Account Executive

Comfort Systems USA•Richmond, VA

18d•Onsite

About The Position

ColonialWebb is seeking a Business Development Executive to drive new business growth in Building Automation Systems (BAS), Controls, and Building Performance across our existing building markets. This is a hunter-first role focused on creating opportunities, securing appointments, uncovering customer pain points, and helping customers solve facility, comfort, reliability, and energy-related problems. Building performance includes using building system data, controls insight, and connected technologies to help customers improve reliability, comfort, energy performance, and operational decision-making. The primary focus of this role is BAS, Controls, and Building Performance. When appropriate, the Business Development Executive will collaborate with the right ColonialWebb trade specialist or sales team member to help advance related HVAC, electrical, and plumbing opportunities while staying engaged in the customer relationship and supporting opportunity development, proposal coordination, and close. Candidates from BAS, HVAC/mechanical service, controls, energy, fire/life safety, security, and other adjacent industries that call on similar commercial customers are encouraged to apply. This role will primarily support the Greater Richmond area and surrounding counties up to the Fredericksburg area.

Requirements

At least 3 years of experience in outside sales, business development, or a similar hunter-focused role
Proven ability to build pipeline through self-generated prospecting activity
Strong appointment-setting and discovery skills
Ability to uncover business pain, create urgency, and move opportunities forward
Comfort selling into longer-cycle opportunities involving multiple stakeholders
Strong organizational skills and discipline in managing pipeline and sales activity
Ability to learn BAS, controls, and building performance concepts and discuss them credibly with customers
Ability to collaborate effectively with internal trade specialists and sales team members to support expanded customer opportunities while keeping BAS as the primary focus

Nice To Haves

Experience selling into commercial buildings, facilities, operations, property management, institutional, or similar environments is strongly preferred
Industry experience in BAS, controls, HVAC/mechanical service, energy, fire/life safety, security, or similar adjacent markets is a plus

Responsibilities

Develop self-generated new business opportunities in BAS, Controls, and Building Performance
Identify, research, and pursue target customers through prospecting, networking, outreach, and appointment-setting
Use company-provided prospecting tools, lead intelligence resources, and market data to identify target accounts and prioritize outreach
Open doors with facility leaders, property stakeholders, operations contacts, and other decision-makers across targeted accounts
Uncover customer pain points related to building performance, system reliability, comfort, controls, service, energy use, aging infrastructure, and broader facility needs
Coordinate with internal estimating, operations, technical, and sales resources to develop proposals and move BAS opportunities forward
Pursue opportunities related to BAS service takeovers, controls upgrades, retrofits, replacements, optimization, and related building performance solutions
Identify expanded customer opportunities in HVAC, electrical, and plumbing when uncovered through BAS-led prospecting and discovery
Manage a disciplined sales pipeline and maintain accurate activity and opportunity tracking in CRM
Work closely with sales leadership and internal partners to advance opportunities and win the right work
Stay engaged through close and support a smooth transition into account management and operations after award