Equipment Sales Manager

The Equipment Sales Manager is responsible for leading and growing the Accounts sales organization, with full accountability for day-to-day execution, customer relationships, financial performance, and team development. This role oversees a portfolio of complex mechanical service projects supporting large national customers and works closely with internal engineering, operations, and service delivery teams to ensure consistent execution, profitability, and customer satisfaction.

This position is a key leadership role within the organization and serves as the primary service sales interface between customers, internal stakeholders, and executive leadership.

Key Responsibilities

Leadership & Team Management

• Lead, mentor, and develop a team of Service Sales Engineers and Project Managers supporting National Accounts.
• Establish clear performance expectations, accountability, and professional development plans for direct reports.
• Foster a collaborative, customer-focused culture aligned with company values and long-term growth objectives.

Customer Relationship Management

• Serve as a senior point of contact for key National Account customers.
• Build and maintain strong, trust-based relationships with customer stakeholders at multiple levels, including facilities, engineering, operations, and executive leadership.
• Support contract renewals, service program expansions, and long-term strategic partnerships.
• Oversee a service sales portfolio exceeding $20M annually, including assessments, repairs, retrofits, upgrades, and energy-related initiatives.
• Ensure projects are properly scoped, priced, scheduled, and executed in coordination with operations and service teams.
• Balance customer needs with operational capacity and financial objectives.

Financial & Business Management

• Understand and manage service P&Ls, margins, forecasting, and backlog.
• Review pricing strategies, cost structures, and financial performance to drive profitable growth.
• Participate in annual budgeting, forecasting, and long-range planning for the service business.

Technical & Engineering Acumen

• Possess a working knowledge of mechanical systems, and building infrastructure.
• Willingness to learn and apply psychometrics, energy load calculations, and system performance concepts relevant to customer applications.
• Translate technical concepts into clear, customer-friendly messaging for non-technical audiences.

Communication & Presentation

• Prepare and deliver presentations to a wide range of audiences, including technicians, customers, and executive or board-level stakeholders.
• Represent the service organization professionally in customer meetings, internal reviews, and strategic discussions.

Cross-Functional Collaboration

• Work closely with engineering, manufacturing, service operations, finance, and sales leadership to align execution and strategy.
• Support continuous improvement initiatives related to service processes, documentation, and customer experience.

Qualifications

Required

• Bachelor’s degree in Construction Management, Engineering Technology, Mechanical Systems, or a related field (or equivalent practical experience).
• Experience managing complex, multi-trade projects or service programs.
• Demonstrated ability to lead teams and manage performance.
• Strong financial literacy, including experience with budgets, forecasts, and P&Ls.
• Excellent written, verbal, and presentation skills.
• Comfortable working with both technical field personnel and senior leadership.

Preferred

• Experience in mechanical systems, building services, or facilities-related industries.
• Background managing subcontractors or multiple trades (electrical, plumbing, controls, etc.).
• Exposure to national or large multi-site customer accounts.
• Experience with energy efficiency, system optimization, or performance-based service offerings.

Personal Attributes

• Confident, professional, and credible in front of customers and executives.
• Organized, detail-oriented, and capable of managing multiple priorities.
• Curious and motivated to learn new technical and business concepts.
• Strong leadership presence combined with approachability and teamwork.