Sales Manager (New Equipment Sales)
Job Summary
We are seeking an experienced Sales Manager to lead new equipment sales across commercial and industrial markets. This role is responsible for driving profitable revenue growth, developing and managing a high-performing sales team, strengthening strategic customer relationships, and supporting continued organizational growth. The Sales Manager blends strategic sales leadership, team development, major account management, and hands-on business development—setting clear performance expectations, coaching sales professionals, overseeing forecasting and pipeline management, and staying actively engaged in strategic and complex new equipment opportunities. Success in this role requires proven experience selling technical equipment, engineered products, or complex solutions to commercial and industrial customers.
Responsibilities
- Lead the sales team to achieve and exceed revenue, profitability, and performance targets.
- Develop and execute sales strategies aligned with growth objectives.
- Establish sales goals, KPIs, forecasts, and performance expectations across the sales organization.
- Build and maintain strategic relationships with engineering firms, contractors, end users, and other key customers to expand accounts and identify new opportunities.
- Lead recurring sales meetings focused on pipeline development, forecasting, major opportunities, performance, and accountability.
- Establish and reinforce a disciplined, consistent sales process and promote a performance-driven culture centered on accountability, customer service, collaboration, and continuous improvement.
- Remain actively involved in strategic accounts and significant new equipment opportunities, including complex negotiations and high-value pursuits.
- Develop and maintain relationships with key commercial and industrial customers and decision-makers at executive and operational levels.
- Identify, develop, negotiate, and close major account and new equipment opportunities by understanding customer business and technical requirements and positioning appropriate solutions.
- Recruit, onboard, coach, and manage a high-performing sales team; set clear responsibilities, standards, targets, and KPIs for individual contributors.
- Provide ongoing coaching and training to strengthen technical knowledge, sales execution, negotiation skills, and overall performance; evaluate performance through metrics and field observation.
- Create individualized development plans, address performance gaps, and implement coaching or performance improvement initiatives as needed.
- Develop and administer sales incentive and commission programs aligned with organizational objectives; build succession and development plans.
- Oversee sales administration and ensure efficient execution of sales processes, including accurate CRM utilization and consistent pipeline/forecast tracking.
- Develop performance reporting and communicate results, opportunities, and risks to senior leadership; use sales data to identify trends and improvement opportunities.
- Streamline sales processes and systems to improve efficiency, visibility, and accountability; partner cross-functionally to deliver a coordinated customer experience.
- Participate in annual sales and business planning, including forecasting, market analysis, revenue planning, budgeting, expense controls, and resource allocation.
- Analyze market conditions, competitive activity, customer preferences, and sales statistics to identify growth opportunities and recommend strategy adjustments.
- Track progress against annual objectives and implement corrective strategies when necessary.
Requirements
Bachelor’s degree (Preferred Education)
- Bachelor’s degree in Engineering, Business, Marketing, or a related field.
Experience (Preferred Education and Experience)
- 7+ years of progressive sales experience, including at least 5+ years selling solutions to commercial and industrial customers.
- 5+ years of successful sales leadership or management experience.
Required Skills (Required Skills)
- Proven ability to lead sales teams against defined revenue targets, KPIs, and performance expectations.
- Demonstrated success developing, negotiating, and securing major account opportunities.
- Experience selling complex technical products, equipment, engineered systems, or solutions.
- Ability to sell effectively to executive-level decision-makers as well as operational/technical stakeholders.
- Strong capability in sales planning, forecasting, pipeline management, market analysis, and strategy development.
- Demonstrated ability to recruit, coach, develop, motivate, and hold sales professionals accountable.
- Experience developing budgets, performance metrics, sales targets, and incentive programs.
- Strong proficiency with CRM and sales management platforms.
Nice to Have Skills (Nice to Have Skills)
- MBA or advanced degree in Engineering, Business, Marketing, or a related discipline.
- Experience selling commercial/industrial equipment, engineered systems, HVAC/mechanical equipment, energy systems, or similar technical solutions.
- Experience with dual-fuel systems, fuel-conversion applications, or comparable technical equipment and systems.
- Experience working directly with engineering firms, contractors, commercial facilities, and industrial end users.
- Experience managing complex or capital equipment sales cycles.
- Experience building and developing sales teams within a technical or engineered-products environment.
- Professional sales leadership, management, or related industry certifications.
If you are ready to lead a high-impact sales organization and drive growth in commercial and industrial new equipment markets, apply today for consideration.