals.
- Prepare and deliver regular sales forecasts, performance reports, and action plans to senior management.
- Maintain a personal sales goal to drive the overall gross profit of the company.
- Collaboration with Internal Teams:
- Work closely with Area Service Managers (ASMs), project teams, and operations to ensure effective and efficient sales strategies are implemented and projects are executed seamlessly.
- Provide feedback to operations teams to enhance HVAC solutions and services.
- Ensure that all proposals are reviewed and evaluated before being presented to clients, setting margins and ensuring alignment with planned margins.
- Additional Responsibilities:
- Participate in Service Leadership meetings to align on strategy and goals.
- Ensure that any proposals above $25K are reviewed and approved by the General Service Manager (GSM).
- Take responsibility for achieving the overall maintenance and service project agreement sales goal for the company.
Qualifications:
- Bachelor's degree in Business, Marketing, Engineering, or a related field (preferred).
- 7-10 years of sales experience in the HVAC industry, with at least 4 years in a leadership or managerial role.
- Proven track record of successfully managing sales teams, driving revenue, and achieving sales targets.
- Expert knowledge of the HVAC/controls industry, including systems, equipment, and industry trends.
- Strong ability to explain complex technical concepts to non-technical clients.
- Excellent negotiation, presentation, and communication skills.
- Strong interpersonal skills with the ability to build lasting relationships with both clients and internal teams.
- Advanced organizational and time management skills, with the ability to handle multiple priorities in a fast-paced environment.
- Proficiency with CRM software and Microsoft Office Suite.
- Ability to travel up to 50% of the time.
Job Type: Full-time
