Outside Sales Engineer (Annapolis Junction)

Outside Sales Engineer – Commercial HVAC & Mechanical Equipment

Location: Northern Anne Arundel County, Maryland - (Baltimore / Washington, DC / Northern Virginia Territory)

Employment Type: Full-Time / Direct Hire

Work Type: Hybrid - 1 day onsite per week / Remote-Based with Regional Customer Travel

Travel Expectation: Regional travel throughout Baltimore, Washington, DC, and Northern Virginia, typically 2–3 days per week, with minimal overnight travel.

Compensation: $70,000–$100,000 initial base/draw, depending on experience, plus an aggressive, uncapped commission structure. Higher guaranteed compensation may be available for exceptionally qualified candidates.

Position Overview:

Our client is seeking an experienced Outside Sales Engineer to join an established and growing commercial mechanical equipment organization. This newly created position will focus on managing and expanding an existing customer base while developing new business opportunities throughout the Baltimore, Washington, DC, and Northern Virginia markets.

The ideal candidate will bring a strong technical background in commercial HVAC, plumbing, pumps, or related mechanical equipment, combined with proven outside sales experience. This position involves working directly with mechanical and plumbing contractors to provide equipment recommendations, technical application support, quotations, and engineered product solutions.

The role offers an established customer portfolio, significant territory growth opportunities, dedicated inside sales support, and an attractive uncapped commission structure.

Key Responsibilities:

• Manage and develop an established territory consisting of approximately 30–40 active customer accounts and an additional 30–40 smaller accounts with growth potential.
• Build and maintain long-term relationships with commercial HVAC, mechanical, and plumbing contractors throughout the assigned territory.
• Identify new business opportunities, increase existing account revenue, and expand market share through proactive territory development.
• Promote and sell commercial HVAC and mechanical equipment, including pumps, boilers, hot-water equipment, cooling-system pumps, steam-handling equipment, and related components.
• Work closely with application engineers and internal technical teams to evaluate customer requirements, recommend equipment, and develop appropriate engineered solutions.
• Conduct regular customer visits, job-site evaluations, product presentations, and technical discussions with contractors, engineers, and purchasing personnel.
• Prepare and coordinate accurate equipment quotations, proposals, pricing, and technical specifications in collaboration with inside sales and estimating teams.
• Manage the sales process from initial customer engagement through quotation, follow-up, negotiation, and closing.
• Maintain accurate CRM records, track quotations, manage customer contacts, and establish effective territory call plans.
• Conduct product training sessions for customers and coordinate manufacturer training, product demonstrations, and factory visits.
• Collaborate with equipment manufacturers and internal sales leadership to introduce new products and expand existing product lines.
• Identify opportunities for aftermarket parts, services, and additional engineered equipment solutions.
• Maintain communication with internal engineering, estimating, and operations teams regarding customer requirements and upcoming projects.
• Participate in relevant trade associations, industry events, and manufacturer-sponsored training programs.
• Provide timely technical assistance, troubleshooting support, and professional customer service.
• Meet or exceed established sales, gross-profit, and territory development objectives.

Required Qualifications:

• Minimum of 5 years of professional experience within the commercial HVAC, plumbing, pumps, or mechanical equipment industry.
• Direct experience in outside sales involving commercial HVAC, pumps, plumbing, or related mechanical equipment.
• Demonstrated understanding of commercial mechanical equipment, including the ability to distinguish between boilers, pumps, water heaters, and related systems.
• Experience working with commercial HVAC contractors, mechanical contractors, plumbing contractors, or similar industrial and commercial customers.
• Proven ability to develop customer relationships, grow existing accounts, identify new business opportunities, and close sales.
• Ability to evaluate customer equipment requirements, recommend appropriate solutions, and prepare or coordinate technical quotations.
• Experience working with equipment manufacturers, manufacturer's representatives, distributors, or technical equipment sales organizations.
• Proficiency with Microsoft Office, particularly Excel and Outlook, along with CRM systems and equipment quotation software.
• Strong communication, organizational, analytical, and customer relationship management skills.
• Ability to manage multiple customer accounts, quotations, projects, and competing priorities.
• Willingness to travel regularly throughout the assigned Baltimore, Washington, DC, and Northern Virginia territory.
• Valid driver's license, dependable transportation, and a satisfactory driving record.
• Ability to pass required background checks, reference checks, and drug screening.
• Ability to meet applicable identification and access requirements for federal facilities, including a REAL ID-compliant driver's license or valid U.S. passport when required.

Preferred Qualifications:

• Bachelor's degree in Mechanical Engineering or a related technical discipline.
• 5–10+ years of successful outside sales experience within commercial HVAC, mechanical equipment, pumps, or plumbing systems.
• Experience selling commercial hot-water systems, cooling-system pumps, steam-handling equipment, and related mechanical components.
• Established relationships with mechanical and plumbing contractors throughout the Baltimore, Washington, DC, and Northern Virginia markets.
• Background working for an HVAC or pump equipment manufacturer, manufacturer's representative, technical distributor, or application engineering organization.
• Experience supporting equipment selection, sizing, specifications, and technical application requirements.
• Demonstrated ability to manage an established account portfolio while actively developing new business.
• Familiarity with commercial construction projects, mechanical equipment specifications, and contractor purchasing processes.
• Experience working with inside sales and estimating teams to develop quotations and close technical equipment sales.

Compensation & Commission Structure:

Our client offers an aggressive compensation structure designed to reward strong sales performance and territory growth.

• Initial base/draw compensation generally ranges from $70,000–$100,000, with flexibility based on experience.
• Uncapped commission structure with earnings based on gross profit generated.
• Commission rates include 22% of gross profit on primary equipment and 10% on parts.
• Additional 5% gross-profit incentive for performance exceeding annual targets, potentially bringing the primary-product commission rate to 27%.
• Established mid-level outside sales professionals within the organization currently earn approximately $150,000–$300,000 annually, depending on individual performance.

Compensation Note: The initial guarantee, draw, and commission structure depend on experience and individual arrangements. The stated earnings are examples of current employee performance, not guaranteed future compensation.

Benefits & Additional Allowances:

• Employee Stock Ownership Plan (ESOP), providing employees with an opportunity to participate in company ownership.
• Comprehensive health insurance and employee benefits.
• 401(k) retirement plan with employer matching.
• Tuition reimbursement and professional certification assistance.
• Life insurance and short- and long-term disability coverage.
• Flexible Spending Account (FSA).
• $400 monthly vehicle allowance, plus eligible mileage reimbursement.
• $75 monthly cell phone allowance.
• Company-provided laptop and home-office equipment.
• Dedicated inside sales support to assist with quotations, customer service, and account management.
• Strong engineering and technical sales culture, ongoing manufacturer training, and opportunities for professional development and career advancement.

Work Environment & Travel:

This is a field-oriented, hybrid outside sales position with significant flexibility to manage an established regional territory.

The successful candidate will typically spend two to three days per week visiting customers, conducting job-site evaluations, and developing business opportunities. Remaining time will be dedicated to quotations, customer follow-up, administrative responsibilities, and coordination with internal teams.

Travel Expectation: Regional travel throughout Baltimore, Washington, DC, and Northern Virginia, typically 2–3 days per week, with minimal overnight travel. Overnight travel is genera