Project Sales Representative

Doswell Operating Group; Richmond (VA); On-site; USD 85,000 - 100,000; Full time

Benefits offered by this job

401K plan with matching

Medical, Dental, Vision

Paid time off

Apprenticeship training

Job summary

EMC Mechanical Services in Richmond, VA seeks an experienced Sales Representative to grow the Building Services portfolio by selling directly to building owners and facility decision-makers. You will own the full sales cycle from prospecting to closing, focusing on replacement, retrofit, and capital improvement projects up to $500,000.

The role requires proven direct-to-owner sales experience, strong negotiation skills, and the ability to translate complex mechanical findings into business

Qualifications

• Direct-to-owner sales experience
• Comfort selling to non-technical owners and managers
• Strong prospecting and pipeline management skills
• CRM familiarity with BuildOps or similar tools

Responsibilities

• Sell HVAC, plumbing, and piping projects directly to building owners up to $500,000.
• Mine Building Services base for project opportunities using service history and findings.
• Prospect new owner-direct relationships in target verticals to expand pipeline.
• Partner with technicians and account managers to convert service findings into leads.
• Develop accurate, competitively priced quotes and walk owners through scope and value.
• Engage vendors to secure pricing and negotiate terms with owners through to signed agreements.
• Facilitate turn-over to Project Coordinator/Managers with scope and vendor info.
• Track weekly sales activity and update CRM with opportunities and pipeline movement.
• Build long-term relationships with owners and property managers to drive repeat business.

Skills

Direct-to-owner sales

HVAC knowledge

Negotiation

BuildOps CRM

Tools

BuildOps

Job description

Job DetailsJob Location: 3106 LANVALE AVENUE - RICHMOND, VA 23230Position Type: Full TimeSalary Range: $85,000.00 - $100,000.00 Base+Commission/yearJob Category: Construction

Who We’re Hiring:

EMC Mechanical Services is searching for an experienced, relationship-driven Sales Representative to grow our Building Services project portfolio. Unlike project sales sourced through general contractors, this role sells directly to building owners and facility decision-makers — turning existing service relationships and new prospecting into replacement, retrofit, and capital improvement project revenue. This role owns the full sales cycle: identifying opportunities, developing scope, quoting competitively, and closing deals directly with the owner.

Who We Are:

EMC Mechanical Services is the top choice for Commercial HVAC and Plumbing professionals in Richmond, VA! With over a century of experience, an excellent reputation, financial stability, and a growing client base, EMC Mechanical Services is the company of choice. Servicing Richmond since 1994, EMC offers employees more than just benefits, including work-life balance, paid training, apprenticeships, wellness programs, and more.

What You’ll Do:

• Sell HVAC, plumbing, and piping replacement, retrofit, and capital improvement projects up to $500,000 directly to building owners and facility decision-makers — no general contractor intermediary.
• Mine EMC’s existing Building Services customer base for project opportunities, using service history, equipment age, and technician-reported findings to identify needs before they become emergencies.
• Prospect new owner-direct relationships within target verticals (multi-family, commercial office, healthcare, education, light industrial) to expand EMC's owned-account project pipeline.
• Partner with Building Services technicians and account managers to convert service calls, PM findings, and equipment assessments into qualified project leads.
• Develop accurate, competitively priced quotes and proposals; walk owners through scope, options, and value in clear, non-technical terms.
• Engage vendors to secure accurate, competitive equipment and material pricing specific to each project's needs, and negotiate contract terms directly with the owner through to signed agreement.
• Facilitate sold project turnover to the Project Coordinator and Project Managers, including scope specifics, labor allocations, vendor information, and owner expectations.
• Track and report on weekly sales activity — new customers, new opportunities, and pipeline movement — against assigned targets; maintain accurate records in the sales/CRM system.
• Build and sustain long-term relationships with owners, property managers, vendors, and internal teams to drive repeat and referral project business.

Qualifications

What You’ll Bring:

• Proven experience in direct-to-owner sales, preferably within HVAC, plumbing, mechanical, or facilities/building services.
• Comfort selling complex mechanical scopes to non-technical owners and property managers, translating technical findings into business-relevant recommendations.
• Technical aptitude and willingness to learn HVAC, plumbing, and piping systems; strong prospecting, networking, and pipeline management discipline.
• Excellent communication and negotiation skills, high energy, strong work ethic, and effective time management.
• Preferred: knowledge of HVAC/plumbing/piping/refrigeration systems; project estimation and take-off experience; experience selling into existing service accounts ("warm book" model); familiarity with CRM tools (e.g., BuildOps).
• Fluent English verbal and written skills are required.

Driving Requirements

• Must have a valid Virginia driver’s license.
• Must have positive points on state driving record.
• Must be at least 21 years of age unless company approval is granted.
• Must not have had a DUI, DWI, or reckless driving conviction in the last five years.
• All driving records are run as part of our pre-employment process and reviewed at the discretion of the Safety Team.

Physical Requirements

• Must be able to crawl, kneel, squat, and climb.
• Must be able to lift up to 50 pounds on a regular basis, unassisted.
• Must be able to stand and walk for extended periods of time.

What We Offer:

• A welcoming, family-oriented work environment that supports work/life balance.
• 401K plan with Roth and Traditional options, including a 25% company match on up to 6% of your income.
• Medical insurance with three plan choices, including Health Savings Account options.
• Dental insurance with two plan choices.
• Vision insurance coverage.
• Flexible spending account.
• Tuition reimbursement.
• Access to apprenticeship training programs.
• Scholarship opportunities for you and your family.
• Paths for cross-training and career advancement.
• Paid time off that accrues from day one.
• Employee Assistance Program for support when needed.

Not everyone may fulfill all the requirements listed here. If you possess the necessary skills but are unsure about your background, please don’t hesitation to apply. We welcome your application and are eager to explore the opportunity with you. We’re constantly seeking individuals who can contribute to our company’s growth and success.

At EMC Mechanical Services, we are committed to cultivating an environment of mutual respect and inclusion. We are an Equal Opportunity Employer and do not discriminate on the basis of race, color, religion, age, sex, national origin, gender, pregnancy, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, ethnic origin, or any other characteristic protected by federal, state or local laws.

All aspects of employment will be based on merit, competence, performance, and business needs, including the decision to hire, promote, discipline, or discharge.