Our client is a trusted HVAC company serving St. Petersburg and surrounding communities with dependable heating and cooling solutions for homes and businesses. Locally owned and operated for over 20 years, they have built their reputation on honest service, quality workmanship, and a commitment to keeping Florida properties comfortable year-round. The team provides a full range of residential and commercial HVAC services, including AC repair, AC installation, heating repair, heating installation, routine maintenance, duct replacement, ductwork installation, mini split services, indoor air quality solutions, insulation, and emergency HVAC support.
Currently, they seek an exceptionally driven, disciplined, strategic, and results-oriented Director of Sales & Business Development to take ownership of company sales performance, sales-team development, technician sales coaching, and new-business growth. This is not a traditional sales-manager role. The successful candidate must combine executive presence, critical thinking, leadership discipline, and a relentless focus on measurable, profitable growth.
Core Responsibilities
- Own company-wide sales performance, revenue development, pipeline discipline, forecasting, and sales accountability.
- Build, recruit, onboard, train, manage, and continuously improve a high-performing sales organization.
- Establish roles, quotas, territories, compensation recommendations, performance standards, and structured sales meetings.
- Coach field technicians on ethical, customer-focused selling, opportunity identification, communication, presentation, objection handling, and closing skills.
- Conduct field coaching and ride-alongs as appropriate; monitor technician-generated opportunities, conversion rates, average tickets, and follow-up.
- Personally develop new residential and commercial revenue channels, including property managers, general contractors, developers, builders, facility managers, HOAs, investors, real estate professionals, and strategic partners.
- Build commercial-service, replacement, maintenance-agreement, recurring-revenue, referral, and multi-location account opportunities.
- Standardize the sales process from lead generation through follow-up, closing, handoff, customer retention, reactivation, and unsold-estimate recovery.
- Coordinate closely with operations, dispatch, customer service, marketing, finance, and field leadership so sales growth is operationally executable and profitable.
- Protect customer trust and company reputation while increasing revenue and gross profit.
PERFORMANCE & ACCOUNTABILITY
- Performance will be measured objectively and reviewed against established targets. Revenue alone will not define success; the role is accountable for profitable growth.
- Total revenue and gross profit generated; gross-margin quality of sold work.
- Residential replacement, commercial, recurring-service, and newly developed business revenue.
- Sales-team close rate, lead-to-appointment conversion, appointment-to-sale conversion, average ticket, and pipeline value.
- Technician-generated opportunity rate and measurable improvement from coaching.
- New strategic accounts and revenue channels created.
- Forecast accuracy, collected revenue quality, customer retention, and sales-team productivity.
REQUIRED QUALIFICATIONS
- Significant sales-leadership experience with documented, measurable results.
- Proven ability to build, scale, restructure, or materially improve a sales organization.
- Strong command of sales management, forecasting, pipeline development, coaching, negotiation, closing, and accountability.
- Demonstrated business-development success and ability to personally create new opportunities.
- Exceptional critical-thinking, problem-solving, written, verbal, and executive communication skills.
- Ability to interpret financial and sales-performance data and make decisive corrective actions.
- Highly organized, self-directed, resilient, competitive, ethical, and comfortable in a demanding performance-driven environment.
- Polished executive presence with the energy and professionalism to lead executive meetings, client presentations, sales training, and field coaching.
- HVAC, plumbing, electrical, home services, construction, commercial services, or comparable field-service leadership experience strongly preferred.
30 / 60 / 90-DAY EXECUTIVE SCORECARD
- First 30 Days: Complete a comprehensive audit of the sales organization, technician sales performance, lead sources, pipeline, follow-up, conversion metrics, compensation structure, and business-development opportunities; present findings and priorities to executive leadership.
- By Day 60: Implement defined KPIs, sales meeting cadence, pipeline standards, technician coaching program, follow-up requirements, forecasting process, and an active business-development pipeline.
- By Day 90: Demonstrate measurable progress in conversion, pipeline quality, technician opportunity generation, new-account development, sales accountability, forecast reliability, and profitable revenue growth.
COMPENSATION PHILOSOPHY
- Compensation should reward profitable, collected growth – not revenue at any cost. A meaningful performance component may be tied to gross profit, margin quality, collected revenue, new recurring revenue, strategic-account development, and other agreed executive KPIs. Final compensation terms will be established in the employment offer.
FUTURE EQUITY OPPORTUNITY
- For an exceptional executive who demonstrates sustained performance and materially contributes to the growth, profitability, leadership capacity, and enterprise value of Value Air & Heat, there may be an opportunity to be considered for future equity participation.
