Director of Sales | Commercial HVAC Sales Leader - Service & Preventative Maintenance (DFW)

Raymond Search Group • Dallas, TX

10d • Onsite

About The Position

The Director of Sales is a player-coach Commercial HVAC Sales Leader responsible for building and leading the sales engine for an owner-led commercial mechanical services contractor in Dallas-Fort Worth. The role focuses on commercial HVAC service and preventative maintenance (PM), not new construction sales. The Director will personally win business while establishing repeatable processes, technology, and a sales culture that can support growth into additional markets. The position reports to the market president.

The Director will build a sales process for PM agreements and service, manage the HubSpot pipeline and forecasting, and work with service operations, estimating, and the business intelligence team on pricing, scope, reporting, and automation. The role will also develop the existing PM sales representative, recruit and coach future sellers, document the process in the company’s training system, and create a pull-through engine that generates repair, retrofit, and replacement work from maintenance customers.

Compensation includes a base salary of $150,000 to $160,000 and target first-year total compensation of $250,000 to $275,000 through performance-based incentives aligned with profitable new business growth. Relocation assistance of up to $10,000 is available for the right candidate. Year-one success includes at least $600,000 in new annual PM agreement value, plus profitable pull-through from those customers.

Requirements

• At least 10 years of commercial HVAC sales experience, with demonstrated success selling service and preventative maintenance agreements.
• A track record of building a maintenance agreement book, service sales team, or sales program, with measurable before-and-after results.
• Verifiable record of personally closing new business and achieving sales goals.
• Experience selling directly to building owners, property managers, facility directors, and other commercial decision-makers.
• Working knowledge of commercial HVAC equipment and maintenance requirements, including rooftop units, split systems, and other systems common in commercial facilities.
• Ability to evaluate customer needs, gather accurate site information, and recognize when additional technical expertise is required.
• Understanding of maintenance agreement scope, labor assumptions, exclusions, pricing, and gross margin.
• Strong discovery, presentation, negotiation, and closing skills.
• Valid driver’s license and ability to travel throughout the DFW market for customer meetings and site visits.
• Ability to use Microsoft 365 to prepare proposals, communicate professionally, and collaborate with the team.

Nice To Haves

• Direct experience with HubSpot and BuildOps is strongly preferred.
• Experience leading, coaching, or developing sellers is preferred.
• Experience implementing or improving a CRM-driven sales process.

Responsibilities

• Personally close new preventative maintenance and service business while building and leading the sales team.
• Own the sales process from lead response through discovery, site assessment, proposal development and presentation, negotiation, and signed agreement.
• Sell commercial HVAC preventative maintenance agreements, service solutions, repairs, and equipment replacement opportunities.
• Respond to company-generated leads, qualify opportunities, identify decision-makers, and establish next steps.
• Conduct facility walkthroughs to assess equipment, operating conditions, customer priorities, and maintenance requirements.
• Develop proposals with service operations and estimating, ensuring accurate scope, appropriate pricing, and target profitability.
• Present the company’s value in terms of equipment reliability, operational continuity, asset life, and budget predictability.
• Win business from incumbent providers by identifying service gaps, contract timing, purchasing requirements, and customer concerns.
• Follow up consistently, resolve objections, and advance proposals toward decisions.
• Expand customer relationships through additional properties, maintenance coverage, service needs, and equipment improvements.
• Supplement company-generated opportunities with referrals, professional relationships, and targeted prospecting.
• Coordinate complete operational handoffs, documenting equipment, scope, exclusions, customer expectations, and commitments.
• Own the HubSpot sales pipeline, including stages, activity standards, data quality, and forecast accuracy.
• Use BuildOps within established workflows to maintain customer, site, equipment, proposal, and service information.
• Maintain accurate, consistent information across HubSpot and BuildOps for sales visibility and service delivery transitions.
• Use Microsoft 365 to prepare proposals, communicate professionally, and collaborate with the team.
• Partner with the business intelligence team to define sales-process reporting and automation.
• Build pricing and scoping discipline with service operations and estimating to ensure agreements meet target margin.
• Develop the existing PM sales representative and recruit, onboard, and coach future sellers as the company grows.
• Document the sales process in the company’s training system so new sellers can be onboarded consistently.
• Build a sales culture based on accountability, honest selling, and customer outcomes.
• Build a technician referral program with the Director of Service.
• Meet sales goals, including at least $600,000 in new annual PM agreement value in year one and profitable pull-through sales.
• Support timely lead response, proposal delivery and follow-up, accurate reporting and forecasting, complete operational handoffs, successful customer onboarding, and sales-team ramp-up.

Benefits

• Relocation assistance up to $10,000 for the right candidate.
• Base salary of $150,000 to $160,000.
• Target first-year total compensation of $250,000 to $275,000 through performance-based incentives aligned with profitable new business growth.
• Opportunity to join the DFW market leadership team alongside the Director of Service and Director of Construction.
• Opportunity to shape and scale the sales organization as the company expands.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed