Sales Representative

Sales Representative

Sales Representative reports to Sales Manager / General Manager. Role type: Full-Time, Field-Based. Compensation: $65K - $115K yearly (Base Salary + Commission).

About Company:

BCI Mechanical is a family-managed private company that has built our business with our people. Our team delivers excellent workmanship at a good value always striving to do what is best for the customer- this in turn has resulted in growth. While we have a long-standing foundation of customer relationships dating back some 30+ years, our company has grown by leaps and bounds in the last few years and continues to do so. We presently have a heavy backlog of construction projects, service projects, and maintenance/service accounts. We perform work throughout the Kansas City Metropolitan Area and are beginning to move into surrounding parts of Northeast Kansas.

Position Summary

Sales Representative is responsible for generating new recurring preventative maintenance (PM) service agreements with commercial, industrial, and institutional customers. This role focuses on prospecting, surveying equipment, developing customized PM proposals, and closing multi-year service contracts that drive predictable revenue and long-term customer retention.

This is a high-impact, field-based sales role ideal for someone who thrives on building relationships, uncovering customer needs, and selling value-driven service solutions.

Key Responsibilities

New Business Development

• Prospect and develop new recurring service opportunities through cold outreach, networking, referrals, and industry events.
• Identify and target building owners, property managers, facility directors, and other decisionmakers responsible for HVAC maintenance.
• Build and maintain a healthy pipeline of qualified opportunities in client relationship management system (CRM).

Customer Discovery & Site Assessments

• Conduct building walkthroughs, equipment surveys, and site assessments to understand system conditions, maintenance history, and customer priorities.
• Collaborate with service technicians when needed to validate equipment counts and system condition.

Proposal Development & Contracting

• Develop customized preventative maintenance proposals ranging from basic inspection plans to comprehensive parts-and-labor agreements.
• Present solutions to both technical and executive audiences, clearly explaining scope, coverage tiers, pricing, and contract terms.
• Manage the full sales cycle from first contact through contract execution and onboarding handoff to operations.

Account Growth & Retention

• Identify upselling opportunities within existing accounts, including additional equipment, upgraded coverage tiers, indoor air quality (IAQ) solutions, or extended contract terms.
• Partner with operations and service managers to ensure sold contracts are deliverable, profitable, and aligned with customer expectations.

Sales Operations & Reporting

• Maintain accurate CRM records, activity logs, and opportunity stages.
• Provide weekly forecasting and pipeline updates to sales leadership.
• Stay current on industry trends, equipment types, and competitive offerings in the commercial HVAC market.

Performance Expectations

• Achieve or exceed monthly and quarterly new PM revenue quotas.
• Maintain strong close rates and consistent pipeline activity.
• Represent company's values of service excellence, integrity, and customer partnership.

Qualifications

Required

• 2+ years of business to business outside sales experience, preferably in HVAC, mechanical services, facilities management, or related trades.
• Demonstrated ability to independently prospect and build a pipeline from scratch.
• Strong consultative selling skills with the ability to present to both technical and executive audiences.
• Comfortable conducting building walkthroughs and equipment surveys.
• Proficiency with CRM systems and Microsoft Office / Google Workspace.
• Valid driver's license and ability to travel within assigned territory.

Preferred

• Experience selling service agreements or recurring revenue products.
• Knowledge of commercial HVAC systems, components, and maintenance practices.
• Familiarity with multi-site property management or commercial real estate environments.

Compensation & Benefits

• $65K - $115K (Base salary + commission) based on sales experience and performance
• Paid Holidays
• Paid Vacation Time
• Paid Sick Time
• 401K
• 401K Profit Share
• Health Insurance
• Optional Supplemental Insurance
• Flexible Spending Accounts
• In-house Training Program (Earn while you learn)