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Southland Industries is an MEP building systems firm that provides innovative, yet practical engineering, construction, service, building automation, and energy solutions. For almost 65 years, we have been optimizing each stage of the building lifecycle with our in-house expertise and improving how buildings are designed, built, and maintained.   We are currently a 450 million dollar company with ambitious growth plans! We are currently looking for an experienced Sales Manager with HVAC industry knowledge to manage our sales team in our Dulles, VA office!

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At Southland, we seek people that don’t just follow a career path, but blaze their own.  People who want to apply innovation to their problem solving and embrace the concept of full collaboration between disciplines work at Southland.  We appreciate the spirit of integrity and entrepreneurialism with which our people act, and have learned that the more opportunity we allow our employees, the greater the results.  Each part of our business is interconnected and requires input from others, which has led to the collaborative setting from which we thrive.  Join our team and become a part of an organization that values work-life balance, community, and exceptional quality of work.

HVAC Sales Manager

Responsible for hiring, mentoring and developing the Sales team to ensure sales, revenue and profit goals are met. Pro-actively engaging customers & potential customers face to face, and developing relationships with end-users and building property/facility managers in order to understand and develop the relevant sales strategy.

Job Responsibilities:

  • Actively manage the sales funnel to drive results and accountability 

  • Manage the preventive maintenance contract base and margins, and be responsible for achieving agreed overall business annual net change goals
  • Manage the sales activities ensuring that strong customer relationships are established and maintained while also driving sales team to achieve business objectives in both construction and service sales activities

  • Manage sales team performance; provide coaching, and training paths to develop skills with each team member
  • Actively participate in the estimating and quoting of projects as required

  • Participate in direct selling (supporting sales representative) key/assigned accounts as required & is available as a point of contact for clients (possible involvement in major accounts also as an executive sponsor) 

  • Target key projects and key accounts and develop/implement sales strategies to ensure winning the opportunity of key projects
  • Review estimates and quotes to ensure accuracy and appropriate methods to meet company and customer objectives
  • Assist sales team in determining margins, identifying resources and assessing future potential business

  • Work with Branch Manager to develop monthly/long-term sales forecast and provide input to budget
  • Maintain trade contacts and participate in functions in industry associations in accordance with company policy
  • Provide total account business activity reports and forecasts to management when requested

Job Requirements:

  • Must have a high level of HVAC systems understanding in order to look at opportunities holistically
  • Bachelor’s degree in Engineering, Business Administration or other related field preferred
  • 5-7 years of Sales Management experience or 5-7 years of HVAC/Automation industry experience
  • Highly effective people and communication skills that allows a person to build a favorable rapport quickly with others
  • Must be able to think outside of the box and be innovative to create sales opportunities
  • Must have excellent demonstrated sales skills in prospecting, qualifying, proposing and closing. Cold calling for new prospects is required and sufficient skills in this area are a must
  • Must be able to effectively present information and respond to questions from groups of managers, clients, customers and the general public. Must be able to write reports, business correspondence and must be able to develop and present power point presentations
  • Must be familiar with Microsoft Outlook, Word, Excel, and Power Point

Company Benefits:

As an employee-owned company, we offer a comprehensive benefits package that includes excellent benefits for you and your family:

  • 401(k) Plan with 50% Company Match (no cap) and immediate 100% vesting
  • Annual bonus program based upon performance, profitability, and achievement
  • Medical, Dental, Vision Insurance
  • Term Life, AD&D Insurance, and Voluntary Life Insurance
  • Disability Income Protection Insurance
  • Pre-tax Flexible Spending Plans (Health and Dependent Care)
  • Holidays/Vacation/Personal Time/Life Events Leave
  • Numerous training opportunities and company paid membership for professional associations and licenses