Vice President of Sales

Andrew’s | Commercial HVAC | Glendale, Arizona

Full-Time | On-Site |

About the Opportunity

Andrew's is a leading commercial HVAC company based in Phoenix, Arizona, with a strong regional presence. As we continue to scale, we are seeking a dynamic and results-driven Vice President of Sales to lead our commercial revenue engine, elevate our market position, and build a best-in-class sales organization.

This is a senior leadership role for a proven sales executive who thrives in a high-growth environment and is passionate about both building teams and winning in the market.

What You’ll Own

Build & Lead a High-Performance Sales Team

• Recruit, develop, and retain A+ sales talent using documented hiring best practices and structured continuous recruitment
• Personally engage with critical customer stakeholders to understand their evolving needs, resolve escalations with high empathy, and secure long-term brand loyalty.
• Ensure every revenue team member has a scorecard, published quotas, and defined KPIs
• Utilize a sales rep development framework to onboard new hires and drive self-sufficiency
• Conduct regular documented performance reviews and create personal development plans for each team member
• Drive team retention with a 90%+ target

Deliver Revenue & Gross Profit Growth

• Achieve 100% of the annual Revenue plan at GM% targets
• Drive >15% year-over-year growth in preventive maintenance (PM) agreement base
• Deliver >20% year-over-year service revenue growth
• Meet construction/project revenue and margin targets per AOP
• Execute on strategic expansion initiatives in new service lines, verticals, or markets (e.g., plumbing, BAS, new branches)

Develop & Implement the Commercial Plan

• Leverage data-driven market intelligence on competition, customer segments, and trends
• Maintain industry presence via key customer relationships, monthly networking, and business associations
• Develop and publish a comprehensive Commercial Plan with clear annual and quarterly goals
• Partner with the President and executive team to build an annual Commercial Plan covering target verticals, prospects, product growth plans, quotas, and resource allocation

Drive Sales Process Excellence

• Track and manage KPIs and sales funnels for every seller on a daily and weekly basis
• Ensure 100% CRM adoption across the sales team
• Maintain an up-to-date sales pipeline with weekly KPI reviews for all sellers
• Spend a minimum of 50% of time in the field with the sales team and customers
• Complete People Performance Reviews every six months
• Leverage technology — including AI and BI tools — to enable key sales and management processes

What We’re Looking For

Key Skills & Expertise

• Technical Knowledge
  • Deep understanding of HVAC systems, equipment, energy efficiency, installation, and modern technologies
• Sales Proficiency
  • Proven track record in prospecting, lead generation, consultative selling, negotiation, closing, and CRM utilization
• Customer Relationship Management
  • Trust-building, active listening, empathy, and the ability to deliver tailored solutions that foster long-term loyalty
• Business Acumen
  • Sales analytics, time management, organizational skills, and familiarity with industry regulations
• Communication
  • Ability to translate complex technical specs into clear terms; strong written, verbal, and presentation skills; able to craft a compelling, differentiated USP
• Leadership & Team Management
  • Skilled at delegating, motivating, onboarding, training, and managing performance against KPIs and goals
• Problem-Solving
  • Creative and practical solutions for unique customer, operational, and market challenges

Essential Attributes

• Integrity & Trustworthiness — honors commitments and builds credibility with customers and colleagues alike
• Positive Attitude & Resilience — navigates adversity with composure and determination
• Adaptability — evolves with new technologies, market opportunities, and customer needs
• Professionalism — punctual, polished, and respectful in all interactions
• Initiative — proactively drives results and uncovers new opportunities without waiting to be directed

Leadership Focus

• Team Development — coaches and empowers sales reps to achieve peak performance
• Strategic Vision — aligns sales efforts with company goals and broader market trends
• Process Optimization — builds and maintains clear, efficient sales processes and follow-up discipline