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HVAC Sales Manager

2 months ago

Elk Grove Village, Illinois, United States Right Choice Resources Full time
Job Title: HVAC Territory Sales Manager

We are seeking a highly motivated and experienced HVAC Territory Sales Manager to join our commercial sales team. As a key member of our team, you will be responsible for developing and implementing sales strategies that drive the growth of our HVAC preventative maintenance and service business.

Key Responsibilities:

  • Sell $250,000 of HVAC preventative maintenance agreements annually.
  • Grow our time and material service business and generate retrofit leads.
  • Maximize retention of maintenance base.
  • Drive PMA sales through new preventative maintenance agreements, annual cost of living adjustment increases, upgrades, and equipment additions to existing contracts.
  • Assist in managing new customer relationships to generate $500K - $750K in time and material service.
  • Help maximize retention, maintain long-term relationships, and provide excellent customer service.
  • Support mobilization and onboarding of new clients.
  • Participate in post-meetings to ensure contract fulfillment and execution.
  • Assist in service management review of ABC recommendations.
  • Conduct client strategic retention reviews and cross-selling activities.
  • Develop sales leads and build relationships with prospects in target industries within our geographical coverage area.
  • Manage marketing and customer sales journey stages.
  • Qualify prospects and conduct fact-finding exchanges.
  • Survey mechanical equipment and develop scope and budget solutions.
  • Price and prepare scope and proposal to fulfill client's needs.
  • Present and close preventative maintenance agreements at gross margins of 35% or higher.
  • Represent the company at trade shows and participate in team selling as needed.
  • Define top 3 vertical markets to pursue and establish prospect lists and nurture campaigns.
  • Seek out niche market opportunities and drive continuous prospect development.
  • Review prospects and schedule introduction fact-finding visits.

Account Management:

  • Assist with onboarding of new accounts and turnover meetings.
  • Conduct account strategic review visits.
  • Negotiate revisions of contracts and contract renewals.
  • Handle customer issues and needs.
  • Strive to retain 95% of account base year to year.

Requirements:

  • 2+ years of experience as a top sales performer closing new businesses.
  • Ability to commute to Elk Grove Village 2 days per week.
  • Demonstrated success in developing and closing new business opportunities.
  • Exceptional hunting and closing skills.
  • Ability to work independently and overcome resistance.
  • Strong questioning, communication, planning, and presentation skills.
  • Comfortable selling to both C-level and technical buyers.
  • Hard-working, self-starter, ambitious, and results-oriented.
  • HVAC knowledge is helpful but not necessary.
  • Desire to increase earnings on a base plus commission plan.