PM Sales Representative

Job Description

Job Description

Preventative Maintenance Sales Representative

Commercial HVAC & Refrigeration | Preventative Maintenance Agreements

Marick Mechanical, an Orion Services Group company | Territory-Based | Full-Time

Department: Sales | Reports To: Vice President of Sales | FLSA: Exempt – Outside Sales | Travel: Within Assigned Territory

Position Summary

The Preventative Maintenance (PM) Sales Representative drives recurring service agreement revenue by developing new commercial HVAC and refrigeration customers, growing existing accounts, and selling tailored preventative maintenance programs. The role helps customers reduce equipment downtime, improve energy efficiency, extend equipment life, and gain predictable maintenance budgets.

Mission of the Role

Build a profitable, sustainable territory of recurring PM agreements through consistent prospecting, consultative selling, strong customer relationships, and reliable coordination with service operations.

Key Responsibilities

New Business Development

• Prospect commercial businesses through cold calls, referrals, networking, customer visits, and targeted outreach.
• Develop relationships with facility managers, property managers, operations leaders, maintenance supervisors, plant managers, and business owners.
• Qualify opportunities and convert new prospects into recurring maintenance agreement customers.

PM Program Assessment & Sales

• Conduct facility surveys and equipment inventories, evaluating condition, age, maintenance history, and operational risk.
• Prepare and present tailored PM proposals communicating reliability, energy efficiency, equipment life, budget predictability, and avoided emergency costs.
• Negotiate and close maintenance agreements consistent with company pricing and approval processes.

Account Retention & Expansion

• Maintain ongoing relationships with customers; proactively manage renewals and customer satisfaction.
• Identify repairs, equipment replacements, retrofits, controls upgrades, indoor air quality, and refrigeration modernization opportunities.
• Partner with service operations to resolve customer concerns and support continuity of service.

Territory & Pipeline Management

• Maintain a qualified, up-to-date CRM pipeline; document customer activity daily and maintain accurate forecasts.
• Schedule customer appointments, facility surveys, follow-ups, and account reviews.
• Develop and execute a territory growth plan and regularly review pipeline conversion and margin performance.

Internal Collaboration

• Work closely with service managers and technicians to uncover customer needs and service deficiencies.
• Coordinate proposals, contract documentation, and accurate sales-to-operations handoffs.
• Support onboarding of new PM agreement customers following contract award.

Required Qualifications

• 3+ years of HVAC, refrigeration, facilities, construction, or industrial sales experience.
• Valid driver's license and ability to travel within the assigned territory.
• Strong communication, presentation, consultative selling, and relationship-building skills.
• Ability to perform facility assessments, interpret customer needs, and use CRM systems.

Preferred Qualifications

Commercial HVAC/refrigeration service sales experience and knowledge of RTUs, split systems, chillers, boilers, cooling towers, VAV systems, building automation, walk-in coolers/freezers, and refrigeration rack systems.

Core Competencies

Prospecting • Consultative Selling • Negotiation • Relationship Building • Financial Acumen • Territory Planning • Technical Aptitude • Problem Solving • Customer Retention • Accountability

Work Environment & Outside Sales Responsibilities

This position is primarily responsible for independently developing new business opportunities, soliciting prospective customers, and securing commercial preventative maintenance service agreements. The employee is expected to customarily and regularly conduct sales activities away from Marick's offices, including in-person customer meetings, facility visits, prospecting activities, and contract negotiations at customer locations.

The role requires independent territory management, customer relationship development, and accountability for achieving established sales and recurring revenue targets. Office-based reporting, CRM maintenance, proposal development, and administrative activities support the employee's own outside sales efforts.

Position Administration

Compensation and incentive terms are established separately under approved company plans. Reporting title and assigned territory are subject to HR confirmation before posting. FLSA classification is designated Exempt – Outside Sales based on the anticipated primary duty of making sales and customary, regular sales activity away from the employer's place of business; HR must confirm that actual duties and working practices support this exemption. The responsibilities above describe the general nature of the role and may evolve based on business needs.