Area Sales Manager

Vacancy No 5599 Job Title AREA SALES MANAGER Location: LONDON PLEASE NOTE: This is a field-based regional position focused on Central London and the closely surrounding areas. Candidates should ideally be based within or around London, providing strong access across the capital and the wider HVAC M&E contracting market. The successful individual will be expected to travel regularly across the territory, build visibility with regional and national contractors and manage customer and project activity effectively.

Job Description

Are you a commercially strong and technically credible HVAC or building services sales professional with proven relationships across the M&E contracting market and the ability to identify, develop and convert complex project opportunities through to order? We are partnered with a highly respected global engineering and manufacturing business with an outstanding reputation across the commercial HVAC, hydronic and building services market. Our client provides an extensive portfolio of technically advanced fluid flow and building performance solutions, including commercial pumping systems, pressurisation equipment, packaged hydronic systems, heat exchangers, intelligent controls, automation, energy optimisation technology and associated lifecycle support. The business has established a strong position within the market through engineering expertise, energy efficient technology and a consultative approach to system performance, helping M&E contractors, building owners and operators improve system efficiency, reduce energy consumption and achieve better long-term building performance. This represents an excellent opportunity to take ownership of a strategically important territory covering London, focused on contractor engagement, account development, project conversion and long-term commercial growth. This is a contractor-led commercial sales role. The successful individual will be expected to develop strong relationships across the M&E, mechanical and HVAC contracting community, create and convert opportunities, manage assigned accounts, prepare proposals and quotations and remain commercially involved through technical review, tender, negotiation and final order placement. For the right person, the role offers significant autonomy, excellent technical support, a highly credible product and solutions portfolio and genuine long-term career opportunity within an internationally established engineering organisation. The Company Our client is a globally established engineering and manufacturing business specialising in advanced fluid flow, hydronic and building performance technologies. The organisation provides a comprehensive portfolio of commercial pumps, intelligent variable speed pumping systems, pressurisation solutions, packaged hydronic systems, heat exchangers, controls, automation, optimisation platforms and associated technical and lifecycle services. Its approach extends considerably beyond supplying individual pieces of equipment. The business works with M&E contractors, building owners, operators and other building services professionals to optimise complete systems, improve energy performance, reduce operating costs and support increasingly demanding sustainability and carbon reduction objectives. Solutions are deployed across a broad range of commercial and technically demanding environments, including offices, healthcare, education, data centres, district energy, government, hospitality, retail, transportation and wider industrial applications. The company combines established engineering expertise with significant investment in intelligent control, connected technology, energy optimisation and system performance, providing a highly differentiated proposition within the modern building services market. The Opportunity Our client is looking to appoint an experienced Area Sales Manager to develop its contractor-led commercial position across London. Reporting to the UK Sales Leader, this is a senior field-based sales position focused on direct engagement across the M&E contracting community. You will take ownership of assigned accounts, build relationships with regional and national contractors, identify projects and new business opportunities, understand technical and commercial requirements and position the company's solutions effectively. You will remain commercially involved as opportunities progress through technical review, quotation, tender, procurement, negotiation and final order conversion. You will support contractors with product selection and application requirements, respond to project changes and value engineering activity, manage competitive pressure and maintain a strong focus on customer satisfaction. The role therefore requires somebody capable of combining technical credibility with strong contractor sales and account development ability. You will be supported by experienced internal technical, engineering, applications and commercial teams, although the territory itself will require a high degree of ownership, organisation, proactive business development and commercial discipline.

The Role

This is a field-based regional sales position focused on contractor account development, new business generation, project conversion and long-term commercial growth across London. You will promote a comprehensive portfolio of commercial fluid flow and hydronic solutions, including commercial pumps, intelligent variable speed systems, pressurisation equipment, packaged solutions, heat exchangers, controls, automation and energy optimisation technologies. A significant proportion of the role will involve developing and maintaining relationships with M&E contractors, mechanical contractors, HVAC contractors and other influential building services stakeholders across the territory. You will identify and track project opportunities, establish technical requirements, support equipment and system selection and position the company's solutions around energy efficiency, lifecycle performance, reliability, installation benefits and whole system optimisation. As opportunities progress, you will remain actively involved with contractors and other commercial stakeholders, supporting technical clarification, tender activity, value engineering, product selection, quotations, commercial negotiation and final order placement.

