Senior HVAC Sales Representative (Lakeland)

Company Summary

Established commercial mechanical contractor seeking an experienced Service Sales Representative to support continued growth in either the Orlando OR Tampa area. The company provides commercial HVAC service, repair, retrofit, replacement, renovation, upgrade, and related mechanical solutions to commercial customers across a variety of industries.

Job Summary

The Service Sales Representative will be responsible for developing new commercial HVAC business and expanding service opportunities throughout the Orlando OR Tampa area. This is a true business-development and hunter role. The successful candidate will be expected to generate their own opportunities through cold calling, prospecting, networking, site visits, referrals, industry events, and other direct sales activities. This position is not primarily an account-management or inbound-sales role. The ideal candidate will currently be working for a commercial mechanical/HVAC contractor and have strong technical knowledge of commercial HVAC equipment and systems. The individual will be expected to independently identify opportunities, perform site evaluations, estimate work, develop proposals, present solutions, negotiate, and close business. The role will focus heavily on commercial retrofit and replacement opportunities, with ongoing service and preventive maintenance sales also included.

Responsibilities

• Prospect for and develop new commercial HVAC customers throughout the assigned territory.
• Generate opportunities through cold calling, in-person visits, networking, referrals, industry events, and other self-directed activities.
• Identify and qualify commercial HVAC service, retrofit, replacement, renovation, and upgrade opportunities.
• Develop relationships with facility managers, property managers, building owners, and other commercial decision-makers.
• Conduct site visits and evaluate customer needs and existing HVAC systems.
• Develop practical HVAC solutions based on customer requirements, existing equipment, building conditions, and project objectives.
• Prepare estimates and develop professional proposals.
• Present proposals and solutions directly to prospective customers.
• Clearly communicate the value, benefits, and potential return associated with HVAC upgrades and improvements.
• Manage opportunities from initial prospecting through qualification, estimating, proposal, negotiation, and close.
• Maintain consistent follow-up on open proposals and actively move opportunities toward a decision.
• Develop and maintain a healthy sales pipeline and sufficient quote backlog to support annual sales objectives.
• Accurately document prospects, opportunities, activities, and pipeline status within the CRM.
• Identify opportunities for recurring service and preventive maintenance agreements.
• Develop new relationships while expanding business with existing customers.
• Maintain an organized sales process while managing numerous prospects at different stages.
• Represent the organization professionally in customer meetings, networking events, and industry functions.
• Work closely with internal operations and project personnel to ensure a smooth transition from sale to project execution.
• Consistently pursue new business and achieve established sales and booking objectives.

Requirements

• Currently employed by a commercial mechanical/HVAC contractor in a sales-related position.
• Approximately +7 years of commercial B2B HVAC sales experience; candidates with approximately 5 years may be considered when they possess exceptional technical knowledge and directly relevant experience.
• Current, active experience within the commercial mechanical/HVAC industry is required.
• Proven history of generating and closing new commercial HVAC business.
• Demonstrated success with self-generated leads and outbound prospecting.
• Strong technical understanding of commercial HVAC systems, including: chillers, cooling towers, pumps, piping, rooftop units, and compressors
• Large commercial replacement projects
• Commercial HVAC experience is required. Residential HVAC sales experience alone will not meet the requirements.
• Ability to independently identify opportunities, qualify prospects, perform site evaluations, estimate projects, develop proposals, and close sales.
• Strong estimating and proposal-development skills.

Preferred Requirements

• Experience working directly for an independent mechanical/HVAC contractor.
• Experience selling commercial HVAC retrofit and replacement projects.
• Experience selling ongoing HVAC service and preventive maintenance agreements.
• Experience with BAS/Building Automation Systems.
• Experience working with facility owners and managers.
• Experience selling into healthcare, hospitality, retail, commercial real estate/property management, pharmaceutical, industrial, or similar markets.
• Experience with large-scale commercial mechanical projects.
• Previous responsibility for estimating and proposal generation.
• Experience combining project sales with recurring service opportunities.
• Candidates with manufacturer experience may be considered when they also have direct experience working for an independent mechanical/HVAC contractor.

Compensation & Benefits

• Base Salary Range: $70,000-100,000
• Sales incentive/commission opportunity tied to individual performance. OTE potential - $150K+
• Health, dental, and vision insurance.
• Paid time off and company holidays.
• Retirement plan/401(k) options.
• Company vehicle or vehicle allowance, as applicable.

Specific compensation and benefits will be discussed based on experience and qualifications.