What are the responsibilities and job description for the Director of Sales position at Comfort Temp Company?
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Comfort Temp Heating & Air | Gainesville
- Jacksonville
- Orlando
- Tampa
Since 1985, Comfort Temp Heating & Air has delivered peace of mind through expert HVAC solutions across Florida. Rooted in family values and driven by integrity, we’ve grown into trusted leaders with offices in Gainesville, Jacksonville, Orlando, and Tampa. Our core values guide everything we do:
Do what you say. Do what it takes. Walk with purpose. Do the right thing.
Position Overview
The Director of Sales – Commercial is the senior sales leader responsible for building and scaling Comfort Temp’s commercial sales engine in Jacksonville by leveraging our existing network, strengthening market presence, and creating disciplined pipeline health across the sales team. This leader owns commercial revenue performance, margin discipline, forecasting accuracy, and sales accountability, while partnering tightly with operations to ensure what we sell is deliverable and profitable.
This is a working leadership role: you will sell, lead, coach, recruit, and build.
key outcomes
- create consistent pipeline coverage and forecast accuracy for the commercial sales team
- expand Jacksonville commercial market presence through relationships, visibility, and trusted advisory selling
- increase profitable revenue (gross margin dollars and margin %) through pricing discipline and scope control
- build, hire, and develop a high-performing commercial sales team with a repeatable training program
- ensure clean handoffs and strong operational alignment so customer expectations match capacity and execution
sales leadership and pipeline health
- own the commercial sales strategy for Jacksonville and drive execution through weekly sales rhythms
- establish and enforce pipeline standards: stage definitions, qualification gates, activity expectations, and hygiene
- lead weekly pipeline and forecast reviews; hold team accountable to next steps, close plans, and timelines
- implement scorecards for leading indicators (prospecting, meetings, site walks, proposals) and lagging indicators (wins, margin, cycle time)
- coach performance through ride-alongs, call reviews, proposal reviews, and negotiation/closing strategy
- leverage Comfort Temp’s current network to open doors and accelerate opportunity creation (GC’s, property managers, owners, industrial/institutional)
- build and expand key accounts that generate repeat work and referrals
- represent Comfort Temp in the Jacksonville commercial community and at strategic events to increase brand trust and visibility
- drive a balanced portfolio: projects, retrofits, and recurring maintenance/service agreements
- recruit, hire, onboard, and develop commercial sales talent as the market grows
- build a structured sales onboarding and training program to reduce ramp-up time (industry selling, solutions, estimating basics, margin drivers, process)
- create a commercial sales playbook: discovery standards, proposal format, objection handling, close plans, handoff requirements
- partner with operations/estimating to ensure pricing reflects labor realities, material constraints, risk, and schedule
- enforce qualification standards that protect margin (scope clarity, access constraints, schedule feasibility, customer readiness)
- control discounting through defined approval levels and a margin-first approach
- drive change-order discipline and scope management to prevent margin erosion after sale
- maintain close coordination with service/dispatch/project teams so sold work matches capacity and timelines
- ensure turnover packages are complete: scope, assumptions/exclusions, schedule commitments, permits/access, customer expectations, and communication plan
- communicate forecasted workload weekly to operations leadership to support staffing and scheduling decisions
- drive CRM discipline (ServiceTitan/CRM preferred): accurate stages, activities, notes, next steps, and reporting
- produce actionable reporting for leadership: pipeline coverage, conversion rates, forecast accuracy, margin by segment, and team performance
- profitable commercial revenue growth (gross margin dollars and margin %)
- pipeline coverage and stage health (sufficient qualified opportunities to hit targets)
- forecast accuracy by month/quarter
- conversion rates and cycle time (opportunity-to-close)
- recurring revenue growth (maintenance agreements and service contract penetration)
- team performance and ramp-up speed for new hires
- 7 years of commercial HVAC/mechanical contracting sales experience, including leadership responsibility
- proven track record building pipeline, winning complex deals, and protecting margin
- strong understanding of commercial HVAC execution realities (labor, scheduling, closeout, change orders)
- demonstrated ability to recruit, train, and coach sales talent with measurable improvement
- strong business acumen: pricing, forecasting, accountability rhythms, and KPI management
- proficiency with CRM and sales reporting; ServiceTitan experience preferred
- excellent communication, negotiation, and executive-level customer presence
- valid driver’s license; regional travel as needed
We live by our core values:
Do what you say. Do what it takes. Walk with purpose. Do the right thing.
We reward initiative, uphold accountability, and operate as one team.
How To Apply
Send your resume (and a short summary of commercial sales leadership results: revenue, margin, team size, and wins) to Brandon@comforttemp.com with the subject line:
Director of Sales – Commercial (Jacksonville)