Responsibilities

• Develop and grow contractor-led sales activity across London
• Build, maintain and strengthen relationships with M&E contractors, mechanical contractors, HVAC contractors and other key building services stakeholders
• Manage and develop assigned customer accounts, ensuring proactive engagement, high service levels and long-term account growth
• Identify major projects, new accounts and commercial opportunities and develop appropriate account and project strategies
• Promote commercial pumps, intelligent variable speed pumping technology, pressurisation equipment, packaged hydronic systems, heat exchangers, controls, automation, optimisation solutions and associated technologies
• Develop technically credible value propositions around energy efficiency, lifecycle performance, system optimisation, reliability, installation benefits and operating cost reduction
• Deliver technical and commercial presentations, project meetings and product discussions to contractors and other relevant stakeholders
• Prepare detailed proposals and quotations in line with the company's established sales process and available commercial tools
• Maintain involvement as opportunities move through technical review, tender, procurement, delivery and post-sale support
• Develop strong commercial relationships with regional and national M&E contractors operating across the territory
• Respond effectively to competitive substitution, value engineering exercises and changing project requirements
• Support contractors with product selection, technical clarification, application requirements, quotations and commercial discussions
• Manage opportunities through quotation, negotiation and final order conversion
• Work closely with internal technical, applications, engineering and commercial teams to develop appropriate customer and project solutions
• Maintain a detailed understanding of the regional project pipeline and identify future market and account opportunities
• Expand the direct customer base by identifying and developing new contractor relationships across the territory
• Maintain accurate CRM, pipeline, forecasting and customer information in real time and provide clear territory and market intelligence to the wider business
• Monitor competitor activity, customer feedback and market conditions and identify opportunities to strengthen regional market share
• Take full commercial ownership of the territory, working to exceed assigned booking and shipment targets and developing a structured long-term plan for sustainable growth Knowledge, Skills and Experience Required Essential experience and attributes include:
• Proven sales experience within commercial HVAC, building services, hydronics, pumps, mechanical systems or a closely related technical market
• Strong understanding of the UK building services and M&E contracting environment
• Demonstrable experience developing commercial relationships with M&E contractors, mechanical contractors or HVAC contractors
• Evidence of successfully winning, developing and growing contractor accounts and new business opportunities
• Evidence of managing project opportunities through technical review, quotation, tender, procurement, negotiation and order conversion
• Good technical understanding of commercial heating and chilled water systems, pumps, hydronic systems or associated mechanical building services equipment
• Ability to understand system requirements and discuss technical solutions credibly with contractors and other technically experienced stakeholders
• Existing or transferable relationships within the M&E contractor and mechanical building services community across London
• Ability to balance the development of established accounts with proactive new business generation and market expansion
• Strong commercial awareness and confidence navigating competitive tenders, value engineering, pricing discussions and changing project requirements
• Ability to manage long and potentially complex project sales cycles involving multiple decision makers
• Strong presentation, communication, relationship development and negotiation skills
• High level of self-motivation, initiative and problem-solving ability, with the confidence to manage the territory autonomously
• Professional, structured and strategic approach to territory planning and account development
• Comfortable working with CRM, forecasting, Microsoft 365 and standard business reporting systems
• Mechanical or Electrical Engineering degree, supporting strong technical credibility within the HVAC and building services market
• Clean and valid driving license with the ability to travel regularly across the territory
