Services Sales Leader

About the Role
As a part of our mission to create comfortable, sustainable, and efficient climate solutions for buildings, homes, and transportation, we seek individuals who dare to challenge the world's challenges and see impactful possibilities. Join us in making a better future as a Services Sales Leader who will drive the commercial growth and market expansion of our Services business.

Where is the Work?
On-Site (5 days)

Job Summary
The Services Sales Leader is responsible for spearheading the commercial growth, sales strategy, and market expansion of the Services business within the country/region. The incumbent will be accountable for orders, top-line growth, margin realization, and strategic customer acquisition across the total HVAC lifecycle and will collaborate closely with Fulfillment, Operations, and Finance to ensure seamless execution of sold contracts and projects.

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), 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 commercial or operational 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 ethics, compliance guidelines, safety standards, 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 business reviews covering orders, revenue, margin, pipeline, backlog, forecast, risks, opportunities, and corrective actions.
• Senior Management Communication: Comfortable presenting business performance to senior leadership.
• Stakeholder Alignment: Proven ability to drive alignment in a matrix organization.
• Commercial Judgment: Able to balance growth, margin, customer requirements, operational capacity, and business risk when making commercial decisions.
• Leadership: Ability to lead the sales team while creating accountability across the broader service organization.

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), energy solutions, or industrial service contracting sector. Proven track record leading sales teams, exceeding multi-million-dollar booking and revenue targets, and closing complex service agreements. Extensive commercial experience within the GCC / Middle East market (Qatar experience strongly preferred).
• Skills & Attributes:
  Strong working knowledge of HVAC equipment, solutions selling, service maintenance contracts, and retrofit execution models. High-level commercial negotiation, customer relationship management, and contractual dispute-resolution skills. Demonstrated proficiency in CRM platforms, ERP business 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 programs designed to help our employees thrive both professionally and personally. We pride ourselves on our winning culture, which is inclusive and respectful, and we are committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.