Job Description

The Regional Sales Manager is a field-oriented sales leader responsible for driving revenue growth and margin by translating ACIS's commercial strategy into disciplined pipeline management and high-margin project execution. Operating as a player-coach, this role enforces sales rigor, ensures predictable opportunity progression, and actively engages with customers to expand market share and retain relationships. They build long-term commercial customer relationships, focusing on territory saturation and service excellence through company sales tools. This critical role requires an ambitious, results-oriented individual with strong emotional intelligence to expand market presence, increase booked margin, and significantly scale revenue.

The Regional Sales Manager should be highly ambitious, results-oriented, and self-motivated. They should be perceptive, able to connect quickly with people in an authentic, convincing and enthusiastic way. This role is critical for expanding our market presence, increasing booked margin, and ensuring the successful execution of key sales initiatives.

Essential Duties and Responsibilities

The essential functions include, but are not limited to the following:

Sales Leadership & Strategy:

• Develop and execute comprehensive sales strategies to achieve and surpass market booked margin targets and quotas.
• Provide leadership, coaching, and mentorship to the sales team, fostering a high-performance, accountable culture through clear expectations and regular 1:1s.
• Monitor market trends, competitor activities, and customer needs to identify new business opportunities and inform strategic alignment.
• Identify skill gaps, coordinate targeted training, and make data-driven recommendations for team development and talent management.

Direct Sales & Business Development (Sales Executive Function):

• Actively pursue, negotiate, and close high-value sales projects, rigorously qualifying opportunities to ensure profitable pursuits and protect margin.
• Manage a portfolio of key accounts, building strong customer relationships, expanding wallet share, and driving the adoption of Preventative Maintenance (PM) contracts.
• Build and manage a robust service opportunity funnel, coaching teams to position service as a strategic solution and converting repeat activity into long-term contracts.
• Identify and develop new business opportunities, expanding market share, and utilizing technical expertise to prepare compelling proposals.

Performance Management & Reporting:

• Enforce rigorous CRM discipline and conduct weekly pipeline reviews to ensure health, stage progression, and accurate close probability.
• Track and analyze key sales and service performance metrics, including close rates, average ticket size, and gross margin by job type.
• Translate pipeline data into reliable monthly and quarterly forecasts, ensuring accuracy and robust pipeline management for leadership.
• Implement and manage efficient sales processes to optimize effectiveness, productivity, and consistent achievement of sales targets.

General:

• Collaborate effectively with cross-functional teams (Operations, HR, Finance) to ensure seamless execution, delivery alignment, and margin discipline.
• Ensure strict adherence to company policies, procedures, and industry requirements.
• Demonstrate professionalism, diplomacy, and tact, representing the company ethically in all business matters.
• Perform other tasks and projects as needed to support business objectives.

Requirements

BASIC QUALIFICATIONS

• High school diploma or GED; college diploma preferred

• Minimum of 5 -7 years of direct experience in sales in commercial HVAC/Mechanical industry

• Strong Service sales and project sales acumen, financially literate with a clear understanding of margin, contribution and risk.

• Driven and passionate about our company vision and serving our customers

• Exceptional interpersonal skills, active listening skills, and verbal and written communication

• Ability to collect, track, and analyze large amounts of data

• Highly organized and diligent with adaptability in a face-paced, rapidly growing company

• Self-motivated with flexibility to varying situations and surprise circumstances

• Ability to build rapport and collaborate with others within the company and externally

• Proficiency in Salesforce, and Microsoft Office Suite

PREFERRED QUALIFICATIONS

• 7-10 years of management and direct experience in sales in commercial HVACR/MEP industry