• Experience gained within pumps, hydronic systems, commercial HVAC equipment, valves, water systems, packaged plant, controls, building automation, energy optimisation or other technically aligned building services products would be particularly relevant The Person This opportunity will suit an experienced building services sales professional who understands that successful contractor sales depend on proactive account development, technical credibility and commercial follow-through. You will be technically credible enough to engage confidently with M&E, mechanical and HVAC contractors, understand project requirements and translate them into commercially relevant product and solution proposals. You will understand how mechanical building services projects progress through tender, procurement and delivery, how contractor requirements can change through value engineering and how to maintain commercial influence through to final order placement. You are likely to have established relationships across the contractor community and will understand the importance of being visible, responsive and credible with existing and prospective customers. You will be comfortable discussing technically engineered products and systems, but equally confident handling quotations, commercial negotiations, competitive pressure, value engineering discussions and contractor requirements. You will proactively identify projects and new customers, with the organisational discipline to manage the territory and the commercial judgement to prioritise the contractors, accounts and opportunities offering the greatest potential. Above all, you will combine technical credibility, relationship building ability and commercial drive with the confidence to represent a highly respected engineering organisation across an important regional market. What’s in it for you?
• Strong basic salary up to £70,000 depending on experience
• 30% target bonus with uncapped earning potential and accelerators for performance above target
• £625 per month car allowance
• Company pension
• 25 days annual holiday
• Mobile phone and laptop
• Comprehensive technical and product support
• Significant autonomy across an established and strategically important contractor territory
• Genuine long-term development and career progression opportunities within an internationally established engineering organisation We are constantly seeking candidates within the Construction Material Sales Sector in the following roles: Sales Manager, Account Manager, Area Sales Manager, Business Development Manager, Specification Sales Executive, Specification Sales Manager, Branch Manager, Field Sales, Account Executive, Key Account Manager, Field Sales Executive, Field Sales Representative, National Account Manager, Account Executive, Territory Sales Executive, Area Sales Manager, National Sales Manager, Internal Sales, Sales Office Manager, Key Accounts Sales, National Account Sales, National Sales Manager and Sales Director. We cover all roles within the Construction Materials sector including: Builders Merchants Sales Jobs, Builders Merchants Jobs, Plumbers Merchants Jobs, KBB Jobs, Civil Engineering Sales Jobs, M&E Sales Jobs, Timber Sales Jobs, Roofing Sales Jobs, Plumbing Sales Jobs, Insulation Sales Jobs, Interiors Sales Jobs, Aggregate Sales Jobs, Quarry Products Sales Jobs, Concrete Sales Jobs, Plant Hire Sales Jobs, Plant Sales Jobs, Tool Hire Sales Jobs, Access Equipment Sales Jobs, Portable Accommodation Sales Jobs, Scaffolding Sales Jobs, Formwork Sales Jobs, Reinforcement Sales Jobs, Bathroom Sales Jobs, Kitchen Sales Jobs, Bedroom Sales Jobs, Bathroom Showroom Sales Jobs, KBB Sales Jobs, Plumbing & Heating Sales Jobs, Heating Sales Jobs, HVAC Sales Jobs, Ventilation Sales Jobs, M&E Products Sales Jobs, Washrooms Sales Jobs, Sanitaryware Sales Jobs, Build Systems Sales Jobs, Cladding Sales Jobs, Curtain Walling Sales Jobs, Façade Sales Jobs, Structural Steel Sales Jobs, Brick Sales Jobs, Block Sales Jobs, Stone Sales Jobs, Architectural Stone Sales Jobs, Masonry Sales Jobs, Pipe Sales Jobs, Drainage Sales Jobs, Geotextile Sales Jobs, Attenuation Sales Jobs, SUDS Sales Jobs, Paving Sales Jobs, Landscaping Products Sales Jobs, Street Furniture Sales Jobs, Doors Sales Jobs, Joinery Sales Jobs, Timber Products Sales Jobs, Off Site Construction Sales Jobs, Timber Distribution Sales Jobs, Timber Importers Sales Jobs, Timber Engineering Sales Jobs, Timber Frame Sales Jobs, Sips Sales Jobs, Fencing Sales Jobs, Windows Sales Jobs, Ironmongery Sales Jobs, Hardware Sales Jobs, Access Control Sales Jobs, Lock Sales Jobs, Locking Systems Sales Jobs, Home Automation Sales Jobs, Lifts & Escalators Sales Jobs, Flooring Sales Jobs, Ceramic Tiles Sales Jobs, Adhesives Sales Jobs, Consumables Sales Jobs, Render Sales Jobs, EWI Sales Jobs, Insulation Sales Jobs, Plasterboard Sales Jobs, Partitions Sales Jobs, Fit Out Products Sales Jobs, Interiors Sales Jobs, Coatings Sales Jobs, Sealants sales Jobs, Roofing sales Jobs, Roofing Products Sales Jobs, Tools Sales Jobs, Fixings Sales Jobs, Roof Windows Sales Jobs, Lintels Sales Jobs, UPVC Windows Sales Jobs and all other Construction Materials Sales Jobs