Building Automation Client Service Representative

Kelso Building Services•Ogden, UT

2d•Hybrid

About The Position

The BAS Client Service Representative (CSR) is responsible for developing, selling, renewing, and expanding recurring Building Automation Systems service agreements for existing and prospective KBS customers. The primary objective is to transition customers from a traditional break/fix and Time & Material (T&M) service model to a proactive, planned BAS service relationship. This role also involves BAS modernization and migration planning.

Requirements

3+ years of experience in BAS, HVAC, mechanical service, technical sales, service sales, account management, facility services, or related industry.
Demonstrated customer relationship skills.
Strong communication and presentation skills.
Ability to identify customer needs and develop solutions.
Strong organizational and follow-up skills.
Ability to manage multiple customers and opportunities.
Comfortable discussing technical solutions with facility personnel.
Ability to work effectively with technical and operational teams.
Working knowledge of CRM and Microsoft 365 applications.
Ability to travel throughout assigned territory.

Nice To Haves

BAS service or controls experience.
HVAC service agreement sales experience.
Existing relationships within commercial and institutional facility markets.
Experience selling recurring service agreements.
Familiarity with Niagara and major BAS platforms.
Experience with remote monitoring, FDD, analytics, energy services, or smart-building technologies.
Understanding of BAS OT cybersecurity fundamentals.
Experience selling multi-site or portfolio-level service agreements.

Responsibilities

Develop and close new recurring BAS service agreements within the assigned territory and customer base, focusing on building long-term recurring customer relationships.
Convert existing KBS customers into formal BAS service agreements, educating them on the benefits of proactive BAS lifecycle management over reactive support.
Position Kelso Connected as a key component of the KBS BAS service strategy.
Utilize a structured discovery process to understand customer needs related to facility portfolios, BAS platforms, HVAC equipment, operational requirements, maintenance practices, staffing, existing service providers, system reliability, comfort complaints, energy concerns, alarm management, cybersecurity, capital planning, system obsolescence, and reporting expectations.
Uncover the business impact of BAS problems rather than focusing solely on technical deficiencies.
Develop BAS service opportunities with new customers.
Own or support the commercial renewal process for assigned BAS service agreements, treating renewal as an ongoing account-management process.
Grow the value of assigned BAS customer relationships, aiming to become the customer's long-term BAS lifecycle partner.
Work with BAS Field Service Operations and the BAS Parts Coordinator to ensure deficiencies identified during service are addressed, maintaining commercial ownership of the customer relationship.
Transition completed BAS projects into recurring service relationships and engage customers during the warranty period to demonstrate service value.
Conduct periodic customer reviews to reinforce KBS value, strengthen relationships, and identify opportunities.
Maintain close coordination with KBS Operations as the commercial relationship owner.
Maintain accurate customer and opportunity information within KBS CRM systems to provide reliable visibility into the BAS service pipeline.
Develop sufficient technical knowledge to discuss BAS service requirements across major platforms, understanding KBS's system-agnostic service approach.