What are the responsibilities and job description for the Commercial HVAC Sales Manager position at Temperature Systems Inc.?
SCOPE OF POSITION:
The commercial sales manager is a working, player-coach role responsible for personally growing the commercial division while leading the team that supports it. This position drives new business through direct outreach to specifying/consulting engineers and commercial customers, while establishing the commercial sales targets and strategic plans needed to meet Temperature Systems Inc. objectives.
Reports directly to the Director of Sales. Balances hands-on sales, engineer relationship-building, and customer development with the supervision, direction, and corrective action of commercial sales engineers, estimators, and commercial sales support teams, ensuring efficient, effective, and productive operations across both divisions.
ESSENTIAL FUNCTIONS:
- Serve as a working, hands-on manager — personally engaged in outside sales, engineer outreach, and customer visits alongside directing the commercial sales engineers, estimators, and commercial sales support team.
- Own the growth of the commercial division: set revenue and market-share targets for Madison and Green Bay and drive the strategic sales plans to hit them.
- Build and personally maintain relationships with consulting/specifying engineers, architects, and specifying agencies to keep Carrier, Sterling, Applied Air, and rotary products positioned favorably in specs.
- Conduct regular, proactive outreach (in-person and virtual) to existing and prospective commercial customers to identify new opportunities, resolve issues, and strengthen long-term relationships.
- Design and develop sales plans in conjunction with performance reviews to achieve commercial & controls sales goals for sales engineers.
- Monitor sales performance and pricing across all product lines represented by TSI.
- Actively develop new and existing markets, including plan & spec, replacement, design-build, industrial, and institutional segments.
- Provide training for new and existing commercial personnel and territory managers on commercial products.
- Work directly alongside the team on key accounts and strategic projects, personally assisting in closing business.
- Attend required sales and engineering meetings at the national level as needed.
- Integrate company policies consistently across both the Green Bay and Madison locations.
- Establish and maintain appropriate inventory levels in conjunction with purchasing.
- Promote and maintain a flexible, cooperative, positive, team-oriented culture with and between departments and end users.
- Ensure timely, accurate, and proper records, files, and databases are developed and maintained for assigned areas of responsibility.
- Remain open and willing to perform other duties as needed, including active field and sales work as a working member of the team.
POSITION REQUIREMENTS/SKILLS:
- Bachelor's degree in business, engineering, or a related field, with 5 years of progressive sales experience, or equivalent combination of education and experience.
- Proven ability to balance hands-on selling and outreach with team leadership and management responsibilities.
- Strong interpersonal and persuasive skills, with a demonstrated track record of building relationships with engineers and customers.
- Strong background in engineered systems.
- Excellent communication skills, including written, verbal, and negotiation.
- Good attention to detail and ability to work independently.
- Proficient PC skills with the ability to use various software systems, including Microsoft Office products.
- Possesses and maintains a valid driver's license.
Own Your Future
At Temperature Systems, Inc. (TSI), you're not just joining a company—you’re becoming an owner. As a 100% employee-owned HVAC distributor, every eligible employee has the opportunity to share in the success they help create through our Employee Stock Ownership Plan (ESOP). In fact, there are only approximately 6,500 employee-owned companies in the United States, making TSI part of a unique group of organizations that invest in their people as owners—not just employees.
For nearly 80 years, we've built our reputation by delivering exceptional products, expertise, and service throughout Wisconsin, northern Illinois, eastern Iowa, and Michigan's Upper Peninsula. We believe our greatest competitive advantage is our people.
Our culture is guided by four core values:
- Customer Focused – We put our customers at the center of every decision.
- Ownership Thinking – We think and act like owners because we are owners.
- Respect Others – We build trust through teamwork, integrity, and accountability.
- Evolve – We embrace continuous learning, innovation, and improvement.
If you're looking for more than a job—if you're looking for a place where your contributions matter, your career can grow, and your success is shared—we'd love to meet you.
Why Join TSI?
- 100% Employee-Owned (ESOP) – Build long-term wealth while helping shape the future of the company.
- Career Growth – Leadership development, internal advancement, and tuition reimbursement.
- People-First Culture – A collaborative, family-oriented environment where you'll be supported and challenged.
- Competitive Pay & Comprehensive Benefits – Including paid vacation, holidays, and a robust benefits package.
- Make an Impact – Help customers solve complex HVAC challenges while working alongside talented, dedicated professionals.
- Growing Together – Join a company committed to innovation, operational excellence, and creating an exceptional customer experience.
Serving customers across Wisconsin, northern Illinois, eastern Iowa, and Michigan's Upper Peninsula from our Madison and Green Bay distribution centers.