Director of Sales

Who We’re Hiring:

EMC Mechanical Services, is seeking a driven and experienced Director of Sales. In this role, you will be leading 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 be responsible for developing and executing sales strategies that drive revenue growth, managing key client relationships, and overseeing the full sales lifecycle—from opportunity identification through contract execution.

As the Director of Sales, you will manage the 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.

Who We Are:

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.

What You’ll Do:

• 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.

What You’ll Bring:

• 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 complex pursuits, negotiating contracts, and managing large sales pipelines.
  • Strong knowledge of HVAC systems, construction processes, building codes, and industry standards.
  • Ability to influence cross-functional teams, develop talent, and build executive-level relationships.
• Skills:
  • Strong business development skills with a demonstrated ability to generate new leads and close deals.
  • Expertise in project budgeting, estimating, and value engineering for commercial HVAC systems.
  • Strong communication and presentation skills with the ability to engage and influence clients, contractors, and internal teams.
  • Proficiency in Microsoft Office Suite (Word, Excel, Outlook) and CRM systems.
  • Excellent organizational skills with attention to detail and the ability to manage multiple priorities.
  • Ability to work collaboratively with internal teams to ensure the success of the sales-to-project transition.
• Driving Requirements:
  • Must have a valid Virginia driver’s license.
  • Must have positive points on state driving record.
  • Must be at least 21 years of age unless company approval is granted.
  • Must not have had a DUI, DWI, or reckless driving conviction in the last five years.
  • All driving records are run as part of our pre-employment process and reviewed at the discretion of the Safety Team.
• Physical Requirements:
  • Must be able to crawl, kneel, squat, and climb. 
  • Must be able to lift up to 50 pounds on a regular basis, unassisted. 
  • Must be able to stand and walk for extended periods of time. 

What We Offer:

EMC Mechanical Services offers a wide range of employee benefits, including:

• A welcoming, family-oriented work environment that supports work/life balance.
• 401K plan with Roth and Traditional options, including a 25% company match on up to 6% of your income.
• Medical insurance with three plan choices, including Health Savings Account options.
• Dental insurance with two plan choices.
• Vision insurance coverage.
• Flexible spending account.
• Tuition reimbursement.
• Access to apprenticeship training programs.
• Scholarship opportunities for you and your family.
• Paths for cross-training and career advancement.
• Paid time off that accrues from day one.
• Employee Assistance Program for support when needed.

Not everyone may fulfill all the requirements listed here.  If you possess the necessary skills but are unsure about your background, please don’t hesitate to apply.  We welcome your application and are eager to explore the opportunity with you.  We’re constantly seeking individuals who can contribute to our company’s growth and success.

At EMC Mechanical Services, we are committed to cultivating an environment of mutual respect and inclusion.  We are an Equal Opportunity Employer and do not discriminate on the basis of race, color, religion, age, sex, national origin, gender, pregnancy, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, ethnic origin, or any other characteristic protected by federal, state or local laws.

All aspects of employment will be based on merit, competence, performance, and business needs, including the decision to hire, promote, discipline, or discharge.

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