HVAC Service Business Development Manager at Vertical Mechanical Group in Sterling, VA, USA

Job description

• About Vertical Mechanical Group (VMG)
• Vertical Mechanical Group (VMG) is a leading mechanical contractor specializing in commercial HVAC, Plumbing, Controls, and Mechanical Services. Originally formed through Anderson Mechanical Services, Inc. and Inspiration Plumbing Company, VMG brings decades of industry experience together with a forward-thinking approach to delivering high-quality mechanical solutions.
• As we continue to grow our Service Division, we are looking for a motivated and relationship-driven Service Sales Manager to help expand our customer base, develop new opportunities, and build lasting partnerships with commercial clients.

Responsibilities

• Build & Grow Customer Relationships
• Develop strong relationships with building owners, property managers, facility managers, general contractors, and other key decision-makers
• Generate new business through networking, referrals, prospecting, cold outreach, and existing customer relationships
• Maintain and grow relationships with current customers to identify additional opportunities
• Serve as a trusted resource by understanding each customer's facility needs and recommending practical mechanical solutions
• Represent VMG at industry events, networking functions, and association meetings
• Identify & Develop Opportunities
• Identify opportunities for commercial HVAC, plumbing, controls, repairs, replacements, retrofits, upgrades, and other service projects
• Conduct site visits to understand customer needs and evaluate potential project opportunities
• Develop a strong pipeline of qualified opportunities and consistently work toward established sales and revenue goals
• Stay informed on market trends, energy-efficiency initiatives, building technologies, and customer needs
• Identify opportunities to expand VMG's presence within key commercial markets
• Develop Customer Solutions
• Partner with Service Operations, Estimating, Project Management, and other internal teams to develop effective project solutions
• Assist with defining project scope, pricing, and customer requirements
• Prepare and present proposals, scopes of work, and customer presentations
• Clearly communicate the value of VMG's solutions and negotiate opportunities through successful close
• Ensure expectations are clearly communicated before transitioning awarded work to the operations team
• Manage the Sales Process
• Maintain an organized pipeline and accurately track opportunities, customer activity, and follow-up through CRM systems
• Coordinate customer handoffs to operations while remaining engaged throughout project execution
• Follow up after project completion to maintain client satisfaction and identify future opportunities
• Support strategic business development initiatives focused on market growth, customer retention, and long-term partnerships
• Travel approximately 80% of the time for customer meetings, site visits, business development, networking, and sales team support
• Own and close strategic customer opportunities while supporting team members with complex negotiations and key accounts
• Establish sales priorities, monitor team performance, and hold team members accountable for prospecting, pipeline development, follow-up, and closing activity
• Manage and coach the Service sales team while remaining personally responsible for an individual sales pipeline and revenue goals

Requirements

• 3+ years of commercial mechanical, HVAC, plumbing, controls, or construction-related sales experience required
• Demonstrated experience managing sales performance while also owning and closing personal sales opportunities
• Strong understanding of commercial building systems and mechanical service projects
• Demonstrated ability to develop new business and build long-term customer relationships
• Strong prospecting, presentation, negotiation, and closing skills
• Excellent communication and interpersonal skills
• Ability to work independently while collaborating effectively with estimating, operations, and project teams
• Strong organizational, follow-up, and time-management skills
• Proficiency with Microsoft Office and CRM platforms
• Valid driver's license and acceptable driving record
• Experience selling commercial HVAC service, retrofit projects, building automation/controls, plumbing services, or mechanical construction
• Existing relationships within commercial real estate, property management, healthcare, data centers, higher education, government, or related markets
• Experience partnering with estimators and operations teams to develop scopes, pricing, and customer solutions

Skills

Required

• Managing sales performance
• Developing new business
• Prospecting
• Presentation
• Negotiation
• Closing
• Communication
• Interpersonal
• Working independently
• Organizational
• Follow-up
• Time-management

Benefits

• Competitive base salary plus commission opportunities
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Company-provided technology and business development support
• Vehicle allowance or company vehicle based on position and business needs
• Ongoing professional development and career advancement opportunities
• The opportunity to grow your career within a rapidly expanding organization
• A collaborative, entrepreneurial environment where your results make an impact