Services Sales Leader

About the Role:
As a Services Sales Leader, you will be at the forefront of driving commercial growth, sales strategies, and market expansion for our Services business. This role requires you to take accountability for orders, top-line growth, margin realization, and strategic customer acquisition across the total HVAC lifecycle. Collaborating closely with Fulfillment, Operations, and Finance, you will ensure a seamless transition of sold contracts and projects into recognized revenue.

Where is the Work:

• On-Site (5 days a week)

Responsibilities:
A. Commercial Strategy & Business Growth

• Sales Growth & Target Achievement: Drive the service sales organization to achieve and exceed regional targets for orders, bookings, market penetration, and secured margins across maintenance agreements, turnkey retrofits, digital services, and repairs.
• Go-To-Market & Pipeline Management: Expand market coverage across key verticals and customer accounts. Oversee quotation pipelines, bid-hit ratios, renewal capture rates, and customer acquisition strategies.
• Commercial Judgment & Margin Protection: Balance aggressive market share growth with margin integrity, operational delivery feasibility, and contractual risk profile.
• Solutions & Portfolio Expansion (NPI/NPD): Drive commercial adoption of New Product Introductions (NPI) and New Product Developments (NPD) by positioning comprehensive HVAC solutions, energy management offerings, building automation upgrades, and digital service contracts.

B. Business & Financial Acumen

• Financial Drivers & P&L Impact: Maintain a deep understanding of service financial drivers—including orders, revenue recognition, gross margin, operating margin, working capital, cash flow, and Days Sales Outstanding (DSO)—translating commercial actions into positive bottom-line impact.
• Rigorous Forecasting: Build and manage reliable orders, revenue, and margin forecasts using commercial pipelines, backlog execution schedules, and market assumptions. Proactively identify pipeline or revenue conversion gaps and establish prompt recovery actions.
• End-to-End Revenue Cycle Awareness: Understand the complete revenue cycle from booking through backlog, milestone delivery, billing, and cash collection, identifying potential revenue-at-risk and aligning with cross-functional teams to resolve issues early.

C. Business Performance & Senior Management Reporting

• Executive Performance Reviews: Prepare and lead structured monthly and quarterly business reviews (MBR/QBR) covering orders, sales funnel health, backlog conversion, margin trends, customer developments, and market intelligence.
• Action-Oriented Communication: Communicate performance clearly to senior leadership, explaining not merely what the numbers are, but why they are moving, future revenue implications, and what corrective actions are being deployed.
• Variance & Risk Mitigation: Formulate clear mitigation plans for shortfalls against the Annual Operating Plan (AOP), clearly separating market factors, pricing dynamics, and delivery milestones.

D. Fulfillment Collaboration & Execution Governance

• Sales-to-Operations Hand-Off: Partner closely with the Service Fulfillment & Operations team to establish seamless project and contract hand-offs, ensuring clear scope definitions, accurate job costing, and realistic execution timelines.
• Delivery Alignment & Backlog Conversion: Regularly coordinate with fulfillment leaders to review operational capacity, track backlog burning rates, monitor Work in Progress (WIP) milestones, and ensure delivered margins match or exceed sold margins.
• Customer Satisfaction & Dispute Mediation: Serve as the senior commercial escalation point for key customer accounts. Collaborate with the fulfillment team to swiftly resolve delivery issues, scope changes, or warranty disputes while safeguarding the company's commercial standing.

E. Team Leadership & Matrix Alignment

• Sales Team Management: Directly manage, coach, and develop the services sales team (account managers, sales engineers, and estimators), setting clear quotas, KPIs, and professional development plans.
• Influence Across the Matrix: Drive cross-functional alignment and accountability across the broader service, fulfillment, supply chain, and finance teams through influence, collaboration, and shared business outcomes rather than direct line authority.
• Compliance & Governance: Ensure all commercial offerings and team practices strictly adhere to ethical guidelines, compliance standards, safety protocols, and contracting policies.

Core Competency & Capability Requirements

• Business & Financial Acumen: Strong understanding of business financials including revenue, gross margin, operating income, cost structure, working capital, cash flow, DSO, and overall P&L drivers.
• Revenue Process Knowledge: Strong understanding of the end-to-end revenue cycle from bookings/order intake through backlog, execution, billing, and revenue recognition.
• Forecasting: Demonstrated ability to build and manage accurate orders, revenue, and margin forecasts.
• Business Reporting: Capable of preparing structured monthly/quarterly business reviews covering key performance metrics.
• Senior Management Communication: Comfortable presenting business performance to senior leadership, clearly explaining results and required actions.
• Stakeholder Alignment: Proven ability to drive alignment in a matrix organization.
• Commercial Judgment: Able to balance growth and margin with operational capacity and business risk.
• Leadership: Ability to lead a sales team and create accountability through influence.

Qualifications & Experience
Education:

• Bachelor’s degree in Mechanical Engineering, Electrical Engineering, or a related technical field.
• A master’s degree in business (MBA) or an advanced commercial qualification is highly desirable.

Experience:

• 10+ years of successful commercial sales leadership experience within the HVAC, building management systems (BMS), or industrial service contracting sector.
• Proven track record in exceeding multi-million-dollar booking and revenue targets.
• Extensive commercial experience within the GCC / Middle East market (Qatar experience strongly preferred).

Skills & Attributes:

• Strong working knowledge of HVAC equipment, service maintenance contracts, and retrofit execution models.
• High-level commercial negotiation and customer relationship management skills.
• Demonstrated proficiency in CRM platforms, ERP systems, and financial reporting tools.

Languages:

• Fluency in English (written and spoken) is required; Arabic proficiency is an advantage.

We offer competitive compensation and comprehensive benefits that support our employees' professional and personal lives. Our culture is inclusive and respectful, dedicated to serving customers and pursuing sustainable solutions. We are committed to achieving workforce diversity and are an equal opportunity employer.