Sales Manager

Job Description

Job Description

Location: Texas - Austin
Reports to: EVP / General Manager
Direct Reports: Inside and Outside Sales Representatives

Executive Summary

The Regional Sales Manager provides leadership, development, and regional coordination for the Applied Sales team. While MJEC sales professionals operate with a high degree of independence, the Sales Manager serves as a strategic coach and resource—particularly for Level 1 and Level 2 salespeople—to help the team grow consistently and perform effectively.

In addition to leadership responsibilities, the Sales Manager may participate in selling activities as business needs require, including supporting key accounts and leading strategic pursuits.

This role also plays an important part in maintaining strong relationships with manufacturers and ensuring effective coordination between sales, operations, and technical teams to support customer success.

Key ResponsibilitiesSales Team Leadership

• Lead, support, and develop the Applied Sales team within the region.

• Provide focused coaching for Level 1 and Level 2 salespeople and lighter mentorship for senior sales professionals.

• Conduct regular one-on-one meetings, team discussions, and informal alignment sessions.

• Coach team members on sales approach, professionalism, communication, market awareness, and execution.

• Partner with the EVP/GM on recruiting, hiring, compensation decisions, and performance management.

Sales Operations & Administration

• Provide administrative leadership including:

  • Approving expense reports

  • Reviewing PTO requests

  • Assisting with job approvals

  • Mediating and approving credit splits

  • Encouraging effective use of company ERP/CRM systems

• Support salespeople in key pursuits, presentations, and strategic opportunities.

• Provide guidance on pricing, strategy, and bid approach where it adds value.

• Coordinate closely with the Inside Operations Manager to ensure estimating, proposals, submittals, order entry, and project support align with customer needs.

• Contribute to regional forecasting and planning by maintaining visibility into market opportunities and pipeline activity.

Manufacturer & Vendor Relations

• Serve as the primary regional contact for Flagship, Strategic (Tier 1), and Core (Tier 2) manufacturers.

• Maintain strong manufacturer relationships through consistent communication and alignment.

• Participate in manufacturer meetings and strategy discussions as needed.

• Support Product Champions within the region by clarifying expectations, priorities, and messaging.

• Reinforce alignment with MJEC’s statewide sales strategy.

Technical & Cross-Division Coordination

• Oversee technical specialists (VRF and Hydronics) supporting the regional sales team (if applicable).

• Coordinate sales activities across Air Distribution, Controls, Distributor Solutions, and Aftermarket divisions.

• Encourage collaboration across teams supporting customer projects and strategic opportunities.

Leadership & Communication

• Maintain regular communication with the EVP/GM to ensure regional alignment with company goals.

• Participate in leadership discussions and company planning initiatives.

• Support company efforts to strengthen communication, collaboration, and operational alignment.

Qualifications

• Proven experience in HVAC, mechanical equipment, applied systems, or a related technical sales environment.

• Demonstrated leadership or mentoring experience within a sales organization.

• Strong understanding of consultative selling and project-based sales cycles.

• Ability to coach and develop sales professionals while respecting their autonomy.

• Excellent communication, relationship-building, and organizational skills.

• Experience working with manufacturers, contractors, engineers, and end users is preferred.

• Bachelor’s degree in business, engineering, or a related field is preferred but not required.