Territory Sales Manager

Custom Mechanical Solutions • Bellevue, WA

13d • Onsite

About The Position

Custom Mechanical Solutions (CMS) is seeking a senior sales executive to join our leadership team as Territory Sales Manager for the Pacific Northwest. This is not a typical territory sales role - it’s an opportunity to help shape CMS’s culture, performance, and growth trajectory. You will drive multi-market strategy, mentor high-performing sales professionals, and shape the future of our growth as we expand our presence across Washington, Oregon, and Idaho. For the right candidate, this role provides a path to executive leadership of CMS. CMS is a respected technical and culturally progressive firm, and we’re looking for a leader who brings vision, discipline, and executive influence.

Requirements

• 20+ years of sales leadership experience in the HVAC, mechanical systems, or construction industries.
• Demonstrated success in growing market share, influencing large capital project decisions, and leading sales organizations.
• Deep understanding of applied mechanical systems (e.g., chillers, AHUs, controls, VRF) and sales within complex construction cycles.
• Strong network of relationships in the Pacific Northwest built on trust, delivery, and technical fluency.
• Bachelor’s degree in Engineering, Construction Management, or Business

Nice To Haves

• MBA preferred.
• Experience working in or leading manufacturer’s rep firms is highly desirable.

Responsibilities

• Develop, lead, and continuously refine CMS’s go-to-market strategy.
• Evaluate market dynamics, construction trends, and competitive activity to guide strategic focus.
• Engage executive-level stakeholders, including general contractors, mechanical contractors, engineering firms, and institutional clients.
• Identify and execute growth initiatives in both traditional plan/spec and negotiated design-build environments.
• Shape the commercial strategy to align with CMS’s long-term growth vision and factory partner goals.
• Lead a team of experienced Sales Engineers and Account Managers with a strong focus on performance, accountability, and mentorship.
• Provide executive-level coaching, oversee individual development plans, and team cohesiveness.
• Recruit, retain, and grow top-tier sales talent to expand territory coverage and market influence.
• Develop, implement, and evolve training programs and foster a culture of continuous improvement.
• Represent CMS as the senior point of contact for strategic clients and partners.
• Build and maintain relationships with CMS’ factory partners including working with individual vendor managers focused on attaining individual partners’ goals and expectations.
• Serve as the public face of CMS in the construction and engineering communities—actively participating in key associations such as ASHRAE, MCAWW, SMACNA, AGC, DBIA, BOMA, and NAIOP.
• Oversee executive-level involvement in project pursuit planning, bid reviews, and client proposal development.
• Develop annual sales budgets, revenue forecasts, and incentive targets in partnership with executive leadership.
• Track financial performance by territory, team member, and key account to ensure targets are met or exceeded.
• Approve key pricing strategies and ensure margin discipline on large and strategic projects.

Benefits

• Medical, dental, vision, 401(k), professional development support, and industry association memberships.
• Clear path to Director or VP-level leadership within CMS with future potential for equity or profit-sharing based on performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive