Role Description

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.

Key Responsibilities

• Sales Leadership & Team Management
  • 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.
• Direct National Account Sales (Player Role)
  • 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.
• Account Strategy & Growth
  • 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.
  • 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.
• Cross-Functional Collaboration
  • 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.
• Performance Management & Reporting
  • 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.

Qualifications

• 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%).

Benefits

• Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $119,200 - $156,450 annually. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan.
• Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role:
  • Tuition reimbursement
  • Medical, dental, and vision insurance
  • Prescription drug coverage
  • 401(k) retirement plan
  • Short-term disability insurance
  • 8 weeks paid birthing leave
  • 2 weeks paid bonding leave
  • Life and long-term disability insurance
  • Paid time off: up to 12 days, 2 paid well-being days, 1 paid volunteer day, 10 paid holidays, and 3 floating holidays per year.