Controls Services - Construction Sales Representative

MPSW•Phoenix, AZ

About The Position

Mechanical Products SW (MPSW) is a technical sales company representing HVAC engineered equipment manufacturers in Arizona. Its technical sales, inside sales, service, parts, operations, and accounting teams support customers through equipment selection, design assistance, sales, startup, commissioning, warranty, and ongoing service. MPSW Controls is hiring for a new-construction and engineered-retrofit sales position. The representative manages opportunities from project identification and bid preparation through negotiation, award, and turnover to the construction fulfillment team. The role involves substantial correspondence with the equipment sales team, engineers, general contractors, and mechanical contractors. The successful candidate combines HVAC-controls knowledge with estimating, relationship-building, and sales skills to develop customer relationships and deliver competitive proposals with clear scope and profitable pricing. The role is based in an office and frequently in the field, with travel within the assigned territory for customer meetings and project visits. The employee may perform other related duties as negotiated to meet the organization’s ongoing needs. Reasonable accommodations will be made for qualified individuals with disabilities unless doing so would create an undue hardship.

Requirements

Experience in HVAC controls, building automation, mechanical systems sales, controls estimating, or a related construction role.
Ability to interpret construction drawings, specifications, and HVAC sequences of operation.
Working knowledge of direct digital controls (DDC), HVAC equipment, and building automation system architecture.
Understanding of construction bidding, estimating, and contractor purchasing processes.
Strong written communication, presentation, negotiation, and relationship-building skills.
Ability to manage multiple bids and deadlines accurately and with attention to detail.
Proficiency with Microsoft Office and familiarity with CRM and estimating tools.
Ability to travel within the assigned territory for customer meetings and project visits.
Ability to use a computer keyboard and telephone, reach with hands and arms, and regularly lift or move up to 25 pounds.
Ability to stand, walk, and sit frequently; occasionally climb or balance and stoop, kneel, crouch, or crawl.
Vision abilities including close, distance, and peripheral vision, depth perception, and ability to adjust focus.

Nice To Haves

Three or more years of relevant controls sales or estimating experience.
Established relationships with local mechanical contractors and consulting engineers.
Familiarity with BACnet, Modbus, and integration with third-party building systems.
Experience with digital takeoff tools and major building automation platforms.
Associate or bachelor’s degree in engineering, construction management, business, or a related field, or equivalent practical experience.

Responsibilities

Identify and pursue plan-and-spec controls opportunities within the assigned territory.
Build and maintain relationships with mechanical contractors, consulting engineers, general contractors, and owners.
Monitor bid invitations, construction project leads, and contractor bid calendars.
Review drawings, specifications, sequences of operation, equipment schedules, and addenda to define controls scope.
Coordinate with estimating and engineering teams on system selections, quantity takeoffs, labor estimates, subcontractor pricing, and project budgets.
Prepare timely proposals that clearly communicate pricing, scope, inclusions, exclusions, alternates, and clarifications.
Identify scope gaps, specification conflicts, integration requirements, and project risks, and submit clarification requests as needed.
Attend pre-bid meetings, site walks, and customer meetings to understand project requirements.
Follow up on bids, gather competitive feedback, negotiate within company guidelines, and secure project awards.
Evaluate contract scope, payment terms, schedule requirements, and commercial risks with appropriate internal stakeholders.
Maintain accurate opportunity records, bid activity, sales forecasts, and customer information in the CRM.
Conduct thorough project turnovers to operations, including final scope, estimate assumptions, commitments, and supporting documents.
Meet established sales bookings and gross margin goals while supporting customer satisfaction and repeat business.
Assist with sales-tool development and improvement, and consistently verify price lists and suppliers.
Learn new skills and knowledge, understand complex concepts, adapt to change, and make decisions amid uncertainty.
Organize tasks and assignments to achieve goals on time, and identify and simplify processes to improve workflow.
Manage people and situations when conflicts arise and pursue opportunities with drive.
Establish and grow customer relationships through effective verbal and written communication; listen actively to customers, manufacturers, and peers.
Solve problems and negotiate skillfully while managing stress; demonstrate integrity, trust, self-awareness, and willingness to improve.
Communicate and transfer knowledge precisely, concisely, and logically, maintaining professional facilitation skills and presence.