Commercial Maintenance Sales Rep

Hickory Mechanical•Hickory, NC

5d•Onsite

About The Position

Hickory Mechanical Inc. is seeking an experienced sales professional to grow its commercial HVAC preventive maintenance agreement business. The role focuses on developing new customers, building relationships with facility decision-makers, and closing profitable, recurring maintenance contracts. Candidates must have direct experience prospecting, developing proposals, and closing commercial HVAC maintenance agreements. The representative will work with building owners, facility managers, property managers, and purchasing teams to develop maintenance programs that support equipment reliability, operating efficiency, and long-term facility planning. The position combines office work with frequent customer visits and facility surveys. Surveys may involve stairs, ladders, rooftops, mechanical rooms, and outdoor conditions. Essential duties must be performed safely, with reasonable accommodation where applicable. Compensation reflects experience, demonstrated maintenance agreement sales results, and the position’s responsibilities. The final compensation structure and available benefits will be discussed during the interview process. Pay consists of a base salary and an aggressive commission structure, with commission on new and residual business.

Requirements

At least two years of successful experience selling commercial HVAC preventive maintenance or service agreements.
Demonstrated ability to generate leads, conduct customer meetings, prepare proposals, negotiate, and close recurring maintenance contracts.
Working knowledge of commercial HVAC equipment and maintenance requirements, including rooftop units, split systems, heat pumps, boilers, chillers, and air-handling equipment.
Ability to discuss maintenance needs credibly with facility managers and coordinate technical questions with service personnel.
Understanding of maintenance labor estimating, service frequency, agreement scope, and gross profit expectations.
Strong written communication, presentation, organization, and follow-up skills.
Ability to work independently, manage a territory, and remain accountable for measurable sales results.
Proficiency with email, spreadsheets, proposal preparation, and CRM or service management software.
High school diploma or equivalent.
Valid driver’s license and ability to meet company driving requirements.

Nice To Haves

Established relationships with commercial building owners, facility managers, and property managers in the Hickory area and surrounding markets.
Experience working for a commercial HVAC service contractor.
Prior HVAC field service experience or technical training.
Experience managing agreement renewals and expanding existing customer accounts.
Familiarity with ServiceFusion or comparable service management software.
Relevant education in business, sales, HVAC, or facility management.

Responsibilities

Identify and pursue commercial, industrial, healthcare, educational, and other institutional customers within the service territory.
Generate sales opportunities through direct outreach, cold calling, referrals, networking, existing customer relationships, and field visits.
Identify decision-makers and determine customer needs, budgets, purchasing requirements, contract expiration dates, and timelines.
Follow up consistently and move qualified opportunities through the sales process to signed agreements.
Conduct facility walkthroughs and document HVAC equipment inventories, equipment condition, access requirements, and operating schedules.
Identify customer concerns, including breakdowns, inconsistent comfort, deferred maintenance, and unpredictable repair expenses.
Work with the service manager and technical team to determine maintenance tasks, service frequencies, labor requirements, and pricing.
Prepare proposals that define covered equipment, maintenance scope, visit frequency, exclusions, customer responsibilities, and agreement terms.
Present the value of planned maintenance and explain its relationship to equipment performance and ownership costs.
Negotiate within approved pricing and contract guidelines while protecting company profitability.
Hand off sold agreements to the service department with equipment lists, scope, pricing, site requirements, and customer commitments.
Coordinate with service leadership to confirm staffing capacity and practical service schedules before making commitments.
Maintain customer relationships, support agreement renewals, and identify opportunities to expand coverage.
Coordinate repair, replacement, controls, and other service opportunities with appropriate team members.
Address customer concerns through timely communication and coordination with operations.
Maintain accurate customer records, opportunities, proposal status, and follow-up activities in the designated sales system.
Provide sales forecasts and participate in regular pipeline reviews.
Meet established goals for new agreement revenue, profitability, prospecting activity, proposals, and closing performance.
Track renewal opportunities and customer retention.