HVAC Controls Sales Representative

Job Description

Job Description

Kelso Building Services believes that exceptional employees create exceptional results. We invest in our people through ongoing training, career development, industry-leading resources, and a collaborative culture that encourages innovation and growth.

As a member of our team, you'll have the opportunity to work with cutting-edge building technologies while helping organizations improve facility performance, energy efficiency, occupant experience, and operational reliability. If you're passionate about building relationships, driving business growth, and delivering meaningful customer solutions, we'd love to hear from you.

Position Overview

Kelso Building Services is seeking a results-oriented Regional Building Automation Sales Representative to expand our presence within an assigned market. This position focuses on identifying growth opportunities, developing long-term client relationships, and delivering technology-driven facility solutions.

The ideal candidate will work closely with building owners, facility leaders, consulting engineers, contractors, and enterprise customers to provide solutions that support operational excellence, sustainability initiatives, remote visibility, and smart building performance.

This role collaborates with our Operations, Service, Project Delivery, and Digital Operations Center (DOC) teams to develop and implement customer-focused solutions that generate measurable business outcomes.

What You'll DoDrive Business Growth

• Identify and pursue new business opportunities throughout the assigned territory.
• Develop and implement territory growth plans aligned with company objectives.
• Build relationships with decision-makers across commercial, industrial, healthcare, education, government, life science, retail, and mission-critical facilities.
• Expand Kelso's market presence through networking, industry events, and customer referrals.

Promote Advanced Building Solutions

Create opportunities and deliver solutions including:

• Building Automation Systems (BAS)
• HVAC Controls and DDC Systems
• Energy Management Programs
• Remote Monitoring Services
• Fault Detection and Diagnostics (FDD)
• Building Analytics and AI-Driven Optimization
• Operational Technology (OT) Cybersecurity Solutions
• Building Systems Integration (MSI)
• Mechanical and Electrical Service Programs

Manage the Sales Process

• Conduct customer consultations and facility evaluations.
• Identify operational challenges and recommend customized solutions.
• Prepare proposals, financial justifications, and ROI presentations.
• Lead contract discussions and negotiate mutually beneficial agreements.
• Maintain accurate forecasting and opportunity tracking using Salesforce CRM.
• Develop and manage a healthy pipeline capable of achieving annual sales goals.

Grow Strategic Accounts

• Expand relationships with existing customers and enterprise accounts.
• Create long-term account development strategies.
• Coordinate opportunities spanning multiple facilities or regions.
• Partner with operational teams to ensure successful project execution and customer satisfaction.

Performance Expectations

Success in this role is measured through growth across key business areas, including:

• Building Automation Project Revenue
• Service and Maintenance Agreements
• Recurring Monitoring Revenue
• Gross Margin Performance
• New Customer Development
• Strategic Account Expansion
• Cross-Selling of Kelso Services

Expected sales production may range from:

• Year 1: $1M-$3M in booked sales
• Year 3 and Beyond: $5M-$10M+ in annual sales

Results will vary based on territory size, market conditions, and business maturity.

QualificationsRequired Experience

• Minimum 5 years of successful sales experience in one or more of the following:
  • Building Automation
  • HVAC Controls
  • Mechanical Services
  • Energy Solutions
  • Facility Technology Services
• Demonstrated ability to meet or exceed revenue goals.
• Experience selling consultative, solution-based offerings.
• Ability to navigate complex and multi-stakeholder sales cycles.

Knowledge & Expertise

Working knowledge of:

• Building Automation Platforms
• HVAC Systems and Controls
• DDC Technologies
• Energy and Sustainability Solutions
• Building Analytics
• Cloud-Based Facility Technologies
• Remote Monitoring Platforms
• Facility Operations
• Building System Integration

Preferred Qualifications

• Bachelor's degree in Business, Engineering, Construction Management, Facilities Management, HVAC, or a related discipline.
• Technical experience within BAS or HVAC industries.
• Background in Energy Performance Contracting.
• Established industry relationships within the assigned region.
• Experience selling recurring service programs.
• Understanding of smart buildings, connected technologies, and OT cybersecurity.

Compensation & Incentives

Kelso Building Services offers a competitive compensation package based on experience and qualifications.

Additional earning opportunities include:

• Uncapped Commission Structure
• New Client Acquisition Incentives
• Recurring Revenue Bonuses
• Strategic Account Performance Rewards