Account Executive - Service Sales - Spokane, WA

Account Executive - Service Sales - Spokane, WA

AirReps, a division of Daikin Comfort Technologies North America, is a leader in HVAC solutions that are clean, comfortable and efficient. AirReps' expertise and passion for people are our biggest talents. We bring the most comprehensive product offerings, unrivaled thought leadership, and customer-centric support to the commercial HVAC market. Engineering collaborative, reliable solutions is the name of our game. AirReps is seeking a professional individual for our Service Sales Manager position with our organization at our location in Spokane, Washington.

The Service Sales Manager is responsible for driving profitable service revenue growth by developing long-term customer relationships and expanding preventative maintenance, repair, monitoring (including HERO), and turnkey retrofit solutions. This role protects and grows the installed base, particularly VRV systems, by identifying opportunities to bundle maintenance, equipment upgrades, controls improvements, and mechanical retrofits into comprehensive service solutions. The position balances revenue growth with margin protection while collaborating closely with operations and equipment sales to deliver a strong HVAC owning experience and sustainable business results.

Position responsibilities may include:

• Market & Account Development (Service Focus)
• Develop and execute territory plans aligned with service growth goals.
• Build relationships with owners, facility teams, and contractors to position AirReps as a long-term service partner.
• Drive adoption of preventative maintenance, HERO monitoring, and lifecycle service strategies—especially for VRV systems.
• Drive turn-key projects with end user accounts for retro-fit, upgrades, and replacements
• Identify new service verticals and expansion opportunities within existing accounts.
• Service Sales Execution
• Manage project opportunities from design through bid, award, and turnover.
• Lead pricing strategy in coordination with sales management to protect margin.
• Support bid-day activity and contractor negotiations.
• Maintain accurate pipeline, backlog, and project data in Salesforce.
• Internal Coordination
• Coordinate closely with service operations to align sales commitments with execution capacity.
• Ensure clear turnover of service agreements and retrofit projects.
• Drive renewals, customer retention, and cross-sell opportunities with equipment teams.
• Follow standardized service sales processes and reporting expectations.
• Participate in training, product launches, and internal sales initiatives.

Nature & Scope:

Applies advanced knowledge of job area typically obtained through advanced education and work experience. Manages projects and processes while working independently and with limited supervision. Coaches and reviews the work of lower-level professionals. Problems faced are difficult and sometimes complex; takes a new perspective on existing solutions.

Knowledge & Skills:

Understanding of the HVAC contracting business. Ability to read and understand construction documents/drawings. Strong customer service skills and relationship management skills with the ability to generate new business through creating and carrying out a sales plan. Working knowledge of MS Office – Excel, Word, PowerPoint, Outlook, SharePoint. Effective Project Management skills, working knowledge of PM software. Ability to establish positive working relationships with internal and external customers and employees. Excellent verbal and written communication and presentation skills. Change management skills- implementing new processes and procedures. Demonstrated analytical and problem-solving techniques. Effective organizational and time management skills including ability to prioritize and on-time completion of projects. Ability to apply good judgement and strong work ethics and integrity on the job. Ability to adapt quickly to change and work effectively on various types of activities. Strong team player, results orientated, dedication to excellence and sense of urgency to achieve business objectives. Ability to maintain a flexible work schedule to travel to work sites / customer locations to accommodate account/client needs. Ability to practice safe work habits and follow company policies/procedures including safety guidelines.

Experience:

Minimum 3-5 plus years of sales experience in HVAC Industry. Education/Certification Bachelor's degree in engineering, HVAC, or Construction Field (or equivalent, relevant industry experience).

People Management:

No

Physical Requirements / Work Environment:

Must be able to perform essential responsibilities with or without reasonable accommodation. Out-of-the –area and overnight travel on occasion. Valid driver's license required without driving restrictions. Ability to lift up to 30 pounds.

Reports To:

Location Sales Manager

Salary:

The Company offers a comprehensive benefits package. Benefits for employees include healthcare and dental insurance, life and long-term disability insurance, 401K and different types of paid time off. This position is compensated through a recoverable base draw plus commission structure. The base pay consists of a draw of up to $10,000 annually, which is paid semi-monthly and recovered through earned commission. Commission earnings are driven by achievement of sales quotas and service margin thresholds. Commission payouts generally range from approximately 15% to 50% of qualifying service margin, depending on service type and margin performance.