Hickory Mechanical Inc.
Commercial Maintenance Sales Rep
Hickory, North Carolina•Full-time
$55,000 - $65,000 annually
$55,000 - $65,000 annually
About the Job
Commercial HVAC Preventive Maintenance Sales Representative
Hickory Mechanical Inc. | Hickory, NC
Full-time | Field Sales Maintenance Sales Representative
Full-time | Field Sales Maintenance Sales Representative
About the Opportunity:
Hickory Mechanical Inc. is seeking an experienced sales professional to grow our commercial HVAC preventive maintenance agreement business. This position focuses on developing new customers, building relationships with facility decision-makers, and closing profitable, recurring maintenance contracts.
Previous experience successfully selling commercial HVAC preventive maintenance contracts is required. Qualified candidates must demonstrate direct involvement in prospecting, developing proposals, and closing maintenance agreements.
You 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.
What You Will Do:
Develop new maintenance agreement business:
- Identify and pursue commercial, industrial, healthcare, educational, and other institutional customers within Hickory Mechanical’s service territory.
- Generate 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.
- Maintain consistent follow-up and move qualified opportunities through the sales process to signed agreements.
Evaluate facilities and develop maintenance proposals:
- Conduct facility walkthroughs and document HVAC equipment inventories, equipment condition, access requirements, and operating schedules.
- Identify customer concerns such as breakdowns, inconsistent comfort, deferred maintenance, and unpredictable repair expenses.
- Work with the service manager and technical team to establish appropriate maintenance tasks, service frequencies, labor requirements, and pricing.
- Prepare clear proposals defining covered equipment, maintenance scope, visit frequency, exclusions, customer responsibilities, and agreement terms.
- Present the value of planned maintenance and explain the relationship between maintenance investment, equipment performance, and ownership costs.
- Negotiate within approved pricing and contract guidelines while protecting company profitability.
Coordinate successful service delivery:
- Provide a complete handoff of each sold agreement to the service department, including 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 the appropriate team members.
- Help resolve customer concerns through timely communication and coordination with operations.
Manage sales activity and results:
- Maintain accurate customer records, opportunities, proposal status, and follow-up activities in the company’s designated sales system.
- Provide dependable 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.
Required Qualifications:
- 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.
Preferred Qualifications:
- 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.
Work Environment:
This position combines office work with frequent customer visits. Facility surveys may involve stairs, ladders, rooftops, mechanical rooms, and outdoor conditions. Essential duties must be performed safely, with reasonable accommodation where applicable.
Compensation and Benefits:
Compensation will reflect experience, demonstrated maintenance agreement sales results, and the responsibilities of the position. Final compensation structure and available benefits will be discussed during the interview process. The pay will consist of base and aggressive commission structure. Strong base salary, plus commission on new and residual business.
- Excellent company-paid Medical, Short-Term Disability, Long Term Disability & Term Life Policy.
- Life Insurance.
- Retirement Account with Employer Match.
- Vacation and Holiday pay.
- Tool Account.
- Boot Reimbursement.
- Uniforms Provided.
- Bonus opportunities.
- Paid training and certifications.
Hickory Mechanical Inc. is looking for a salesperson who can build relationships, earn customer confidence, and turn qualified opportunities into lasting maintenance partnerships.