PM Sales Representative

Marick Mechanical•Des Moines, IA

About The Position

The Preventative Maintenance (PM) Sales Representative drives recurring service agreement revenue by developing new commercial HVAC and refrigeration customers, growing existing accounts, and selling tailored preventative maintenance programs. The role helps customers reduce equipment downtime, improve energy efficiency, extend equipment life, and gain predictable maintenance budgets. The position focuses on building a profitable, sustainable territory of recurring PM agreements through consistent prospecting, consultative selling, strong customer relationships, and coordination with service operations. The representative independently develops new business opportunities, solicits prospective customers, and secures commercial preventative maintenance service agreements. Sales activities are customarily and regularly conducted away from Marick’s offices, including customer meetings, facility visits, prospecting, and contract negotiations at customer locations. Office-based reporting, CRM maintenance, proposal development, and administrative work support the representative’s outside sales efforts. The role requires independent territory management, customer relationship development, and accountability for established sales and recurring revenue targets. Compensation and incentive terms are established separately under approved company plans. Responsibilities may evolve based on business needs.

Requirements

At least 3 years of HVAC, refrigeration, facilities, construction, or industrial sales experience.
Valid driver’s license and ability to travel within the assigned territory.
Strong communication, presentation, consultative selling, and relationship-building skills.
Ability to perform facility assessments, interpret customer needs, and use CRM systems.

Nice To Haves

Commercial HVAC/refrigeration service sales experience.
Knowledge of RTUs, split systems, chillers, boilers, cooling towers, VAV systems, building automation, walk-in coolers/freezers, and refrigeration rack systems.

Responsibilities

Prospect commercial businesses through cold calls, referrals, networking, customer visits, and targeted outreach.
Develop relationships with facility managers, property managers, operations leaders, maintenance supervisors, plant managers, and business owners.
Qualify opportunities and convert prospects into recurring maintenance agreement customers.
Conduct facility surveys and equipment inventories, evaluating condition, age, maintenance history, and operational risk.
Prepare and present tailored preventative maintenance proposals communicating reliability, energy efficiency, equipment life, budget predictability, and avoided emergency costs.
Negotiate and close maintenance agreements in accordance with company pricing and approval processes.
Maintain customer relationships and proactively manage renewals and customer satisfaction.
Identify opportunities involving repairs, equipment replacements, retrofits, controls upgrades, indoor air quality, and refrigeration modernization.
Partner with service operations to resolve customer concerns and support continuity of service.
Maintain a qualified, up-to-date CRM pipeline; document customer activity daily and maintain accurate forecasts.
Schedule customer appointments, facility surveys, follow-ups, and account reviews.
Develop and execute a territory growth plan and regularly review pipeline conversion and margin performance.
Work with service managers and technicians to uncover customer needs and service deficiencies.
Coordinate proposals, contract documentation, and accurate sales-to-operations handoffs.
Support onboarding of new PM agreement customers following contract award.
Conduct outside sales activities away from company offices, including in-person customer meetings, facility visits, prospecting, and contract negotiations.
Manage the territory independently and work toward established sales and recurring revenue targets.