Territory Sales Manager

Position Overview

Innovative Air is seeking a Senior Sales Executive to join our leadership team as Territory Sales Manager for our Boise office. You will drive multi-market strategy, mentor high-performing sales professionals, and shape the future of our growth and presence across Idaho. Innovative Air 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 Innovative Air'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 Innovative Air’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 Innovative Air as the senior point of contact for strategic clients and partners.
• Build and maintain relationships with Innovative Air’s factory partners including working with individual vendor managers focused on attaining individual partners’ goals and expectations.
• Serve as the public face of Innovative Air in the construction and engineering communities—actively 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 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 owner—taking 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

• 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.