Territory Sales Manager

New Today

Strategic Responsibilities Develop, lead, and continuously refine CMS's go-to-market strategy. Evaluate market dynamics, construction trends, and competitive activity to guide strategic focus. Engage executive-level stakeholders, including general contractors, mechanical contractors, engineering firms, and institutional clients. Identify and execute growth initiatives in both traditional plan/spec and negotiated design-build environments. Shape the commercial strategy to align with CMS's long-term growth vision and factory partner goals.
Team Leadership & Development Lead a team of experienced Sales Engineers and Account Managers with a strong focus on performance, accountability, and mentorship. Provide executive-level coaching, oversee individual development plans, and team cohesiveness. Recruit, retain, and grow top-tier sales talent to expand territory coverage and market influence. Develop, implement, and evolve training programs and foster a culture of continuous improvement.
Client Engagement Represent CMS as the senior point of contact for strategic clients and partners. Build and maintain relationships with CMS' factory partners including working with individual vendor managers focused on attaining individual partners' goals and expectations. Serve as the public face of CMS in the construction and engineering communities-actively participating in key associations such as ASHRAE, MCAWW, SMACNA, AGC, DBIA, BOMA, and NAIOP. Oversee executive-level involvement in project pursuit planning, bid reviews, and client proposal development.
Operational & Financial Accountability Develop annual sales budgets, revenue forecasts, and incentive targets in partnership with executive leadership. Track financial performance by territory, team member, and key account to ensure targets are met or exceeded. Approve key pricing strategies and ensure margin discipline on large and strategic projects.
Qualifications & Experience 20+ years of sales leadership experience in the HVAC, mechanical systems, or construction industries. Demonstrated success in growing market share, influencing large capital project decisions, and leading sales organizations. Deep understanding of applied mechanical systems (e.g., chillers, AHUs, controls, VRF) and sales within complex construction cycles. Strong network of relationships in the Pacific Northwest built on trust, delivery, and technical fluency. Experience working in or leading manufacturer's rep firms is highly desirable. Bachelor's degree in Engineering, Construction Management, or Business; MBA preferred.
Executive Profile You are a strategic leader with the credibility to guide and inspire experienced sales professionals. You think like an owner-taking initiative, being accountable, and creating long-term value. You lead through mentorship, recognizing potential in others and investing in their growth. You are fluent in both technical sales conversations and high-level business negotiations. You build bridges across functions, companies, and stakeholder groups to accelerate results. You possess executive presence, emotional intelligence, and a deep understanding of how to build trusted relationships in the construction ecosystem.
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Location:
Bellevue

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