Service Sales Manager

Schneider Electric•Raleigh, NC

13h•Remote

About The Position

Schneider Electric is looking for a Service Sales Manager specializing in Building Automation, HVAC, Security & Fire systems. The role involves leading, developing, and inspiring a team of 8 to 10 Outside Sales Representatives to grow the service business. The primary focus is on driving profitable revenue growth through service agreements, system retrofits, digital building solutions, and lifecycle upgrades, while ensuring the long-term financial health of the service department. The ideal candidate is a hands-on sales leader with technical credibility, financial discipline, and people-first leadership. This role requires close collaboration with service operations, engineering, and executive leadership to position service as a strategic value driver for customers and a predictable, recurring revenue engine for the business.

Requirements

Proven experience managing 5 or more direct reports in a technical or service‑based sales environment.
Demonstrated success driving recurring revenue and growing service contract portfolios.
Strong background in Building Management Systems (BMS), HVAC, Security, and/or Fire systems services.
Ability to understand complex technical solutions and translate them into customer‑focused value propositions.
Deep understanding of gross margins, job costing, pricing strategy, and lifecycle profitability.
Experience managing forecasts, pipelines, and budgets with a disciplined, results‑oriented approach.
Excellent communication skills with the ability to bridge technical, operational, and executive stakeholders.
Comfortable leading discussions with customers, internal operations teams, and senior leadership.

Responsibilities

Directly manage 8–10 Outside Sales Representatives, providing clear expectations, territory alignment, and individual performance targets.
Establish and manage activity standards, pipeline discipline, and sales execution rhythms.
Hold the team accountable for results through structured coaching, performance reviews, and KPI management.
Serve as the primary sales coach for the team, focused on developing consultative and value‑based selling skills.
Conduct pipeline reviews and skill‑building sessions to elevate individual and team performance.
Build a strong sales culture focused on professionalism, accountability, and continuous improvement.
Develop and execute territory and account strategies targeting building owners, facility managers, and property management firms.
Drive growth in preventive maintenance (PM) agreements, service contract renewals, system retrofits, and modernization projects.
Collaborate with service operations to align sales commitments with execution capabilities.
Identify and pursue opportunities for energy efficiency upgrades, building analytics, remote monitoring, and digital service solutions.
Stay informed on market trends, customer needs, and emerging smart‑building technologies to maintain competitive positioning.
Support the evolution of service offerings to increase differentiation and customer value.
Maintain full ownership of the service sales pipeline P&L, ensuring pricing integrity and margin discipline.
Review and approve estimates and proposals to ensure labor, materials, and overhead margins meet company targets.
Drive improvements in departmental profitability, contributing to increased EBITA performance.
Track, analyze, and report on key performance indicators (KPIs), including lead‑to‑opportunity and opportunity‑to‑win conversion rates, proposal volume and average deal size, and service agreement renewal and attachment rates.
Use data to identify trends, remove obstacles, and continuously optimize sales performance.