About the Role
Position Overview
DWC Mechanical is seeking an experienced Service Sales Manager – Planned Maintenance to lead and grow our commercial HVAC planned maintenance sales department.
This role is responsible for driving new maintenance agreement growth, leading and developing the planned maintenance sales team, strengthening sales processes, and expanding DWC’s relationships with commercial building owners, property managers, facility leaders, and other key decision-makers.
The ideal candidate combines strong commercial HVAC service knowledge, B2B sales leadership, pipeline management, and a hunter mentality. This person will be expected to help build a disciplined, accountable sales culture while remaining actively involved in major opportunities, customer relationships, proposal strategy, and closing business.
This is a high-impact role for someone who understands how planned maintenance agreements create long-term customer relationships and generate additional service, repair, retrofit, and replacement opportunities.
Responsibilities
Sales Leadership & Growth
- Lead the planned maintenance sales department and drive achievement of revenue, gross margin, and new agreement targets.
- Develop and execute sales strategies to grow DWC’s commercial HVAC maintenance agreement portfolio.
- Establish individual and team sales goals, activity expectations, and performance metrics.
- Coach, develop, and hold sales team members accountable for pipeline development, prospecting, proposal activity, and closing results.
- Conduct regular pipeline reviews, opportunity strategy meetings, and sales performance discussions.
- Identify gaps in sales coverage, target markets, and prospecting activity and implement corrective strategies.
- Assist with recruiting, onboarding, and training new planned maintenance sales professionals as the department grows.
New Business Development
- Develop strategies to identify and pursue new commercial HVAC service opportunities.
- Build relationships with property managers, facility directors, building owners, general contractors, and other commercial decision-makers.
- Support and participate in prospecting efforts including cold calling, networking, referrals, association involvement, and targeted outreach.
- Personally assist with strategic accounts and larger or more complex opportunities.
- Help the team move prospects from initial introduction through site survey, proposal, negotiation, and close.
Planned Maintenance Agreements
- Oversee the development and sale of commercial HVAC planned maintenance agreements.
- Ensure proposed maintenance scopes accurately reflect equipment needs, customer expectations, technician requirements, and desired service levels.
- Review pricing, labor assumptions, equipment inventories, and contract structures to support profitable agreements.
- Partner with service operations and technical teams to ensure agreements can be delivered effectively.
- Establish standards for agreement quality, pricing discipline, renewal strategy, and customer value.
Proposal & Sales Process Management
- Ensure sales opportunities, proposals, follow-up activity, and customer interactions are accurately maintained in the CRM.
- Review major proposals for scope, pricing, positioning, and presentation quality.
- Coach sales representatives on communicating the value of planned maintenance, including equipment reliability, reduced downtime, lifecycle cost, energy performance, and budget predictability.
- Develop consistent sales processes, proposal standards, presentations, and account-development strategies.
- Monitor proposal conversion rates and identify opportunities to improve win rates.
Customer & Account Development
- Maintain strong relationships with key commercial customers and strategic accounts.
- Support customer retention and contract renewal efforts.
- Work with service leadership to resolve customer issues and protect long-term relationships.
- Identify opportunities within existing accounts for expanded maintenance coverage, repairs, retrofits, equipment replacement, controls, and other DWC services.
- Help create a coordinated account strategy between sales and service operations.
Cross-Functional Partnership
- Work closely with Service Managers, technicians, estimators, operations leaders, and project teams.
- Coordinate with service operations before committing to major scope, staffing, or scheduling requirements.
- Ensure clean handoff of newly sold agreements from sales to service operations.
- Communicate customer expectations, equipment information, scope requirements, and special conditions.
- Partner with leadership to evaluate market opportunities, pricing strategies, staffing needs, and departmental growth.
Reporting & Performance Management
- Track and report key sales metrics including:
- New agreement revenue
- Annual recurring maintenance revenue
- Gross margin
- Pipeline value
- Proposal volume
- Close rate
- Sales activity
- Contract renewals
- New logos/accounts
- Provide regular forecasts and pipeline updates to leadership.
- Analyze sales results and market activity to identify trends and opportunities.
- Maintain accountability for CRM accuracy and forecasting discipline.
Qualifications
- 5+ years of commercial HVAC, mechanical service, building automation, facilities, or related B2B service sales experience preferred.
- Prior experience leading, coaching, or managing a sales team strongly preferred.
- Demonstrated success selling commercial service agreements, recurring maintenance contracts, or similar B2B solutions.
- Strong understanding of commercial HVAC systems and preventative/planned maintenance principles.
- Proven ability to develop new business and build long-term customer relationships.
- Experience managing a sales pipeline and using CRM systems.
- Strong estimating, proposal, negotiation, and closing skills.
- Ability to understand customer operational needs and translate them into practical HVAC service solutions.
- Strong financial and business acumen, including understanding of revenue, gross margin, pricing, and contract profitability.
- Excellent communication, presentation, and leadership skills.
- Ability to work effectively with service operations, technicians, estimating, and executive leadership.
- Valid driver’s license and ability to travel locally to customer sites, meetings, and industry events.
Preferred Qualifications
- Experience selling commercial HVAC planned maintenance agreements.
- Previous experience with a mechanical contractor or commercial HVAC service organization.
- Existing relationships within the commercial property, facilities, or building-management community.
- Experience with CRM-based pipeline management and sales forecasting.
- Familiarity with HVAC replacement, retrofit, controls, and service-project sales.
What Success Looks Like
A successful Service Sales Manager will:
- Build a consistent and accountable planned maintenance sales process.
- Increase new commercial maintenance agreement revenue.
- Improve pipeline quality, forecasting accuracy, and close rates.
- Develop sales representatives into stronger hunters and relationship managers.
- Expand DWC’s presence with commercial building owners and facility leaders.
- Create stronger alignment between sales and service operations.
- Increase recurring service revenue while maintaining appropriate pricing and margin discipline.
- Generate downstream repair, retrofit, replacement, and service-project opportunities through a growing maintenance customer base.
Benefits
- Competitive pay
- Comprehensive health insurance (including dental and vision)
- Health Saving Account with company contribution
- Paid Life Insurance
- 401(k) plan with company matching
- Generous paid time off
- Paid Holidays
- Professional development assistance
- Employee discount