Role Description The National Account Sales Leader is a dual-role leadership position responsible for both leading and developing a team of National Account Reps and personally selling commercial HVAC services to large, strategic national accounts. This role serves as a player–coach: setting national account strategy, driving disciplined sales execution, coaching account managers, and directly owning key enterprise relationships where senior-level engagement is required. Success in this role requires strong commercial acumen, deep understanding of multi-site HVAC service models, and the ability to influence outcomes across sales, operations, and executive customer stakeholders. Key Responsibilities - Sales Leadership & Team Management - Lead, coach, and develop a team of National Account Reps responsible for selling commercial HVAC services (products & accessories, mechanical installation capability and recycle services) to multi-site customers. - Establish clear performance expectations, account strategies, and revenue targets aligned with company growth objectives. - Conduct regular pipeline, forecast, and account plan reviews to ensure disciplined execution and predictable results. - Provide hands-on coaching in complex deal strategy, executive-level selling, negotiation, and value-based proposal development. - Partner with Finance and leadership to refine sales processes, tools, and metrics for national accounts. - Direct National Account Sales (Player Role) - Personally manage and grow a portfolio of strategic, high-value national accounts, including executive relationships at the corporate level. - Lead pursuit and close of complex, multi-year, multi-location HVAC service agreements. - Develop and present customized, enterprise-level service solutions focused on uptime, cost control, energy efficiency, and scalability. - Negotiate pricing, price increases, contract terms, and service scope in collaboration with finance, legal, and leadership. - Serve as executive sponsor for select accounts, ensuring alignment between customer expectations and service delivery. - Account Strategy & Growth - Develop and execute strategic account plans that drive new customer acquisition, wallet share expansion, contract renewals, and long-term partnerships. - Identify opportunities for cross-selling and upselling service offerings across national customer portfolios. - Analyze customer data, performance metrics, and market trends to inform growth strategies. - Lead quarterly and annual business reviews with key customers, clearly articulating value delivered and future opportunities. - Cross-Functional Collaboration - Partner closely with operations, supply chain, engineering, and finance to ensure solutions are operationally sound and scalable. - Act as the voice of the customer internally, advocating for continuous improvement in execution and customer experience. - Support change management and rollout of national programs across regions and service locations. - Performance Management & Reporting - Own national account revenue performance, forecasting accuracy, and pipeline health. - Report regularly (monthly) to senior leadership on results, risks, and growth opportunities. - Use data-driven insights to adjust strategy, resource allocation, and sales focus. Qualifications - Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience). - 8–12+ years of experience in national account sales, commercial services, or facilities-related industries; HVAC experience strongly preferred. - Demonstrated success selling complex, multi-site product or service solutions to national or enterprise customers. - Prior experience leading, coaching, or managing sales professionals. - Strong understanding of commercial HVAC systems, delivery models, and contract structures. - Proven ability to operate effectively at both tactical and executive levels. - Willingness to travel nationally (approximately 40–50%). Benefits - Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $119,200 - $156,450 annually. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. - Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: - Tuition reimbursement - Medical, dental, and vision insurance - Prescription drug coverage - 401(k) retirement plan - Short-term disability insurance - 8 weeks paid birthing leave - 2 weeks paid bonding leave - Life and long-term disability insurance - Paid time off: up to 12 days, 2 paid well-being days, 1 paid volunteer day, 10 paid holidays, and 3 floating holidays per year.

• Gather and analyze market intelligence to refine sales tactics and identify new opportunities. • Develop and implement effective sales strategies based on specialization area. • Continuously forecast sales based on load counts and monitor sales performance metrics to inform strategic decision makers and adjust strategies as necessary. • Gather and qualify leads to expand the customer base. • Record information and activities in CRM tool and as required by other standard operating procedures. • Meet with targeted customers prior to bids being released/published to ensure specifications can be met by Pencco and influence bid specifications, when possible, in collaboration with the Sales and Applications Development Manager. • Manage customer relationships on a scheduled basis for pricing discussions and bid updates. • If applicable for specialization, ensure customers receive their automatic weekly/monthly reports detailing performance, service, and safety criteria. • Assist in the writing of contract proposals and preparing responses for RFP, RFQ, and RFI packages. • Collaborate with the Sales and Applications Development Manager to collect necessary data, develop and close program proposals, and execution of programs to ensure customer needs are met. • Meet new customers upon contract award to complete required documentation for the offloading of chemicals. • Assist in establishing accounts upon award and manage the transition to service delivery. • If applicable for specialization, evaluate AWT effectiveness on a monthly basis and partner with the Sales and Applications Development Manager to implement effective solutions as needed. • Help develop case studies with customers to showcase product effectiveness. • Utilizing CRM tool and other standard operating procedures, prepare regular reports on sales activities and customer feedback for management review. • Attend and participate in trade shows to promote Pencco’s products and services, ensuring alignment with marketing efforts. • Assist with additional tasks and projects assigned.

• Developing and implementing effective sales strategies to maintain existing customers and to gain new customers • Analyzing market intelligence and forecasting sales • Addressing performance declines • Preparing contract proposals and responding to RFPs, RFQs, and RFIs • Participating in trade shows and monitoring sales metrics

• Define and execute the global sales strategy aligned with company growth objectives • Own global revenue targets, forecasting, and pipeline health • Establish scalable sales processes from lead qualification through contract close • Lead market entry and expansion strategies, particularly in the US market • Personally lead or support strategic enterprise deals and local/global tenders • Build relationships with senior decision-makers at global pharma and healthcare organizations • Negotiate complex commercial agreements and long-term contracts • Act as the commercial voice in product roadmap discussions