Building Automation Specification Sales Lead

Job Description

Job Description

Building Automation Specification Sales Lead

Picture your week: you’re in Washington meeting with a top consulting engineering firm on Monday, clarifying BMS architecture for a mission-critical HVAC project before schematics are finalized. By Wednesday, you’re on-site with a mechanical contractor, guiding retrofit controls selections and validating sequences of operation. Friday, you’re aligning a fully integrated controls-and-equipment approach with Johnson Barrow’s product lines and reviewing a disciplined pipeline forecast. If that rhythm sounds like your kind of impact, read on.

What you’ll make happen

• Grow specification influence with leading consulting engineers by offering technical clarity, solution guidance, and persuasive presentations.
• Advise mechanical contractors on controls strategies for both new construction and retrofit initiatives.
• Engage early on major applied and mission‑critical HVAC programs to shape system architecture and sequences of operation.
• Build lasting relationships with engineers, contractors, and building owners, supported by compelling demos and technical overviews.
• Develop scopes and write persuasive, accurate proposals for BMS controls packages.
• Own a disciplined personal pipeline and deliver reliable forecasting.

Technical credibility you’ll bring

• Deep knowledge of DDC platforms and BMS architecture.
• Hands‑on understanding of integrating controls with applied HVAC systems.
• Fluency with open protocols (BACnet, Modbus, etc.).
• Command of sequences of operation and commissioning best practices.
• Ability to align controls with Johnson Barrow’s equipment portfolio to deliver seamless, integrated solutions.
• Close collaboration with operations and project management to ensure smooth execution from design through turnover.

Partnering across the business

• Team with equipment sales to introduce controls early in the sales cycle.
• Work alongside service leaders to uncover lifecycle and long‑term service opportunities.
• Strengthen manufacturer relationships and represent Johnson Barrow as a strategic channel partner.

What sets you up for success

• 7+ years in HVAC controls, building automation, or BMS sales with a track record in specification‑driven pursuits.
• Strong grasp of applied HVAC systems and integration strategies.
• Experience collaborating with consulting engineers and mechanical contractors in the Pacific Northwest.
• Proven leadership, including mentoring fellow sales professionals.
• Financial acumen and disciplined business judgment.
• Ability to read plans, specifications, and control diagrams.

Where and how you’ll work

• Based in Washington with a mix of office and field time; frequent customer meetings and site visits.
• Standard business hours Monday–Friday, with flexibility to meet client needs.
• Regular regional travel; occasional overnight or national trips depending on projects.

Physical expectations

• Sitting and standing for extended periods.
• Occasional lifting up to 20 pounds (e.g., supplies, demo gear, event materials).
• Moving between departments to support coordination.

Compensation

$120,000 – $130,000 annually (or DOE) plus commission.

This is a full-time, exempt position with competitive compensation based on experience and qualifications, plus eligibility for Johnson Barrow’s performance-based bonus program. The company also offers a comprehensive benefits package and reimburses all business travel expenses in accordance with company policy.

Total rewards

• Competitive pay with bonus opportunities tied to individual and company performance
• Medical, dental, and vision insurance
• HSA and FSA options
• Life and disability insurance
• 401(k) with company match
• Paid time off (vacation, sick leave, holidays)
• Employee assistance program (EAP)
• Professional development and training
• Tuition reimbursement
• Volunteer time and wellness initiatives