Building Automation Client Service Representative

Kelso Building Services•Ogden, UT

3d•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, helping them understand the difference between reactive support and proactive BAS lifecycle management.
Position Kelso Connected as a key component of the KBS BAS service strategy.
Use a structured discovery process to understand the customer's facility portfolio, BAS platforms, HVAC equipment, operational requirements, current maintenance practices, BAS staffing capabilities, existing service providers, system reliability issues, comfort complaints, energy concerns, alarm-management challenges, cybersecurity concerns, capital-planning requirements, system obsolescence, and reporting expectations.
Ask questions that uncover the business impact of BAS problems rather than focusing exclusively on technical deficiencies.
Develop BAS service opportunities with organizations that do not currently use KBS.
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 closely 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 by working with BAS Project Management and Field Service Operations.
Engage customers during the warranty period to demonstrate the value of our services.
Conduct periodic customer reviews based upon account size and service level to reinforce KBS value, strengthen customer relationships, and identify additional opportunities.
Maintain close coordination with Operations as the commercial relationship owner.
Maintain accurate customer and opportunity information within KBS CRM systems, providing leadership with reliable visibility into the BAS service pipeline.
Develop sufficient technical knowledge to confidently discuss BAS service requirements across major platforms, understanding KBS's ability to provide system-agnostic service.