EMS Director – HVAC National Accounts

EMCOR Group, Inc.

. Develop and execute the HVAC National Account strategy, annual operating priorities, growth plans, and performance objectives .

Posted 10/2/2026full-timeUnited StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates strong leadership in HVAC national account management, focusing on client relationship development, financial acumen, and strategic growth initiatives. Proficient in managing P&L, driving sales growth, and ensuring service quality across multiple locations.

Highest-signal resume keywords

HVAC National Account StrategyP&L ManagementClient Relationship DevelopmentSales Growth and RetentionFinancial Acumen

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

HVAC Service DeliveryPipeline ManagementForecastingContract NegotiationAccount ManagementMarket AnalysisProject ManagementPreventive MaintenanceEnergy SolutionsCMMS Platforms

Soft Skills

Problem SolvingCollaborationCoachingInfluencingInterpersonal Communication

Tools & Technologies

Microsoft Office Suite

Industry Keywords

Mechanical ContractingFacilities ServicesBusiness-to-Business ServicesMulti-Site Client RequirementsService Quality

About the role

Key responsibilities & impact

Develop and execute the HVAC National Account strategy, annual operating priorities, growth plans, and performance objectives
Lead efforts to win, retain, and expand national clients by creating compelling value propositions and coordinating enterprise-wide solutions
Build a qualified pipeline of national opportunities and direct disciplined account planning, opportunity reviews, forecasting, and executive sponsorship
Identify client, market, and service trends that create opportunities for organic growth, cross-selling, and broader participation by EMS operating companies
Serve as the senior commercial leader and relationship owner for strategically important national HVAC clients
Lead national sales, account management, and account coordination activities to deliver a consistent client experience from pursuit through ongoing service
Establish standards for account segmentation, pursuit qualification, pricing discipline, proposal quality, contract handoff, service reviews, and client retention
Partner with operating company leaders to align solutions with local delivery capability, capacity, profitability expectations, and client commitments
Create effective governance for client escalations, service recovery, contract performance, and renewal planning
Create strong working relationships with EMS operating companies and ensure national opportunities are transitioned with clear scope, ownership, economics, and service expectations
Promote common tools, data definitions, operating rhythms, and accountability while respecting the needs of a decentralized operating model
Facilitate resolution of cross-functional barriers that affect the client experience, sales velocity, or operating company participation
Lead, coach, and develop a high-performing organization that may include sales leaders, sellers, account managers, account coordinators, and related commercial roles
Ensure the team has the HVAC market knowledge, commercial capability, systems proficiency, and operating discipline required to succeed
Own the P&L for the HVAC national accounts organization, including revenue, gross margin, operating income, expense management, budgeting, forecasting, and achievement of annual financial commitments
Establish and execute plans that balance sales growth, client retention, service quality, and sustainable profitability
Review financial and operating results, identify performance gaps and underlying drivers, and lead timely corrective actions to improve P&L performance
Performs other duties as assigned

Requirements

What you’ll need

Bachelor’s degree in business, engineering, construction management, or a related field, or equivalent relevant experience
Progressive leadership experience in HVAC services, mechanical contracting, facilities services, national accounts, or a closely related business-to-business service environment
Demonstrated success leading national or multi-location sales and account management teams and delivering profitable growth
Experience developing executive client relationships, negotiating complex commercial arrangements, and coordinating delivery across multiple business units or locations
Strong financial acumen, including pricing, forecasting, pipeline management, margin awareness, and evaluation of business risk
Ability to travel regularly to client, operating company, and internal business locations
Knowledge of HVAC service delivery, preventive maintenance, projects, controls, energy solutions, CMMS platforms, and multi-site client requirements
Excellent organization skills, very strong attention to detail, time management skills and disciplined work ethic
Strong problem solving, collaboration, coaching, influencing, and facilitation skills
Ability to successfully navigate through conflict while ensuring effective relationships remain intact
Ability to analyze data, synthesize and provide recommendations
Ability to proactively communicate and engage correct stakeholders by defining and implementing action planning, excellent interpersonal and communication skills
Proficiency with Microsoft Office Suite

Benefits

Comp & perks

Competitive salary and benefits package
Equal Opportunity Employer/Veterans/Disabled