HVAC Maintenance Sales

Liberty Personnel Services, Inc.; Sterling (VA); On-site; USD 70,000 - 110,000; Full time

Benefits offered by this job

Company vehicle or allowance

Gas card

Health, dental, vision insurance

401(k) with company match

Paid time off

Job summary

Liberty Personnel Services, Inc. is seeking a motivated Commercial HVAC Preventive Maintenance Sales Representative in Sterling, VA, to grow recurring service revenue by developing new business opportunities and securing PM agreements with commercial and industrial customers.

The role covers full sales cycles from prospecting and site assessments to proposals, negotiations, and closing new business. Build relationships with property managers and facility managers to expand the service portfolio

Qualifications

• 2–5+ years of B2B sales or business development experience.
• HVAC, facilities services, or building systems sales experience preferred.
• Working knowledge of commercial HVAC equipment and controls.
• Proven success in prospecting, cold calling, appointment setting, solution-based selling, and contract negotiation.
• Ability to conduct site walkthroughs and communicate service recommendations effectively.
• Strong verbal and written communication and relationship-building skills.
• Valid driver’s license and reliable transportation.

Responsibilities

• Identify and develop new commercial and industrial accounts through cold calling, networking, referrals, and in-person prospecting.
• Conduct on-site equipment assessments to identify PM opportunities and improvements.
• Prepare detailed proposals, service agreements, pricing, and maintenance recommendations.
• Negotiate contract terms and close annual and multi-year PM agreements.
• Coordinate with service technicians and operations to ensure successful handoffs and delivery.
• Maintain CRM records, track pipeline, forecast revenue, and report progress.

Skills

B2B sales

Outside sales

Business development

Contract negotiation

Prospecting

Solution selling

CRM proficiency

Communication

Presentation skills

Relationship building

Education

High school diploma or equivalent

Technical training

Tools

CRM platforms

Microsoft Office

Job description

We are seeking a motivated, results-driven Commercial HVAC Preventive Maintenance Sales Representative to grow recurring service revenue by developing new business opportunities and securing annual and multi-year preventive maintenance (PM) agreements with commercial and industrial customers.

This role is responsible for the full sales cycle, from prospecting and conducting on-site equipment assessments to preparing proposals, negotiating contract terms, and closing new business. The ideal candidate combines strong B2B sales experience with a working knowledge of commercial HVAC and mechanical systems and the ability to communicate the financial and operational value of preventive maintenance programs.

The successful candidate will build relationships with property managers, facility managers, building owners, and other key decision-makers to expand the company's service portfolio and establish long‑term customer partnerships.

Key Responsibilities

Business Development & Lead Generation

• Identify and develop new commercial and industrial accounts through cold calling, networking, referrals, and in-person prospecting.
• Conduct regular field visits to generate leads, establish relationships, and identify new service opportunities.
• Build and maintain a strong sales pipeline to achieve assigned revenue, contract, and gross margin targets.
• Develop relationships with facility managers, property managers, building owners, and other decision-makers.

Site Surveys & Equipment Assessments

• Conduct on-site walkthroughs of commercial facilities to evaluate existing HVAC and mechanical systems.
• Assess equipment such as rooftop units, chillers, boilers, pumps, and building automation and control systems.
• Identify equipment condition, maintenance deficiencies, operational risks, and opportunities for preventive maintenance agreements.
• Collaborate with service technicians and operations personnel when technical expertise is required.
• Develop preventive maintenance scopes of work based on equipment inventories, site conditions, and customer requirements.
• Prepare detailed proposals, service agreements, pricing, and maintenance recommendations.
• Evaluate service requirements, estimated labor and material costs, and contract profitability.
• Present the operational, financial, and reliability benefits of preventive maintenance to prospective customers.
• Present proposals to prospective clients and key decision-makers.
• Address customer questions, overcome objections, and negotiate pricing and contract terms.
• Close annual and multi-year preventive maintenance agreements while maintaining established pricing and margin expectations.
• Meet or exceed sales quotas, new contract targets, and revenue objectives.

Account Management & Customer Retention

• Coordinate with service, dispatch, and operations teams to ensure a smooth transition from sales to service delivery.
• Maintain strong customer relationships to support satisfaction, retention, and contract renewals.
• Identify opportunities to expand existing accounts through additional service agreements and related mechanical service offerings.
• Monitor upcoming renewals and proactively engage customers to secure continued business.
• Maintain accurate records of prospecting activities, customer interactions, proposals, opportunities, and follow-up tasks in the company's CRM system.
• Track pipeline activity, sales forecasts, contract status, and progress toward sales goals.
• Provide regular updates on sales performance and business development activities.

Required Qualifications

• 2–5+ years of B2B sales, outside sales, business development, or technical service sales experience.
• Commercial HVAC, mechanical contracting, facilities services, or building systems sales experience strongly preferred.
• Working knowledge of commercial HVAC equipment, including rooftop units, chillers, boilers, pumps, and controls.
• Demonstrated success in prospecting, cold calling, appointment setting, solution-based selling, and contract negotiation.
• Ability to conduct site walkthroughs, identify customer needs, and communicate service recommendations effectively.
• Strong verbal, written, presentation, negotiation, and relationship‑building skills.
• Ability to understand service costs, develop proposals, and support profitable contract pricing.
• Proficiency in Microsoft Office and CRM platforms.
• Valid driver's license and reliable transportation for local business development and customer site visits.
• High school diploma or equivalent required; additional education or relevant technical training is a plus.

Preferred Qualifications

• Established relationships within the commercial HVAC, property management, facilities management, or industrial markets.
• Experience selling preventive maintenance agreements, service contracts, or recurring‑revenue solutions.
• Familiarity with HVAC service operations, equipment lifecycle planning, and maintenance budgeting.
• Experience managing a sales pipeline and consistently achieving revenue and gross margin targets.
• Competitive base salary plus uncapped commission opportunities.
• Commission opportunities on new contract sales and eligible renewals, based on the company's compensation plan.
• Company vehicle or monthly vehicle allowance.
• Gas card or applicable fuel reimbursement.
• Health, dental, and vision insurance.
• 401(k) or retirement savings plan with company matching, where applicable.
• Paid time off (PTO).
• Opportunities for professional development and career growth.