Sales Manager – Building Automation Systems

Our client, a growing organization in the Building Automation Systems (BAS) industry, is seeking an accomplished, growth-oriented Sales Manager to lead its sales efforts, cultivate strategic customer partnerships, and accelerate profitable business expansion. Headquartered in Baltimore County, MD, this individual will be responsible for directing sales activities throughout the greater DMV region while spearheading expansion initiatives into the Florida market.

This is an exciting, hands-on leadership opportunity for a commercially minded sales professional who thrives on generating new business, developing long-term customer relationships, establishing market presence, and building high-performing teams. Initially, the Sales Manager will maintain an active role in identifying and securing new business, cultivating strategic accounts, and driving revenue opportunities while simultaneously implementing the infrastructure, sales practices, and performance standards necessary to develop a scalable sales operation.

As the organization continues to expand, the position will transition toward a greater emphasis on sales leadership, talent development, strategic planning, and broader market growth.

Key Responsibilities

Provide direction, mentorship, and ongoing coaching to sales professionals. Establish measurable performance standards and enhance team capabilities across prospecting, business development, negotiations, account management, and deal execution. Business Development & Revenue Generation: Identify, pursue, and convert new business opportunities while expanding strategic customer relationships.

Develop connections with mechanical contractors, consulting engineers, real estate developers, building owners, healthcare organizations, and facility management professionals. Territory Expansion & Market Development: Formulate and implement sales initiatives throughout the DMV territory while directing business development and market penetration efforts in Florida.

Identify prospective customers, evaluate market opportunities, establish strategic partnerships, and cultivate a sustainable sales pipeline. Service Sales & Recurring Revenue Growth: Work closely with service and operational leadership to increase service agreement penetration, strengthen customer loyalty, improve retention, and generate additional recurring revenue streams.

Sales Strategy, Forecasting & Accountability: Establish revenue objectives, track sales activity, assess pipeline performance, prepare forecasts, analyze results, and implement corrective strategies to consistently achieve organizational goals. Strategic Account Management & Customer Engagement: Build and maintain executive-level customer relationships.

Lead client presentations, business reviews, negotiations, and high-value sales initiatives while identifying opportunities to expand existing partnerships and increase account penetration. Cross-Functional Collaboration: Coordinate with operations, estimating, engineering, and finance teams to assess project opportunities, prepare compelling and competitive proposals, maintain appropriate profit margins, and facilitate effective project transitions.

Organizational Development & Scalability: Create and refine standardized sales procedures, identify future staffing and resource requirements, assist with recruitment and onboarding, and establish the foundation for a sustainable, high-performing sales organization. Enterprise-Wide Business Development: Partner with affiliated business units and complementary service divisions to uncover cross-selling opportunities, broaden customer relationships, and maximize revenue potential across the organization.

Qualifications

& Experience At least 5 years of demonstrated success in B2B sales within Building Automation Systems (BAS), HVAC Controls, or a closely related building systems industry. A minimum of 2 years in a sales management, sales leadership, or senior-level business development position. Demonstrated ability to increase revenue, secure new business, develop strategic customer partnerships, and successfully lead sales professionals.

Experience overseeing an established sales territory, developing go-to-market strategies, and executing geographic expansion initiatives. Strong leadership, mentoring, communication, negotiation, presentation, and relationship management capabilities. Proficiency with CRM platforms and sales management tools for pipeline tracking, forecasting, reporting, and performance measurement.

Commercial and operational acumen, including the ability to assess project profitability, evaluate scope, identify execution considerations, and determine overall business viability.

Compensation

& Benefits Our client recognizes that attracting and retaining exceptional talent requires a competitive compensation package and an environment that supports long-term professional success. Professional Development: Opportunities for ongoing education, industry training, professional workshops, and relevant certifications to support continued skill development.

Career Growth & Advancement: Opportunities to take on increasing responsibility, advance professionally, and benefit from mentorship and guidance from experienced industry leaders. Paid Time Off: Generous PTO designed to encourage work-life balance and provide time to recharge outside of the workplace. Health & Wellness Benefits: Comprehensive benefits package featuring medical, dental, and vision insurance options.

Competitive Compensation: Base salary commensurate with experience, qualifications, and overall capabilities.

Compensation

will be determined by several considerations, including the scope and level of responsibility, relevant professional experience, education, skill set, and prevailing market conditions. Additionally, this position offers eligibility for a performance-based bonus tied to individual results.