EMC Mechanical Services · 1 day ago
Director of Sales
Richmond, VA
Full-time
Onsite
Director/Executive
7+ years expEMC Mechanical Services is seeking a driven and experienced Director of Sales to lead sales efforts for commercial HVAC new construction projects. This role is responsible for building a high-performing sales organization, developing sales strategies, managing key client relationships, and overseeing the full sales lifecycle to drive revenue growth.
Building MaintenanceConstructionEnergy ManagementHeating Ventilation and Air Conditioning (HVAC)
Responsibilities
Develop, lead, and execute EMC’s commercial HVAC new construction sales strategy to drive revenue growth, market expansion, and long-term profitability. Own annual revenue targets, pipeline growth, and forecast accuracy
Lead, mentor, and develop the sales and business development team, setting clear performance expectations, coaching to results, and fostering a high-performance, accountable sales culture
Identify, pursue, and secure high-value opportunities with General Contractors, Developers, and Property Owners, expanding EMC’s footprint in existing and new markets
Build and maintain executive-level relationships with key decision-makers to drive repeat business, negotiated work, and strategic partnerships
Partner with estimating, design, preconstruction, and operations teams to ensure project alignment, competitive pricing, risk management, and successful handoff from sales to execution
Lead proposal strategy, pricing reviews, and contract negotiations; close complex, high-value deals that align with EMC’s financial and operational goals
Establish and track KPIs including revenue, margin, win rate, pipeline health, and forecast accuracy using CRM tools. Provide regular reporting and insights to executive leadership
Monitor industry trends, competitive landscape, and emerging HVAC technologies—including energy-efficient and sustainable solutions—to position EMC for continued growth
Qualification
Required
High school diploma or equivalent is required
7+ years of progressive experience in commercial HVAC or construction sales, business development, or project leadership, including leadership of sales teams
Proven track record of meeting or exceeding revenue targets and driving sustained growth in commercial HVAC new construction
Demonstrated success leading complex pursuits, negotiating contracts, and managing large sales pipelines
Strong knowledge of HVAC systems, construction processes, building codes, and industry standards
Ability to influence cross-functional teams, develop talent, and build executive-level relationships
Strong business development skills with a demonstrated ability to generate new leads and close deals
Expertise in project budgeting, estimating, and value engineering for commercial HVAC systems
Strong communication and presentation skills with the ability to engage and influence clients, contractors, and internal teams
Proficiency in Microsoft Office Suite (Word, Excel, Outlook) and CRM systems
Excellent organizational skills with attention to detail and the ability to manage multiple priorities
Ability to work collaboratively with internal teams to ensure the success of the sales-to-project transition
Must have a valid Virginia driver's license
Must have positive points on state driving record
Must be at least 21 years of age unless company approval is granted
Must not have had a DUI, DWI, or reckless driving conviction in the last five years
Must be able to crawl, kneel, squat, and climb
Must be able to lift up to 50 pounds on a regular basis, unassisted
Must be able to stand and walk for extended periods of time
Preferred
Bachelor's degree in Business, Construction Management, Engineering, or a related field
Benefits
A welcoming, family-oriented work environment that supports work/life balance.
401K plan with Roth and Traditional options, including a 25% company match on up to 6% of your income.
Medical insurance with three plan choices, including Health Savings Account options.
Dental insurance with two plan choices.
Vision insurance coverage.
Flexible spending account.
Tuition reimbursement.
Access to apprenticeship training programs.
Scholarship opportunities for you and your family.
Paths for cross-training and career advancement.
Paid time off that accrues from day one.
Employee Assistance Program for support when needed.
Company
EMC Mechanical Services
EMC Mechanical Services specializes in HVAC, piping, plumbing and refrigeration solutions.
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase