Account Executive

The Smith & Oby Company; South Charleston (WV); On-site; USD 60,000 - 90,000; Full time

Job summary

The Smith & Oby Company in West Virginia is hiring an HVAC Service Sales Representative to drive new business, manage accounts, and deliver tailored service solutions to commercial clients. This role requires consultative selling, strong relationship management, and the ability to present ROI-focused proposals.

You will collaborate with service managers, technicians, and project teams to ensure successful delivery.

Qualifications

• 3+ years of HVAC service sales or technical B2B sales experience.
• Knowledge of HVAC systems, service agreements, and energy solutions.
• High school diploma required; technical or business/ME degree preferred.
• Proven ability to meet or exceed sales quotas via new business development and upselling.
• Strong relationships with building owners, property managers, and decision-makers.
• Ability to explain service solutions and ROI to technical and non-technical audiences.

Responsibilities

• Drive new business development by identifying opportunities with owners, managers, and facility leaders.
• Manage accounts to grow relationships, ensure satisfaction, and renew service agreements.
• Sell service solutions through proposals, negotiations, and closing of contracts.
• Use a consultative approach to assess client needs and highlight ROI and lifecycle value.
• Coordinate with operations to ensure smooth handoff and service delivery.
• Meet or exceed sales targets and contribute to revenue growth.
• Maintain CRM pipeline with leads, opportunities, and proposals.
• Stay informed on HVAC trends and competitors to refine strategy.
• Develop professional proposals and presentations for decision-makers.
• Provide ongoing customer service and retention support.

Skills

HVAC service sales

Account management

Consultative selling

Customer relationship management

Negotiation and closing

Education

High school diploma

Technical training or business/mechanical systems degree

Tools

Sales CRM (Salesforce, HubSpot)

Job description

About Smith & Oby

Smith & Oby is a trusted leader in mechanical, plumbing, and building automation solutions. For decades, we have partnered with commercial, industrial, and institutional clients to design, build, and maintain high-performing systems that keep facilities running efficiently and reliably. From hospitals and office complexes to manufacturing plants and schools, we combine engineering expertise with hands-on execution to deliver results our customers can depend on.

Position Overview

The HVAC Service Sales Representative is responsible for driving new business, managing accounts, and delivering tailored HVAC service solutions to commercial clients. The role requires a balance of technical understanding, consultative sales skills, and strong customer relationship management.

Key Responsibilities

Drive New Business Development – Identify and pursue new sales opportunities with building owners, property managers, and facility leaders.

• Manage Accounts – Maintain and grow relationships with existing clients to ensure satisfaction and renewal of service agreements.

• Sell Service Solutions – Present, negotiate, and close HVAC service agreements, maintenance contracts, and energy efficiency solutions.

• Consultative Sales Approach – Assess client needs, uncover pain points, and develop tailored proposals that highlight ROI and lifecycle value.

• Coordinate with Operations – Partner with service managers, technicians, and project teams to ensure seamless handoff and successful service delivery.

• Achieve Sales Targets – Consistently meet or exceed individual sales goals and contribute to overall company revenue growth.

• CRM & Pipeline Management – Accurately track leads, opportunities, proposals, and customer interactions in CRM systems.

• Market Awareness – Stay informed on HVAC industry trends, competitor offerings, and emerging technologies to strengthen sales strategy.

• Proposal Development – Prepare and deliver professional, value-driven proposals and presentations to decision-makers.

• Customer Service & Retention – Provide ongoing support to clients, resolve issues, and reinforce trust to secure long-term partnerships.

Qualifications

• 3+ years of HVAC service sales, account management, or technical B2B sales experience.
• Knowledge of HVAC systems, service agreements, and energy efficiency solutions.
• High school diploma required; technical training or a degree in business or mechanical systems preferred.
• Demonstrated ability to meet or exceed sales quotas through new business development and upselling.
• Strong customer relationship management with building owners, property managers, and decision-makers.
• Ability to explain service solutions and efficiency improvements to both technical and non-technical audiences.

Preferred Skills

• Experience selling HVAC service agreements and performance-based solutions.
• Familiarity with CRM platforms (e.g., Salesforce, HubSpot).
• Background in coordinating with operations for smooth service delivery.
• Financial acumen to prepare ROI-based proposals.
• Consultative sales approach with value-driven proposal development.
• Excellent communication, negotiation, and closing skills.