National Account Sales Leader

Lennox International•Richardson, TX

16d•$119,200 - $156,450

About The Position

Driven by 130 years of legacy, HVAC and refrigeration success, Lennox provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us. AES a division of Lennox, was established in 1988 and is one of the largest manufacturers of roof curbs and drop box diffuser systems in the nation. We have recently expanded our capabilities as a single source supplier by adding a Mechanical Services Division as well as becoming a Misc. Steel manufacturer. These new services will reduce construction costs and eliminate coordination with multiple suppliers and subcontractors.  Our focus will be to enhance the services provided to our General Contractor network nationwide.  AES has 4 different fabrication facility locations nationwide to assist our customers and reduce their freight cost and shipment lead times. The National Account Sales Leader is a dual-role leadership position responsible for both leading and developing a team of National Account Reps and personally selling commercial HVAC services to large, strategic national accounts. This role serves as a player–coach: setting national account strategy, driving disciplined sales execution, coaching account managers, and directly owning key enterprise relationships where senior-level engagement is required. Success in this role requires strong commercial acumen, deep understanding of multi-site HVAC service models, and the ability to influence outcomes across sales, operations, and executive customer stakeholders.

Requirements

Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).
8–12+ years of experience in national account sales, commercial services, or facilities-related industries; HVAC experience strongly preferred.
Demonstrated success selling complex, multi-site product or service solutions to national or enterprise customers.
Prior experience leading, coaching, or managing sales professionals.
Strong understanding of commercial HVAC systems, delivery models, and contract structures.
Proven ability to operate effectively at both tactical and executive levels.
Willingness to travel nationally (approximately 40–50%).
Player–Coach Mindset: Able to lead from the front while developing others.
Executive Presence: Comfortable engaging C-suite and senior customer stakeholders.
Strategic Thinking: Translates customer needs and market trends into scalable growth strategies.
Results Oriented: Drives accountability, execution, and measurable outcomes.
Collaboration: Builds strong partnerships across sales, operations, and leadership.

Responsibilities

Lead, coach, and develop a team of National Account Reps responsible for selling commercial HVAC services (products & accessories, mechanical installation capability and recycle services) to multi-site customers.
Establish clear performance expectations, account strategies, and revenue targets aligned with company growth objectives.
Conduct regular pipeline, forecast, and account plan reviews to ensure disciplined execution and predictable results.
Provide hands-on coaching in complex deal strategy, executive-level selling, negotiation, and value-based proposal development.
Partner with Finance and leadership to refine sales processes, tools, and metrics for national accounts.
Personally manage and grow a portfolio of strategic, high-value national accounts, including executive relationships at the corporate level.
Lead pursuit and close of complex, multi-year, multi-location HVAC service agreements.
Develop and present customized, enterprise-level service solutions focused on uptime, cost control, energy efficiency, and scalability.
Negotiate pricing, price increases, contract terms, and service scope in collaboration with finance, legal, and leadership.
Serve as executive sponsor for select accounts, ensuring alignment between customer expectations and service delivery.
Develop and execute strategic account plans that drive new customer acquisition, wallet share expansion, contract renewals, and long-term partnerships.
Identify opportunities for cross-selling and upselling service offerings across national customer portfolios.
Identify opportunities for cross-selling and upselling broader LII product offerings across national customer portfolios.
Analyze customer data, performance metrics, and market trends to inform growth strategies.
Lead quarterly and annual business reviews with key customers, clearly articulating value delivered and future opportunities.
Partner closely with operations, supply chain, engineering, and finance to ensure solutions are operationally sound and scalable.
Act as the voice of the customer internally, advocating for continuous improvement in execution and customer experience.
Support change management and rollout of national programs across regions and service locations.
Own national account revenue performance, forecasting accuracy, and pipeline health.
Report regularly (monthly) to senior leadership on results, risks, and growth opportunities.
Use data-driven insights to adjust strategy, resource allocation, and sales focus.