HVAC Sales Follow-Up Specialist (Estimates & Inactive Bids)

Bellows Plumbing, Heating, Cooling & Electrical; Soquel (CA); On-site; USD 33,000 - 44,000; Full time

Job summary

Bellows Plumbing, Heating, Cooling & Electrical is seeking an HVAC Sales Follow-Up Specialist to rescue unsold revenue by reviewing past bids and re-engaging customers. You will diagnose hesitations, offer incentives, and push to close with coordinated support from advisors and technicians.

The role emphasizes outbound outreach, data-driven follow-up, and strategic discounting to move stalled opportunities forward in a fast-paced home services environment.

Qualifications

• 1–2 years in outbound sales or account reactivation.
• HVAC or home services experience preferred.
• Strong communication and negotiation skills.

Responsibilities

• Pipeline mining: Review CRM daily to identify expired, pending, or unsold HVAC estimates.
• Customer re-engagement: Conduct high-volume outreach to past leads to uncover current needs.
• Objection handling: Diagnose why bids weren’t accepted and provide solutions.
• Strategic discounting & incentives: Use financing options, rebates, or promotions to close deals.
• Deal closing: Resubmit updated proposals and negotiate final terms within guidelines.
• Data integrity: Update CRM notes on bids won or lost to improve strategies.
• Team collaboration: Coordinate with Comfort Advisors and Technicians to understand scope before contacting customers.

Skills

Outbound sales

Sales acumen

Tech savviness

Communication

Organization

Tools

ServiceTitan

Housecall Pro

Jobber

Job description

Bellows Plumbing, Heating, Cooling & Electrical is looking for a persistent, detail-oriented HVAC Sales Follow-Up Specialist to join our team. Your primary mission is to rescue unsold revenue by systematically reviewing, analyzing, and re-engaging past HVAC bids and estimates that did not immediately close.

You will act as a detective and a closer. You will review open proposals, identify why the customer hesitated, and re-establish contact via phone, text, and email to address their objections, offer fresh incentives, and successfully close the deal.

Key Responsibilities

• Pipeline Mining: Review CRM software daily to identify expired, pending, or unsold HVAC replacement and repair estimates.
• Customer Re-Engagement: Conduct high-volume outbound outreach (calls, emails, texts) to past leads to uncover their current heating/cooling needs.
• Objection Handling: Diagnose why the initial bid wasn't accepted (e.g., price, timing, competitor, lack of financing) and provide strategic solutions to overcome those hurdles.
• Strategic Discounting & Incentives: Utilize approved financing options, seasonal rebates, or targeted promotions to incentivize hesitant buyers to move forward.
• Deal Closing: Resubmit updated proposals, negotiate final terms within company guidelines, and securely close the contract.
• Data Integrity: Update customer profiles in the CRM with accurate notes regarding why bids were won or lost to help improve future sales strategies.
• Team Collaboration: Coordinate with Comfort Advisors (sales reps) and Technicians to understand the technical scope of older bids before contacting the customer.

Qualifications & Skills

• Experience: Minimum of 1-2 years in outbound sales, account reactivation, inside sales, or telemarketing. Experience in HVAC, plumbing, electrical, or home services is highly preferred but not required.
• Sales Acumen: Proven ability to handle rejection, ask probing questions, and confidently ask for the sale.
• Tech Savvy: Proficiency with home service CRM software (e.g., ServiceTitan, Housecall Pro, Jobber) and digital communication tools.
• Communication: Exceptional verbal and written communication skills with a warm, consultative, and non-aggressive phone presence.
• Organization: Strong time-management skills with a knack for sorting through data and prioritizing the most salvageable leads.

Hourly Salary: $24.00 - $32.00 D.O.E.

Bellows Plumbing, Heating, Cooling & Electrical is an opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation.