Territory Sales Manager

Territory Sales Manager

Custom Mechanical Solutions delivers energy-efficient HVAC systems across the Pacific Northwest, with deep expertise in healthcare, education, data centers, and retrofit projects. We work with top manufacturers to meet performance and sustainability goalsalways focused on quality, care, and progress.

If you're ready to grow your career, we're glad you found us. At CMS, you'll join a team that supports your development and gives you space to make an impact. We review every application carefully and appreciate your interest in growing your career with our team.

Position Overview

Custom Mechanical Solutions (CMS) is seeking a senior sales executive to join our leadership team as Territory Sales Manager for the Pacific Northwest. This is not a typical territory sales role - it's an opportunity to help shape CMS's culture, performance, and growth trajectory. You will drive multi-market strategy, mentor high-performing sales professionals, and shape the future of our growth as we expand our presence across Washington, Oregon, and Idaho. For the right candidate, this role provides a path to executive leadership of CMS. CMS is a respected technical and culturally progressive firm, and we're looking for a leader who brings vision, discipline, and executive influence.

Strategic Responsibilities

Develop, lead, and continuously refine CMS's go-to-market strategy.

Evaluate market dynamics, construction trends, and competitive activity to guide strategic focus.

Engage executive-level stakeholders, including general contractors, mechanical contractors, engineering firms, and institutional clients.

Identify and execute growth initiatives in both traditional plan / spec and negotiated design-build environments.

Shape the commercial strategy to align with CMS's long-term growth vision and factory partner goals.

Team Leadership & Development

Lead a team of experienced Sales Engineers and Account Managers with a strong focus on performance, accountability, and mentorship.

Provide executive-level coaching, oversee individual development plans, and team cohesiveness.

Recruit, retain, and grow top-tier sales talent to expand territory coverage and market influence.

Develop, implement, and evolve training programs and foster a culture of continuous improvement.

Client Engagement

Represent CMS as the senior point of contact for strategic clients and partners.

Build and maintain relationships with CMS' factory partners including working with individual vendor managers focused on attaining individual partners' goals and expectations.

Serve as the public face of CMS in the construction and engineering communitiesactively participating in key associations such as ASHRAE, MCAWW, SMACNA, AGC, DBIA, BOMA, and NAIOP.

Oversee executive-level involvement in project pursuit planning, bid reviews, and client proposal development.

Operational & Financial Accountability

Develop annual sales budgets, revenue forecasts, and incentive targets in partnership with executive leadership.

Track financial performance by territory, team member, and key account to ensure targets are met or exceeded.

Approve key pricing strategies and ensure margin discipline on large and strategic projects.

Qualifications & Experience

20+ years of sales leadership experience in the HVAC, mechanical systems, or construction industries.

Demonstrated success in growing market share, influencing large capital project decisions, and leading sales organizations.

Deep understanding of applied mechanical systems (e.g., chillers, AHUs, controls, VRF) and sales within complex construction cycles.

Strong network of relationships in the Pacific Northwest built on trust, delivery, and technical fluency.

Experience working in or leading manufacturer's rep firms is highly desirable.

Bachelor's degree in Engineering, Construction Management, or Business; MBA preferred.

Executive Profile

You are a strategic leader with the credibility to guide and inspire experienced sales professionals.

You think like an ownertaking initiative, being accountable, and creating long-term value.

You lead through mentorship, recognizing potential in others and investing in their growth.

You are fluent in both technical sales conversations and high-level business negotiations.

You build bridges across functions, companies, and stakeholder groups to accelerate results.

You possess executive presence, emotional intelligence, and a deep understanding of how to build trusted relationships in the construction ecosystem.

Compensation & Career Path

Base Salary Range : $150,000 $250,000 depending on experience and qualifications.

Variable performance bonus based on revenue growth, margin performance, and strategic contributions.

Executive Benefits : Medical, dental, vision, 401(k), professional development support, and industry association memberships.

Career Advancement : Clear path to Director or VP-level leadership within CMS with future potential for equity or profit-sharing based on performance.

Why Join CMS

CMS is a respected and growing manufacturers' representative firm known for its technical strength and client-first mindset.

You will work with a high-performing team and lead strategic initiatives across the entire sales organization.

Your work will directly influence growth, market expansion, and long-term brand reputation.

We value integrity, autonomy, and excellenceand we reward leadership that drives results.