Outside Sales Representative

Job Description

Job Description

HVAC Outside Sales Representative

About McCarl's

McCarl's Services is a leading commercial and industrial HVAC/R service contractor serving western Pennsylvania, eastern Ohio, and northern West Virginia. We build long-term maintenance partnerships with some of the largest and most complex facilities across the region. We are growing our maintenance sales team and looking for a driven, relationship-focused sales professional to help us expand our preventive maintenance portfolio.

Position Summary

The Outside Sales Representative is responsible for the full sales cycle - from prospecting and qualifying new accounts to presenting compelling maintenance proposals, making the business case for partnership with McCarl's. This is a hunter role. The right candidate thrives on building a pipeline, conducts thorough site surveys, puts together accurate and persuasive proposals, and has the discipline and persistence to follow opportunities through to a decision. You will work closely with the Sales Manager on territory strategy, proposal development, and closing approach.

Essential Duties and Responsibilities

Prospecting & Pipeline Development
•Generate new qualified sales leads through cold calling, email campaigns, social media outreach, organizational affiliations, referrals, and direct mail
•Conduct high-volume prospecting to meet weekly activity targets including first-call appointments, contacts made, and proposals in progress
•Identify and research target prospects including commercial building owners, property management companies, facility managers, and industrial operations
•Schedule and conduct discovery meetings and site assessments to evaluate equipment inventory, service history, and potential for a long-term maintenance partnership

Proposal Generation
•Conduct thorough site surveys and equipment inventories (with assistance) to develop accurate, site-specific maintenance proposals
•Work with the Sales Manager and operations team to ensure proposed scope, pricing, and visit frequency are appropriate for each account
•Produce clear, professional, and persuasive maintenance agreement proposals that accurately reflect the customer's equipment and service needs

Customer Presentation & Business Case
•Present maintenance proposals directly to key decision makers
•Effectively communicate the operational and financial value of a McCarl's preventive maintenance program
•Tailor the business case to the specific concerns and priorities of each prospect
•Handle objections professionally and knowledgeably, leveraging your training and resources within the company

Follow-Up & Closing
•Maintain consistent, professional follow-up with all active proposals
•Proactively advance proposals through the pipeline by re-engaging prospects, addressing outstanding questions, and creating appropriate urgency
•Close maintenance agreements at a rate consistent with company targets
•Transition signed accounts smoothly to the operations and service team with complete documentation of agreed scope and customer expectations

CRM & Reporting
•Maintain accurate, current records of all activity, contacts, proposals, and pipeline status in the company CRM on a weekly basis
•Meet or exceed annual maintenance agreement revenue targets

Qualifications

•B2B outside sales experience with track record of developing a territory through prospection is a plus
•Experience developing and presenting service or solutions proposals directly to decision makers
•Strong communication skills - comfortable on the phone, in person at a job site, and in a formal presentation to ownership or facilities leadership
•Self-directed and accountable - able to manage a full sales cycle and territory without daily supervision
•Proficiency with computerized systems and basic office products
•Valid driver's license required
•Positive, professional demeanor with a genuine interest in building long-term customer relationships