Director of Sales​

 

Date: April 2026

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Position Type: Full-Time, Exempt

Location: Southern California

Reports To: President

Direct Reports: HVAC Account Executive (Construction & Service), HVAC Sales Representative (Construction & Service)

Compensation: $130,000–$170,000 base salary + performance bonus (DOE)

Benefits: Company vehicle, phone allowance, medical/dental/vision

 

Position Summary

The Director of Sales is a senior leadership role responsible for driving revenue growth across both the Construction and Service divisions of UMG. This individual will directly oversee and develop the HVAC Account Executives and HVAC Sales Representatives, leading them to achieve individual and team revenue targets in a structured, accountable environment.

This is not a figurehead role. The Director of Sales will be actively engaged in the market—hunting strategic accounts, coaching the sales team through complex deals, and building the systems, metrics, and culture that make UMG’s sales engine scalable. The right candidate combines a deep background in commercial HVAC sales with the leadership maturity to build a high-performing team from the ground up.

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The ideal candidate brings a proven track record in commercial HVAC or mechanical contracting sales, direct experience managing salespeople and hitting team targets, and the discipline to build and manage the day-to-day activities of an outside sales team. This role is an opportunity to step into a defining leadership position at a growing firm with significant runway.

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Key Responsibilities

Sales Strategy & Leadership

• Develop and execute UMG’s comprehensive sales strategy across both Construction and Service business lines, ensuring consistent and diversified revenue streams.

• Establish annual sales, margin, and growth targets in alignment with corporate goals; own accountability for team-wide performance against those targets.

• Build, manage, and maintain the full sales pipeline—from lead generation through close—ensuring predictable revenue and healthy backlog.

• Identify and prioritize target markets, customer segments, and key accounts including general contractors, building owners, developers, property managers, and design-build clients.

• Lead short- and long-term business development planning that expands UMG’s market share, brand visibility, and strategic partnerships throughout Southern California.

 

Team Leadership & Accountability

• Directly manage and develop the HVAC Account Executives and HVAC Sales Representatives, providing clear role expectations, performance standards, and regular coaching.

• Conduct structured weekly one-on-one meetings and monthly performance reviews with each direct report, covering pipeline health, activity metrics, wins, and development areas.

• Establish and enforce individual KPIs for each sales team member, including revenue targets, activity minimums (calls, site visits, proposals), pipeline coverage ratios, and margin performance.

• Lead weekly sales team meetings focused on pipeline review, deal strategy, obstacle removal, and accountability to commitments.

• Mentor and coach the team on solution-based selling, commercial HVAC technical positioning, relationship management, negotiation, and profitability awareness.

• Foster a high-accountability, high-support culture where expectations are clear, performance is recognized, and underperformance is addressed constructively and promptly.

• Recruit, onboard, and develop new sales talent as the organization grows.

 

HubSpot CRM Management

• Serve as the primary owner and administrator of UMG’s HubSpot CRM platform, responsible for ensuring the system reflects accurate, current pipeline data at all times.

• Define and enforce CRM usage standards across the sales team—all leads, contacts, accounts, activities, proposals, and deal stages must be logged and maintained in HubSpot.

• Build and maintain pipeline dashboards and reporting views that provide the President and executive team with real-time visibility into sales performance, forecast accuracy, and activity levels.

• Leverage HubSpot data to identify pipeline gaps, coaching opportunities, and strategic priorities.

• Work with operations and finance to ensure CRM data supports accurate revenue forecasting and backlog management.

 

Business Development & Client Relations

• Personally lead the pursuit of strategic accounts and major project opportunities until the team is fully staffed and capable of managing the full pipeline independently.

• Build and maintain long-term relationships with key general contractors, property owners, developers, and facility managers across Southern California.

• Oversee proposal development, presentations, estimate reviews, and contract negotiations for significant construction projects and service maintenance agreements.

• Represent UMG at industry events, trade associations, and networking functions to build brand presence and market relationships.

 

Construction & Service Business Growth

• Drive construction sales growth through active relationships with general contractors, design-build partners, and developers.

• Build and expand the Service Division by developing a pipeline of preventative maintenance agreements, service retrofits, and upgrade opportunities alongside the Sales Representative.

• Manage a balanced sales portfolio that supports stable cash flow through service contracts while enabling scalable growth through construction work.

• Collaborate with Estimating and Operations to ensure accurate pricing, scope alignment, margin targets, and resource planning on all opportunities.

 

Sales Operations & Reporting

• Oversee proposal quality, bid competitiveness, and profitability on all submitted work; ensure margin targets are met before proposals go out.

• Partner with Operations and Finance to monitor backlog health, forecast accuracy, and job-level profitability.

• Provide weekly and monthly sales reports to the President covering pipeline status, revenue trends, team performance, and strategic recommendations.

• Monitor market conditions, competitor activity, and emerging opportunities in the commercial HVAC sector across Southern California.

 

Cross-Functional Collaboration

• Work closely with the President, Director of Construction, Director of Service, and Estimating team to ensure operational readiness, profitable project delivery, and alignment between sales and execution.

• Partner with UMG’s Marketing Consultant to develop targeted campaigns and a strong digital presence that supports new business generation.

• Contribute to executive decision-making, strategic planning, and quarterly board reviews through market analysis and growth recommendations.

 

Qualifications

Required

• 5+ years of sales experience in commercial HVAC, mechanical contracting, or a closely related construction/service industry—HVAC industry experience is strongly preferred and will be weighted heavily in candidate evaluation.

• Demonstrated experience directly managing a sales team, including setting individual targets, conducting performance reviews, and developing sales talent.

• Proven track record of achieving and exceeding revenue targets in a team leadership role.

• Deep familiarity with commercial HVAC systems, construction project delivery methods, and preventative maintenance programs.

• Hands-on proficiency with a CRM platform (HubSpot experience a plus); ability to build reports, manage pipeline data, and use CRM as a management tool.

• Strong leadership, coaching, and team-building skills with a track record of developing high-performing individuals.

• Excellent strategic thinking, communication, presentation, and negotiation skills.

• Familiarity with the Southern California commercial construction and facilities market.

• Valid California driver’s license; willingness to travel locally for client meetings, site visits, and industry events.

 

Preferred

• Experience simultaneously scaling both a construction sales pipeline and a recurring service contract base.

• Background working within a union mechanical contracting environment.

• Existing relationships with general contractors, building owners, or facility managers in the Inland Empire, Los Angeles, or Orange County markets.

 

Compensation & Benefits

• Competitive base salary: $130,000–$170,000 (commensurate with experience).

• Performance-based bonus plan tied to team revenue attainment, margin achievement, and service contract growth—structured to create a highly competitive total compensation package.

• Company vehicle or vehicle allowance.

• Phone allowance.

• Medical, dental, and vision insurance.

• Opportunity to build and lead a growing sales organization with direct influence on company culture and direction.

 

Equal Opportunity Employer

Unified Mechanical Group is an equal opportunity employer. We give consideration for employment to qualified applicants without regard to age, race, color, religion, creed, sex, sexual orientation, gender identity or expression, national origin, marital status, disability, protected veteran status, or any other status or characteristic protected by federal, state, or local law.

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