Overview:
CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions.
Our services include HVAC and refrigeration equipment sourcing, installation, repair, maintenance, monitoring, and optimization. We also offer engineering design, energy resilience and consumption optimization, asset recycling, and seamless multi-site rollouts across states.
Based in Southern California since 2007, CoolSys serves over 45,000 customer locations in industries like retail, food service, commercial, data centers, industrial, and pharmaceuticals.
No wonder Newsweek named CoolSys one of America’s Greatest Workplaces!
We understand that hiring great people is the foundation of everything we do. Our employee benefits packages include:
- Competitive pay
- Benefits: Medical, Dental, Vision and Prescription coverage.
- Paid vacation, holidays, and floating holiday.
- 401(K) with Company match.
- Company sponsored life insurance, as well as optional AD&D, short and long-term disability.
- Tuition reimbursement.
- Employee discounts on vehicles, hotels, theme parks, select cell phone bills and so much more.
- Pet Insurance.
- Legal Plan, and ID Theft Protection.
Responsibilities:
We are seeking a highly accomplished and strategic Senior Sales Director – CoolSys Facility Solutions to play a pivotal role in driving enterprise growth and market leadership. This individual will serve as a key commercial leader, responsible for originating, developing, and expanding high-value client relationships across large, complex organizations.
This role extends beyond traditional sales execution—requiring a sophisticated operator who can influence at the executive level, shape long-term client strategy, and position the organization as a trusted partner in delivering critical and diverse facility services. The successful candidate will bring a proven history of closing multi-million-dollar deals, navigating complex buying environments, and aligning technical solutions with broader business and operational objectives.
As a senior member of the commercial team, this individual will collaborate cross-functionally with executive leadership, engineering, and operations to drive strategic initiatives, penetrate new markets, and accelerate revenue growth. They will be expected to bring deep industry insight, a strong external network, and the ability to anticipate and capitalize on emerging trends within the support & FM marketplace.
The ideal candidate combines executive presence with a hands-on, results-driven mindset—capable of both setting strategy and executing with precision in a highly competitive, relationship-driven marketplace.
Key Responsibilities
- Own and Drive Strategic Revenue Growth:
Lead the full sales lifecycle for high-value Facility solutions, from market identification through deal closure. Consistently exceed revenue targets by securing large-scale, multi-site, and enterprise-level contracts while expanding presence within key verticals.
- Develop and Execute Enterprise Account Strategies:
Create comprehensive, multi-year account plans for targeted large clients, identifying opportunities for system upgrades, retrofits, service contracts, and energy optimization initiatives. Map organizational structures to engage stakeholders across executive, operational, and technical levels.
- Cultivate Executive-Level Relationships:
Build and sustain trusted relationships with C-suite executives, facility directors, asset managers, and procurement leaders. Position yourself as a strategic advisor by aligning Facility Service solutions with broader business goals such as cost reduction, sustainability, and operational efficiency.
- Lead Complex, Consultative Sales Engagements:
Conduct in-depth needs assessments, site evaluations, and technical discussions to uncover client challenges. Collaborate with internal operations and technical teams to design and present customized, high-impact solutions that address performance, compliance, and cost efficiency requirements.
- Manage Long, Complex Sales Cycles:
Navigate multi-stakeholder buying processes, RFPs/RFQs, and bid negotiations. Maintain momentum across extended sales cycles by proactively addressing objections, mitigating risk, and aligning internal and external teams toward successful outcomes.
- Drive Cross-Selling and Account Expansion:
Identify and execute opportunities to expand existing accounts by introducing additional services beyond existing preventive maintenance programs, building automation systems, energy management solutions, and capital improvement projects with current CoolSys customers.
- Lead Contract Structuring and Negotiation:
Structure and negotiate large, complex agreements including service-level agreements (SLAs), performance-based contracts, and multi-year partnerships. Ensure alignment with client expectations while protecting company margins and risk exposure.
- Collaborate Cross-Functionally for Delivery Excellence:
Partner closely with operations, other CoolSys employees and service teams to ensure seamless transition from sale to execution. Maintain ongoing involvement in key accounts to ensure client satisfaction, retention, and repeat business.
- Maintain Accurate Forecasting and Pipeline Discipline:
Build and manage a high-quality sales pipeline with clear visibility into deal stages, risks, and timelines. Provide accurate forecasting and strategic insights to senior leadership.
- Monitor Market Trends and Competitive Landscape:
Stay ahead of industry developments, including regulatory changes, emerging IFM technologies, and sustainability trends. Leverage insights to refine sales strategies and position offerings competitively.
- Represent the Company as an Industry Leader:
Participate in industry events, trade shows, and networking forums to enhance brand visibility, generate leads, and establish thought leadership within the IFM and Support Services space.
Qualifications:
- Experience:
- 8–15+ years of sales experience in Business Services, mechanical systems, or related industries
- Proven success selling into large enterprise or strategic accounts
- Demonstrated ability to close high-value deals ($500K+ to multi-million-dollar range)
- Industry Knowledge:
- Strong understanding of Component Services in the IFM environment (cleaning, maintenance and related support services).
- Familiarity with commercial, retail, or industrial environments,
- Sales Skills:
- Expertise in consultative and solution-based selling
- Strong negotiation, presentation, and relationship-building skills
- Experience managing long, complex sales cycles
- Education:
- Bachelor’s degree
Join Us:
Today, there are 27 different companies that make up the CoolSys family of brands. Our valued employees are at the heart of our continued growth and success. We invite you to be part of that growth!
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CoolSys is an EEO/AA Employer. All qualified individuals - Including all ages, colors, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other characteristics are encouraged to apply.
Pre-employment background screening (criminal and MVR for driving positions) and drug testing are required for all positions. CoolSys will consider qualified applicants with criminal histories in a manner consistent with federal law, state law, or local ordinance.