Commercial Sales Specialist (HVAC-R)

Johnstone Supply, The Balsan Group•Annapolis, MD

4d•Onsite

About The Position

Join Johnstone Supply | Balsan Group, a fast-growing HVACR distributor where relationships, technical knowledge, and results matter. We’re looking for a driven Commercial Sales Specialist who is passionate about helping customers find the right HVAC solutions while growing commercial business through consultative selling and strong partnerships. This is a great opportunity to build lasting client relationships, expand your technical expertise, and make a direct impact in a growing, team-oriented environment.

Requirements

Bachelor’s degree in Business, Marketing, related field, or equivalent experience
2+ years of sales, commercial sales, or customer-facing experience
Strong communication, organizational, and multitasking skills
Comfortable using CRM systems, Microsoft Office, and business software
Ability to thrive in a fast-paced environment

Nice To Haves

Technical, Engineering, or Business-related degree
Experience in B2B equipment or HVAC sales
Experience with CRM, Excel, ERP, or construction/project management systems
Experience supporting commercial projects or contractors
Solution-selling or technical sales background
Field experience with HVAC systems or electro-mechanical equipment

Responsibilities

Develop and execute strategies to grow commercial HVAC sales and market share
Identify and engage contractors, engineers, facility managers, and new prospects
Conduct regular customer visits, site walks, and relationship-building meetings
Prepare and present proposals, bids, product solutions, and sales presentations
Negotiate pricing, contracts, and project terms
Review project specifications and recommend HVAC solutions that meet customer needs
Support product selection and equipment applications
Coordinate with TSA and internal teams to resolve technical or parts issues quickly
Continue developing product and application knowledge through training
Maintain and grow existing customer relationships to generate repeat business
Manage pipeline activity and opportunities through CRM systems
Ensure clear communication, strong follow-up, and excellent customer service
Track sales performance, quotes, and open opportunities
Partner with purchasing, marketing, and operations teams to support project success
Attend trade shows, networking events, and industry functions
Stay informed on market trends, new products, and competitor activity