Outside Sales Representative

The Tustin Group; United States; On-site; USD 60,000 - 90,000; Full time

Benefits offered by this job

Uncapped commissions

Career growth

Ongoing training

Autonomy

Team events

Health coverage

Company-paid health plan

401(k) match

Paid time off

Birthday off

Travel opportunities

Job summary

The Tustin Group is seeking a results-driven Building Services Consultant to self-generate new agreement opportunities, deliver impactful sales presentations, and close deals that meet sales goals. You will qualify prospects, overcome objections, and manage a robust pipeline in a dynamic HVAC-focused B2B environment.

Ideal candidates have 3-5 years of B2B sales experience, HVAC preference, and a proven ability to prospect, set appointments, and travel as needed. Valid driver's license required.

Qualifications

• 3-5 years of successful B2B sales experience.
• HVAC experience preferred.
• High School diploma or equivalent, with specific job-related experience.
• Demonstrated proficiency in prospecting and appointment setting.
• Possession of a valid driver's license and a clean driving record.

Responsibilities

• Identify new potential clients and opportunities that align with our ideal prospect profile.
• Conduct all necessary sales activities, with a focus on cold calling, to reach Key Decision Makers.
• Utilize company calling scripts to make introductions and overcome objections.
• Schedule 3-5 self-generated new appointments weekly to qualify potential new customers.
• Achieve the weekly required sales activities as directed by management.
• Deliver compelling sales presentations showcasing services and capabilities accurately.
• Assess customer needs and devise tailored sales strategies for each new opportunity.
• Conduct thorough site surveys and collect site-specific data to support estimate development.
• Effectively present new agreements, answer questions and overcome objections to secure the sale.
• Maintain regular follow-ups with Key Decision Makers to drive sales progression.
• Develop and manage a qualified proposal pipeline to meet or exceed sales goals.
• Close a sufficient number of new agreements to meet or surpass quarterly/annual sales targets.
• Ensure accurate and up-to-date recording of sales activities and notes in the company CRM.
• Attend weekly meetings with managers to review sales activities and performance against targets.
• Respond promptly and professionally to all potential customer inquiries and needs.
• Maintain daily communication with your manager and remain available for redirection as needed.
• Fulfill other duties and tasks as assigned by management.

Skills

Prospecting

Appointment setting

Negotiation

Time management

Presentation skills

Interpersonal skills

Travel ready

Independent worker

Education

High School diploma

Tools

Microsoft Word

Excel

PowerPoint

Teams

Zoom

Cloud drives

Job description

Do you thrive on face-to-face connections, love the challenge of closing deals, and want control over your income? Join a team where your drive, personality, and performance are recognized-and rewarded.

What's you can expect when you join our Sales Team:

• Uncapped Earning Potential – Base salary + high commissions + bonuses
• Career Growth & Stability – Work with a respected company that invests in your success
• Ongoing Training – Sales tools, mentorship, and support to keep you sharp
• Autonomy & Flexibility – Take control of your schedule and success
• Incentive Contests, Team Events & Recognition – From barbecues to holiday parties, we celebrate wins together
• Medical, Dental & Vision Coverage – Your health matters to us, and we offer comprehensive plans to keep you and your family covered
• Company-Paid Health Plan (Employee-Only) – We fully cover the cost of an HDHP option for employees who prefer this plan structure.
• 401(k) with Company Match – We help you plan for the future with a solid retirement plan and employer contributions
• Generous PTO – Enjoy personal time off and paid holidays-we believe in taking time to recharge
• Paid Day Off for Your Birthday – Celebrate your day, on us
• Team Events & Gatherings – We value time spent building relationships beyond the job site

Full job details below:

Job Summary:

The Building Services Consultant's primary functions are to self-generate new agreement opportunities, deliver effective sales presentations, qualify prospects, present solutions, overcome objects and close agreements at a level that meets or exceeds sales goals.

Job Responsibilities:

• Identify new potential clients and opportunities that align with our ideal prospect profile.
• Conduct all necessary sales activities, with a focus on cold calling, to reach Key Decision Makers.
• Utilize company calling scripts to make introductions and overcome objections.
• Schedule 3-5 self-generated new appointments weekly to qualify potential new customers.
• Achieve the weekly required sales activities as directed by management.
• Deliver compelling sales presentations showcasing services and capabilities accurately.
• Assess customer needs and devise tailored sales strategies for each new opportunity.
• Conduct thorough site surveys and collect site-specific data to support estimate development.
• Effectively present new agreements, answer questions and overcome objections to secure the sale.
• Present agreements, address inquiries, and overcome objections to secure sales effectively.
• Maintain regular follow-ups with Key Decision Makers to drive sales progression.
• Develop and manage a qualified proposal pipeline to meet or exceed sales goals.
• Close a sufficient number of new agreements to meet or surpass quarterly/annual sales targets.
• Ensure accurate and up-to-date recording of sales activities and notes in the company CRM.
• Attend weekly meetings with managers to review sales activities and performance against targets.
• Respond promptly and professionally to all potential customer inquiries and needs.
• Maintain daily communication with your manager and remain available for redirection as needed.
• Fulfill other duties and tasks as assigned by management.

Experience/Education:

• 3-5 years of successful B2B sales experience.
• HVAC experience preferred.
• High School diploma or equivalent, with specific job-related experience.
• Demonstrated proficiency in prospecting and appointment setting.
• Possession of a valid driver's license and a clean driving record.

Skills:

• Proficient in computer skills, including the use of software platforms such as Microsoft Word, Excel, PowerPoint, Teams, Zoom, and shared cloud-based drives.
• Self-motivated, confident, independent, and highly organized.
• Willingness and ability to travel within the assigned sales territory as required.
• Skilled in negotiation and overcoming objections.
• Strong time management and organizational abilities.
• Highly motivated and goal driven.
• Demonstrates exceptional interpersonal and presentation skills.
• Exhibits tenacity and resilience.
• Openness to learning and coachability.
• Consistently represents the company in a positive and professional manner.
• Adheres to established sales training, strategies, and processes.
• Excellent verbal and written communication skills.

Physical Demands/Working Conditions:

• While performing the duties of this job, the employee is regularly required to stand, sit, talk, hear, type, and operate office technology such as computers, printers, copy machines, and calculators.
• Must be capable of lifting and/or moving up to 20 pounds.
• Specific vision abilities required for this job include close vision, distance vision, and the ability to adjust focus.
• Ability to distinguish colors and engage in repetitive fine manipulation frequently.
• Capable of navigating uneven surfaces and climbing ladders.
• May be exposed to temperature changes and confined spaces.

The listed compensation includes a base salary only. The commissions are uncapped, so total earnings will exceed the posted rate.