Director of Sales - Commercial HVAC

Unified Mechanical Group • Full-time • Jurupa Valley, California, United States • $130,000 - $170,000 / year • 1m ago

ABOUT UNIFIED MECHANICAL GROUP

Unified Mechanical Group (UMG) is a fast-growing commercial and industrial HVAC and mechanical contracting firm based in the Inland Empire. We specialize in commercial HVAC installation, design-build construction, HVAC retrofit and replacement, and preventative maintenance programs for commercial, institutional, and industrial clients across Southern California.

We are a young company on a steep growth curve. In our first year we have built union-affiliated field operations (SMART Local 105, UA Local 250, UA Local 364), deployed enterprise-grade systems, and are actively scaling revenue across both construction and service divisions. We are not a startup in the conventional sense: we are a well-capitalized, professionally managed mechanical contractor with the backing, structure, and ambition to become one of the most recognized firms in Southern California.

Our growth model is built on two engines: commercial HVAC construction sales and recurring HVAC service contract revenue. The Director of Sales will lead both.

THE OPPORTUNITY

This is not a figurehead or quota-carrying individual contributor role. The Director of Sales is a senior leadership position responsible for the full commercial sales function at UMG. You will own the pipeline, lead and develop the sales team, administer our HubSpot CRM, and serve as the primary driver of revenue growth across HVAC construction and HVAC service.

The right candidate is someone who has already built and managed a commercial HVAC or mechanical contracting sales team, understands how to sell to general contractors, building owners, developers, and facility managers, and thrives in an environment where the systems are still being built. You will have real autonomy, real accountability, and a direct line to the President.

This is a rare opportunity to step into a defining leadership role at a company early enough to shape its culture, systems, and market position.

COMPENSATION & BENEFITS

Base salary: $130,000 - $170,000 (commensurate with experience)
Performance bonus tied to team revenue attainment, gross margin achievement, and service contract growth
Company vehicle or vehicle allowance
Phone allowance
Medical, dental, and vision insurance
Direct influence over company culture, sales strategy, and team development

WHAT YOU WILL OWN

Sales Strategy & Pipeline Leadership

Develop and execute UMG's commercial sales strategy across HVAC construction and HVAC service divisions
Build and manage the full pipeline from lead generation through contract execution, ensuring predictable revenue and backlog
Set annual revenue, margin, and growth targets in alignment with company goals and own accountability for team-wide attainment
Identify and prioritize target markets including general contractors (GCs), commercial building owners, developers, property managers, and design-build clients
Lead business development planning that expands UMG's market share, brand presence, and strategic partnerships in the Inland Empire, Los Angeles, and Orange County markets

Team Leadership & Accountability

Directly manage and develop HVAC Account Executives and HVAC Sales Representatives
Establish and enforce individual KPIs: revenue targets, activity minimums (calls, site visits, proposals submitted), pipeline coverage ratios, and margin performance
Conduct structured weekly one-on-ones and monthly performance reviews with each direct report
Lead weekly sales team meetings: pipeline review, deal strategy, obstacle removal, accountability
Coach the team on solution-based selling, commercial HVAC technical positioning, relationship management, and profitability awareness
Recruit, onboard, and develop new sales talent as the team scales

HubSpot CRM Administration

Serve as the primary HubSpot CRM owner and administrator for the sales function
Define and enforce CRM usage standards: all leads, contacts, activities, proposals, and deal stages logged and maintained
Build and maintain pipeline dashboards and reporting views for real-time executive visibility
Use HubSpot data to drive coaching decisions, identify pipeline gaps, and support revenue forecasting

Construction & Service Business Development

Drive HVAC construction sales growth through active relationships with GCs, design-build partners, and developers
Build and expand the HVAC Service Division through preventative maintenance agreements, service retrofits, and equipment replacement programs
Personally lead pursuit of strategic accounts and major project opportunities
Oversee proposal development, estimate reviews, presentations, and contract negotiations for significant opportunities
Represent UMG at industry events, trade associations, and networking functions across Southern California

Sales Operations & Reporting

Review and approve all outgoing proposals for margin compliance before submission
Provide weekly and monthly sales reports to the President: pipeline status, revenue trends, team performance, strategic recommendations
Monitor competitive activity, market conditions, and emerging opportunities in the Southern California commercial HVAC market
Collaborate with Estimating, Operations, and Finance on scope alignment, pricing, backlog management, and job-level profitability

HOW YOU WILL BE MEASURED

Weekly pipeline review with the President: total pipeline value, stage distribution, deal velocity, near-term forecast
Monthly performance review against revenue, margin, activity, and team development KPIs
Quarterly business reviews with the executive team covering sales performance, market strategy, and team development
Real-time HubSpot visibility: the President and executive team have ongoing access to pipeline data; accuracy and completeness are a direct reflection of your operational discipline
Annual performance evaluation: total team revenue attainment, margin performance, service contract growth, and team development outcomes

REQUIRED QUALIFICATIONS

5+ years of sales experience in commercial HVAC, mechanical contracting, or a closely related commercial construction or facilities service industry
HVAC industry experience is strongly preferred and will be weighted heavily in candidate evaluation
Demonstrated experience directly managing a sales team: setting targets, conducting performance reviews, developing sales talent
Proven track record of achieving and exceeding revenue targets in a team leadership role
Deep familiarity with commercial HVAC systems, construction project delivery, and preventative maintenance programs
Hands-on proficiency with a CRM platform; HubSpot experience strongly preferred
Strong leadership, coaching, and team-building skills
Excellent communication, presentation, and negotiation skills
Familiarity with the Southern California commercial construction and facilities market
Valid California driver's license; willingness to travel locally for client meetings and site visits

PREFERRED QUALIFICATIONS

Experience scaling both a construction sales pipeline and a recurring HVAC service contract base simultaneously
Background working within a union mechanical contracting environment
Existing relationships with general contractors, building owners, or facility managers in the Inland Empire, Los Angeles, or Orange County markets

WHAT SETS YOU APART

You have built sales teams, not just contributed to them. You know what it takes to hire right, set clear expectations, and develop salespeople who grow with the organization.
You are as comfortable in front of a GC as you are reviewing a bid with an estimator. Clients and field teams respect you for your technical credibility.
You run a CRM as a business management tool, not a data-entry obligation. Pipeline accuracy is a professional standard you hold yourself to.
You are entrepreneurial by nature. A growing company where systems are still being built is an opportunity to you, not a red flag.
You hold your team accountable with the same energy you bring to holding yourself accountable.

HOW TO APPLY

Apply directly through Indeed. Qualified candidates will be contacted within 48 hours. We are actively interviewing and this position will be filled as soon as the right candidate is identified.

Unified Mechanical Group is an equal opportunity employer. We give consideration for employment to qualified applicants without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, marital status, disability, protected veteran status, or any other characteristic protected by federal, state, or local law.

Pay: $130,000.00 - $170,000.00 per year

Benefits:

401(k)
Dental insurance
Flexible schedule
Health insurance
Paid time off
Retirement plan
Vision insurance

Application Question(s):

How many years of sales experience do you have in commercial HVAC, mechanical contracting, or a related commercial construction or facilities service industry?
Have you directly managed a sales team, including setting individual revenue targets and conducting performance reviews?
Do you have hands-on experience using HubSpot or a comparable CRM platform to manage pipeline and report on sales activity?
Do you have existing relationships with general contractors, building owners, or facility managers in the Inland Empire, Los Angeles, or Orange County markets?
his role is based on-site in the Inland Empire and requires regular local travel for client meetings, site visits, and industry events. Are you able to meet this requirement?

Work Location: In person