Commercial HVAC Sales Representative

Primary Responsibilities

• Business Development & Market Growth
• Identify and pursue new commercial HVAC opportunities within assigned territory.
• Develop relationships with general contractors, developers, property managers, facility managers, and commercial property owners.
• Actively prospect through networking, cold outreach, referrals, and industry events.
• Maintain a strong sales pipeline and meet established revenue targets.
• Monitor bid platforms and pre-bid opportunities.
• Project Sales & Estimating Coordination
• Conduct site visits to evaluate existing systems and project scope.
• Review plans and specifications for plan-and-spec projects.
• Collaborate with estimating and operations teams to develop accurate, competitive proposals.
• Prepare and present professional proposals, including value engineering options.
• Follow up on bids and negotiate pricing within company guidelines.
• Secure signed contracts and ensure proper documentation is completed.
• Service & Maintenance Agreement Sales
• Identify and develop preventative maintenance contract opportunities.
• Promote service agreements to new and existing commercial clients.
• Maintain long-term client relationships to generate recurring revenue.
• Client Relationship Management
• Serve as primary point of contact throughout the sales process.
• Maintain consistent communication from proposal through project handoff.
• Conduct post-project follow-up to ensure satisfaction and repeat business.
• Identify cross-sell and upsell opportunities within existing accounts.

Qualifications

• High school diploma or GED required; bachelor’s degree preferred.
• 3+ years of commercial B2B sales experience (HVAC, mechanical, or construction industry preferred).
• Ability to read and interpret mechanical drawings and specifications.
• Strong negotiation and presentation skills.
• Valid driver’s license with clean driving record.

Preferred

• Experience selling commercial HVAC equipment or mechanical services.
• Knowledge of commercial bidding processes.
• Familiarity with CRM systems.
• Understanding of energy-efficient systems and rebate programs.

Skills & Competencies

• Strong relationship-building skills
• Strategic thinker with ability to manage long sales cycles
• Highly organized and self-motivated
• Strong closing and negotiation ability
• Professional communication and presentation skills
• Ability to collaborate cross-functionally with estimating and operations teams

Work Environment

• Combination of office, field, and commercial job-site visits
• Regular travel within assigned territory
• Attendance at networking events and pre-bid meetings
• May require rooftop access or mechanical room site visits (PPE required)
• Occasional early morning or evening meetings