COMMERCIAL SALES in Corona, California at True Air Mechanical

Position Summary

The Commercial HVAC Sales Representative is responsible for developing new business, maintaining customer relationships, identifying commercial HVAC opportunities, preparing proposals, and supporting projects from initial customer contact through contract award.

This position will work with commercial property owners, general contractors, building owners, facility managers, engineers, subcontractors, and other customers to identify HVAC needs and provide appropriate equipment, service, replacement, and installation solutions.

The Commercial HVAC Sales Representative is expected to meet company sales goals while maintaining strong customer relationships, accurate proposals, and effective communication with estimating, operations, service, purchasing, and management teams.

Essential Duties and Responsibilities

Sales and Business Development

• Develop and maintain relationships with commercial HVAC customers and potential customers.
• Identify new commercial HVAC sales opportunities.
• Generate leads through networking, referrals, customer visits, industry contacts, and other business-development activities.
• Contact prospective customers and schedule meetings, site visits, and consultations.
• Maintain regular communication with existing customers to identify additional HVAC needs.
• Promote company HVAC installation, replacement, service, maintenance, and other related services.
• Develop relationships with general contractors, property managers, facility managers, building owners, engineers, and other industry professionals.
• Attend customer meetings, construction meetings, industry events, and networking opportunities as required.
• Maintain accurate customer and sales information in the company's CRM or designated system.

Commercial HVAC Sales

• Evaluate customer HVAC needs and recommend appropriate solutions.
• Review existing HVAC systems and identify replacement, upgrade, repair, or maintenance opportunities.
• Discuss equipment options, system capabilities, project requirements, and expected timelines with customers.
• Coordinate site visits to evaluate project conditions.
• Review plans, specifications, equipment schedules, and project documents when applicable.
• Work with estimating and operations teams to develop accurate project pricing.
• Prepare proposals, quotes, scopes of work, and other sales documentation.
• Present proposals to customers and explain pricing, scope, equipment, schedules, and project requirements.
• Follow up on proposals and maintain communication with customers through the sales process.
• Negotiate pricing and contract terms within company-approved guidelines.
• Obtain required management approval for pricing, discounts, or special terms.
• Secure signed proposals, purchase orders, contracts, or other required authorization before work begins.

Construction and Project Sales

• Review commercial construction plans and specifications related to HVAC systems.
• Identify project requirements, equipment specifications, installation requirements, and potential scope concerns.
• Coordinate with estimating and project management regarding labor, materials, equipment, subcontractors, and project schedules.
• Identify potential change-order opportunities and communicate them to project management.
• Assist with customer questions regarding project scope and HVAC equipment.
• Coordinate the transition of awarded projects from Sales to Operations.
• Provide complete project information to estimating, project management, purchasing, and accounting.
• Participate in project kickoff meetings when requested.
• Maintain communication with customers during the project to support customer satisfaction and identify additional opportunities.

Customer Relationship Management

• Maintain professional relationships with customers before, during, and after projects.
• Respond promptly to customer inquiries and requests.
• Address customer concerns and coordinate with appropriate departments to resolve issues.
• Follow up after project completion to ensure customer satisfaction.
• Identify opportunities for additional service, replacement, maintenance, or installation work.
• Maintain a professional image when representing the company.

Estimating and Proposal Responsibilities

• Gather information required to prepare accurate proposals.
• Coordinate with estimators and project management regarding labor and material requirements.
• Review vendor pricing and equipment quotes.
• Verify that proposals accurately reflect the customer's requested scope.
• Identify exclusions, assumptions, allowances, and project-specific requirements.
• Ensure proposals are submitted within customer deadlines.
• Maintain records of proposals, bids, customer communications, and project opportunities.

Sales Administration

• Maintain accurate sales forecasts and pipeline information.
• Submit required sales reports to management.
• Maintain updated customer contact information.
• Track open proposals and follow up within established timeframes.
• Document customer communications and project updates.
• Submit required paperwork to Accounting, Estimating, Operations, and Management.
• Follow company procedures for contracts, purchase orders, deposits, credit approval, and project turnover.

Performance Expectations

The Commercial HVAC Sales Representative is expected to:

• Meet or work toward established sales goals.
• Develop new customer relationships.
• Maintain existing accounts.
• Maintain a healthy sales pipeline.
• Follow up consistently on open opportunities.
• Submit accurate proposals on time.
• Maintain accurate CRM and sales records.
• Protect company pricing and profitability.
• Communicate effectively with internal departments.
• Provide professional customer service.
• Follow company policies and procedures.
• Pre-bid meetings.
• Site walks.
• Industry events and networking functions.

Qualifications

• Previous commercial HVAC sales experience preferred.
• HVAC installation, service, estimating, or construction experience strongly preferred.
• Knowledge of commercial HVAC equipment and systems.
• Understanding of commercial construction processes.
• Ability to read and understand HVAC plans and specifications.
• Strong communication and customer-service skills.
• Strong negotiation and presentation skills.
• Ability to develop and maintain professional relationships.
• Strong organizational and follow-up skills.
• Ability to manage multiple sales opportunities simultaneously.
• Ability to work independently and as part of a team.
• Proficiency with Microsoft Office and CRM or sales-management software.
• Valid driver's license and acceptable driving record required for positions involving company vehicle use.

Work Environment

The Commercial HVAC Sales Representative will work in an office environment, customer locations, commercial buildings, construction sites, and other locations necessary to conduct company business.

The position may involve exposure to construction dust, noise, outdoor weather conditions, mechanical equipment, and other typical commercial construction environments.