Commercial HVAC Sales/Estimator

DE, NE MD, Greater Philadelphia territory

Reports to: Owner/President

Compensation: Base Salary Aggressive commission structure, bonus, full benefits, 401K, etc.

Position Summary

The Commercial/Industrial HVAC Sales/Estimator is responsible for generating profitable revenue through new business development, customer growth, and project sales including preventative maintenance agreements, repair work, and replacement projects. This role requires someone who can prospect, develop scopes from site visits, estimate work, and close business.

This position works closely with ownership, project management, field teams, and other business developers to identify opportunities and deliver strong customer solutions.

Job Responsibilities

Sales & Business Development

• Prospect new business through outreach, networking, and door-to-door activity
• Build relationships with building owners, property managers, and facility managers
• Re-engage inactive customers and expand existing accounts
• Manage the full sales cycle: prospect, qualify, estimate, propose, negotiate, and close
• Follow up pre and post bid
• Conduct planning conversations around upcoming customer needs
• Help customers plan CapEx replacements and OpEx maintenance budgets
• Maintain a structured territory and sales activity plan

Estimating & Project Development

• Conduct site walks and develop scopes without formal drawings when needed
• Prepare estimates for repairs, replacements, and PM agreements
• Work with project managers and field teams on constructability and delivery approach
• Review vendor and subcontractor pricing for accuracy
• Assist with budgeting, conceptual estimating, and value engineering
• Ensure estimates meet company, safety, and industry standards
• Present bids & review with customers

Tracking & Collaboration

• Track key metrics including pipeline, revenue, and margin
• Work closely with the owner on priorities and key opportunities
• Collaborate with other business developers
• Partner with field teams to identify additional opportunities
• Participate in project handoff meetings

Account Management

• Proactively maintain customer relationships
• Identify additional work within accounts
• Help customers plan maintenance and replacement strategies
• Respond to inbound customers’ requests and bring the appropriate team members into help as needed

Field Responsibilities

• Walk job sites including rooftops and mechanical rooms
• Take measurements and document conditions
• Access tight spaces when necessary
• Discuss multiple options with customers to develop most efficient installations

Competencies (Skills)

Sales & Professional

• Strong prospecting and hunting ability
• Negotiation and closing skills
• Ability to build and execute a sales plan
• Pipeline and activity management discipline
• Financial awareness and margin focus
• Strong communication and organization
• Self-motivated and accountable
• Strong time management
• Problem solving mindset
• Ability to size equipment and offer options

Technical Skills

• Understanding of commercial HVAC systems
• Ability to scope work from field conditions
• Mechanical aptitude
• Estimating experience preferred

Physical Requirements

• Ability to access rooftops and mechanical spaces
• Ability to work in tight spaces
• Ability to walk commercial facilities

Prerequisites

Required

• 3–7 years HVAC, mechanical, or B2B service sales experience preferred
• Valid driver's license
• Basic technology proficiency (CRM, email, Excel)

Preferred

• Commercial/Industrial HVAC experience
• Estimating experience
• Service agreement sales experience
• Local market relationships

Compensation & Benefits

• Base Salary: WIDE OPEN
• Commission:
• % of gross margin on projects
• % of first year PM agreements
• Performance bonuses possible
• On-Target Earnings: UNCAPPED

Benefits

• Medical, dental, vision
• 401(k) with match
• PTO and paid holidays
• Vehicle allowance or company vehicle
• Gas card (if applicable)
• Company phone and laptop
• Training and development support