The Commercial HVAC Service Sales Representative is responsible for identifying, pursuing, and securing new commercial customers. This individual is responsible for selling preventive maintenance agreements and establishing long-term relationships with prospective customers. The primary focus is on creating new relationships and introducing the company’s capabilities to new businesses. This individual partners with leadership to maximize opportunities with existing customers. Success for this role is measured by the creation of new customer relationships, recurring maintenance agreement revenue, pull-through service revenue, customer retention, and overall portfolio growth. The ideal candidate thrives on identifying a customer’s needs, clearly communicating possible solutions, and closing the deal that is mutually beneficial to both the customer and Vermont Mechanical.
In the first year, this role has up to a 65% bonus opportunity if revenue and profitability goals are met.
Essential Job Functions:
- Build a robust and continuously growing sales pipeline.
- Utilizes expertise of HVAC, plumbing and mechanical systems to demonstrate credibility and translate customer needs into service solutions.
- Prospect and identify new commercial customers throughout Vermont and surrounding markets. Expand Vermont Mechanical’s footprint by cultivating new business opportunities.
- Develop relationships with facility owners, property managers, municipalities, schools, healthcare organizations, manufacturers, and commercial building ownership.
- In partnership with whole company, strengthen existing customer relationships.
- Generate qualified sales leads through networking, referrals, cold outreach, and market research.
- Secure future work by conducting facility visits, identifying service opportunities, developing preventive maintenance proposals, drafting HVAC service agreements, and managing recurring maintenance contracts.
- Leverage industry knowledge to identify opportunities with customers for repairs, equipment replacement, service plumbing, commercial kitchen service work, or coordination with other Departments to secure new business that solves a challenge for the customer.
- Represent Vermont Mechanical in the public, at networking events, and at industry associations as a trusted partner and brand ambassador, promoting our Department values of integrity, service excellence, and customer focus.
- Serve as the Account Manager for assigned customers. Coordinate delivery of solutions for the customer to maintain high customer satisfaction and further build the customer relationship. Regularly visit, provide business reviews, ensure services are current, and resolve issues that arise for the customer.
- Maintain accurate and up-to-date CRM records, proposals, and client communications to support sales tracking and forecasting.
- Maintains the company vehicle in a clean, safe working condition. Adheres to all driving and job-site safety standards when visiting customers.
Qualifications:
- 2+ years of business development, B2B sales, or technical sales experience strongly preferred, ideally in commercial HVAC, plumbing, mechanical systems or construction environments. High school diploma required and/or the equivalent education and experience.
- Demonstrated experience selling service/maintenance agreements, equipment replacements or mechanical systems to commercial clients preferred.
- Possesses strong selling capabilities and negotiation skills. Comfortable with cold calling, visiting sites, and initiating conversations with prospective customers.
- Understands the HVAC industry, stays informed of market trends, and maintains industry knowledge of HVAC, plumbing and mechanical systems to ensure a competitive advantage in sales negotiations.
- Excellent communication, presentation, and customer service skills with ability to work quickly and accurately under pressure; can handle considerable stress.
- Able to be organized, detailed focused, set priorities, multitask, and execute tasks efficiently.
- Builds strong relationships through active listening, consulting, and a curiosity mindset. Thrives on working collaboratively and in a team setting.
- Proficiency in using CRM systems and sales pipeline management software. Familiar with Microsoft Office applications.
- Valid driver’s license and clean driving record; ability to travel across Vermont, western New Hampshire, and Plattsburgh area New York as needed.
Physical Demands & Work Environment:
- This role involves customer site visits (rooftops, boiler rooms, etc.) and office setting work (planning, proposal reviews, meetings, etc.).
- Involves frequent travel within our service region for customer meetings, site visits and networking events.
- The position involves driving, sitting or walking for extended periods of time, climbing stairs, ladders and entering mechanical spaces. PPE such as hard hats, safety glasses and high visible clothing may be required occasionally.
What is listed above is representative of the position's responsibilities, which may change during employment at the company's discretion. Vermont Mechanical prohibits discrimination in employment based on race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, parental status, military service, or other non-merit factors. Vermont Mechanical encourages women, minorities, low-income applicants, and people with disabilities to apply.
Pay: $65,000.00 - $75,000.00 per year
Benefits:
- 401(k) matching
- Health insurance
- Paid time off
Work Location: On the road
