Director of Sales

Join to apply for the Director of Sales role at EMC Mechanical Services

EMC Mechanical Services is seeking a driven and experienced Director of Sales
. In this role, you will lead the sales efforts for commercial HVAC new construction projects. This role is responsible for building a high‑performing sales organization by setting clear expectations, coaching to results, and providing ongoing training to drive consistent revenue growth. You will develop and execute sales strategies that drive revenue growth, manage key client relationships, and oversee the full sales lifecycle—from opportunity identification through contract execution.

As the Director of Sales
, you will manage day‑to‑day sales activities while developing and executing growth strategies that expand market presence and increase backlog. You will mentor sales team members through the full sales cycle—from prospecting and pursuit strategy to contract execution—while fostering accountability, collaboration, and professional development. You will collaborate closely with internal teams including Design, Estimating, and Project Management to ensure project alignment, successful delivery, and achievement of financial objectives.

This is a critical leadership position focused on expanding EMC’s presence in the commercial new construction market and delivering sustainable, profitable growth through HVAC systems and related solutions.

EMC Mechanical Services is the top choice for Commercial HVAC and Plumbing professionals in Richmond, VA! With over a century of experience, an excellent reputation, financial stability, and a growing client base, EMC Mechanical Services is the company of choice. Servicing Richmond since 1994, EMC offers employees more than just benefits, including work‑life balance, paid training, apprenticeships, wellness programs, and more.

Apply now to join an organization rooted in the purpose of Installing Confidence.

• Sales Strategy & Revenue Growth: 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.
• Team Leadership & Development: 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.
• Business Development & Market Expansion: Identify, pursue, and secure high‑value opportunities with General Contractors, Developers, and Property Owners, expanding EMC’s footprint in existing and new markets.
• Client & Executive Relationships: Build and maintain executive‑level relationships with key decision‑makers to drive repeat business, negotiated work, and strategic partnerships.
• Preconstruction &
  
  Cross-Functional Collaboration:
  
  Partner with estimating, design, preconstruction, and operations teams to ensure project alignment, competitive pricing, risk management, and successful handoff from sales to execution.
• Contract Negotiation & Deal Closure: Lead proposal strategy, pricing reviews, and contract negotiations; close complex, high‑value deals that align with EMC’s financial and operational goals.
• Performance Management & Reporting: 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.
• Market Intelligence & Competitive Positioning: Monitor industry trends, competitive landscape, and emerging HVAC technologies—including energy‑efficient and sustainable solutions—to position EMC for continued growth.

• Education:
• High school diploma or equivalent is required.
• Bachelor’s degree in Business, Construction Management, Engineering, or a related field is preferred.
• Experience:
• 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…