Outside Sales Representative

Position Summary

We are seeking a remote, California based, results-driven Outside Sales Representative to manage and grow our presence across California. This role will focus on developing and supporting distribution channels for evaporative coolers and furnaces, while also driving specification sales for commercial cooling solutions. The ideal candidate combines strong relationship-building skills with technical sales expertise and a deep understanding of HVAC or related industries.

Responsibilities

• Manage and expand relationships with distributors across AZ and CA to drive sales of coolers and furnaces
• Identify, onboard, and develop new distribution partners within the assigned territory
• Provide training, product knowledge, and ongoing support to distributor sales teams
• Drive specification sales by working directly with engineers, architects, contractors, and consultants for commercial cooler projects
• Influence product specifications at the design stage to secure project opportunities
• Track and manage project pipelines from specification through completion
• Conduct regular field visits, customer meetings, and job site visits as needed
• Collaborate with internal teams (marketing, product management, customer service) to support sales initiatives
• Monitor market trends, competitor activity, and customer needs to inform sales strategy
• Meet or exceed sales targets and territory growth objectives

Requirements

• Must reside in California
• 3–7+ years of outside sales experience, preferably in HVAC, mechanical systems, or building products
• Proven success managing distributor networks and/or channel sales
• Experience with specification sales and working with design professionals (engineers, architects, consultants)
• Strong understanding of commercial sales cycles and project-based selling
• Excellent communication, presentation, and negotiation skills
• Self-motivated with the ability to work independently in a remote environment
• Willingness to travel frequently within AZ and CA (50–70%)

Preferred Qualifications

• Bachelor’s degree in business, engineering, or related field preferred
• Experience with evaporative cooling systems and/or heating equipment
• Existing relationships within HVAC distribution and specification communities in CA and AZ
• Technical aptitude to understand and present product performance and applications

Compensation & Benefits

• Competitive base salary + commission/bonus structure
• Company-provided travel expenses
• Health, dental, and vision insurance
• Retirement plan options
• Paid time off and holidays

Key Success Metrics

• Growth in distributor sales volume and market share
• Number and quality of new distributor partnerships
• Specification wins and project conversions
• Territory revenue performance vs. targets