HVAC Outside Sales Representative

Kelso Industries; Town of Ogden (NY); On-site; USD 70,000 - 120,000; Full time

Benefits offered by this job

Base + commission

Bonus opportunities

Health insurance

Paid holidays & PTO

Sales training & development

Career advancement

Collaborative culture

Job summary

Kelso Building Services, part of Kelso Industries, is seeking an energetic outside sales professional to expand our commercial HVAC portfolio. You will prospect, visit customers, and develop opportunities that lead to long-term partnerships.

Expect to manage a disciplined sales pipeline, craft client-focused proposals, and deliver solutions that improve facility performance. The role requires travel within the territory and strong relationship-building skills.

Qualifications

• Two+ years of outside sales or related business development experience.
• Experience in HVAC, facilities services, construction, or related industries preferred.
• Strong communication, networking, and relationship-building abilities.
• Willingness to travel within assigned territory and valid driver’s license.
• Experience using CRM systems and MS Office applications.

Responsibilities

• Develop new business through cold calling, door-to-door outreach, networking events and referrals.
• Identify commercial owners, property managers, facility directors and operations teams.
• Schedule visits, introductory meetings, and facility assessments.
• Maintain a pipeline of qualified sales opportunities.
• Propose service agreements, repairs, retrofits, and replacement options.
• Create pricing, proposals, and maintenance program recommendations.
• Present solutions with operational, financial, and energy benefits.
• Follow up with prospects and customers to strengthen relationships.
• Update CRM with activities and opportunities.
• Represent Kelso Building Services professionally in all interactions.

Skills

Outside sales

Business development

Account management

Relationship-building

Tools

CRM systems

Microsoft Office

Job description

Together We Build - Partnership, Innovation, Excellence, and Safety

At Kelso Industries, 5,000+ employees across 40+ companies work together to deliver exceptional HVAC, mechanical, plumbing, refrigeration, and electrical solutions nationwide. Join us to grow your career, make an impact, and be part of a team where innovation, excellence, and safety come first.

Kelso Building Services is looking for a driven and relationship-focused sales professional to help grow our commercial HVAC business throughout the market. This role is ideal for someone who enjoys prospecting, meeting new customers, and uncovering opportunities that lead to long-term partnerships. As an HVAC Outside Sales Representative, you will spend your time in the field connecting with facility managers, property owners, contractors, and business leaders to identify HVAC service, maintenance, retrofit, and replacement opportunities. If you’re motivated by building relationships and generating new business, we’d love to hear from you.

About the Opportunity

This position is focused on expanding Kelso Building Services' commercial customer portfolio through proactive business development efforts. You’ll be responsible for creating new opportunities, maintaining an active sales pipeline, and helping customers find practical solutions for their HVAC and facility needs.

Key Responsibilities

• Develop new business through cold calling, door-to-door outreach, networking events, referrals, and strategic prospecting efforts.
• Identify and engage commercial building owners, property management groups, facility directors, and operations teams.
• Schedule and conduct customer visits, introductory meetings, and facility assessments.
• Build and manage a consistent pipeline of qualified sales opportunities.
• Evaluate customer concerns related to HVAC reliability, efficiency, maintenance costs, and aging equipment.
• Recommend service agreements, repairs, retrofit projects, equipment upgrades, and replacement solutions.
• Work alongside service leaders, estimators, and operations personnel to develop customer-focused proposals.
• Create pricing packages, project proposals, and maintenance program recommendations.
• Present solutions that deliver operational, financial, and energy-saving benefits.
• Maintain regular follow-up with prospects and current customers to strengthen relationships.
• Update sales activities, customer information, and opportunities within CRM systems.
• Represent Kelso Building Services professionally throughout all customer interactions.

Business Development Focus

• Generate and qualify leads through outbound prospecting activities.
• Establish relationships with decision-makers across commercial and industrial markets.
• Expand existing customer accounts through additional service offerings and project opportunities.
• Identify upcoming capital improvement projects and facility initiatives.
• Develop territory strategies that support sustained revenue growth.

What Success Looks Like

• Consistently exceeds prospecting and sales activity goals.
• Maintains a healthy pipeline of qualified opportunities.
• Creates strong customer relationships that generate repeat business.
• Successfully closes new maintenance agreements and project opportunities.
• Contributes to overall company growth through proactive market development.

Qualifications

• Two or more years of experience in outside sales, business development, account management, or commercial sales.
• Experience within HVAC, facilities services, construction, industrial services, mechanical contracting, or related industries preferred.
• Strong communication, networking, and relationship-building abilities.
• Comfortable initiating conversations through cold calls, prospect visits, and networking events.
• Self-motivated and capable of managing an independent sales territory.
• Experience utilizing CRM systems and Microsoft Office applications.
• Strong organizational skills with the ability to prioritize multiple opportunities.
• Valid driver’s license and willingness to travel throughout the assigned territory.

Preferred Background

• Knowledge of commercial HVAC systems, maintenance programs, and mechanical services.
• Experience selling recurring service agreements or technical solutions.
• Familiarity with commercial facilities, property management, manufacturing, healthcare, or institutional environments.
• History of achieving sales goals through new account acquisition and business development.

Compensation & Benefits

• Competitive base salary plus uncapped commission potential.
• Performance-based bonus opportunities.
• Medical, dental, and vision insurance.
• Paid holidays and paid time off.
• Ongoing sales training and professional development.
• Advancement opportunities within a growing organization.
• Supportive leadership team and collaborative culture.

Why Join Kelso Building Services?

At Kelso Building Services, we believe strong customer relationships drive long-term success. We provide our sales team with the tools, resources, and support needed to build rewarding careers while helping commercial clients improve facility performance. Join a company where your effort directly impacts growth, customer satisfaction, and your earning potential.

Why Join Kelso Industries?

Join us and be part of a team dedicated to creating efficient, sustainable, and high-performance environments that make a lasting impact across the industrial, commercial, and institutional sectors.

Here you will experience:

Growth Opportunities: Develop new skills, take on exciting challenges, and advance your career in meaningful ways.

Company Culture: You’ll thrive in an environment that supports your growth, values your contributions, and makes work fulfilling and enjoyable.

Impact: Your work directly contributes to meaningful outcomes, allowing you to see the difference you make and feel a sense of purpose every day.

Competitive Compensation & Benefits: You’ll be rewarded fairly for your contributions while enjoying perks that enhance your financial security, health, and overall well-being.

Kelso Industries celebrates diversity and is committed to creating an inclusive environment for all employees. We do not discriminate in any aspect of employment based on race, color, religion, national origin, ancestry, gender, sexual orientation, gender identity and/or expression, age, veteran status, disability, or any other characteristic protected by federal, state, or local employment discrimination laws where Kelso does business