Project Sales Representative

EMC Mechanical Service; Richmond (VA); On-site; USD 80,000 - 140,000; Full time

Benefits offered by this job

401K plan with company match

Medical insurance

Dental insurance

Vision insurance

Flexible spending account

Tuition reimbursement / apprenticeshiP

Paid time off

Employee Assistance Program

Job summary

EMC Mechanical Services is seeking an experienced Sales Representative to grow our Building Services portfolio by selling directly to building owners and facility decision-makers in Richmond, VA.

You will own the full sales cycle—from identifying opportunities and developing scope to quoting competitively and closing deals up to $500,000—and build long-term relationships with owners, property managers, and vendors.

Qualifications

• Experience in direct-to-owner sales in HVAC/plumbing/facilities.
• Ability to translate technical findings into business recommendations.
• Strong prospecting, networking, and pipeline management.
• Fluent English, both verbal and written.

Responsibilities

• Sell HVAC, plumbing, and piping replacement and retrofit projects directly to building owners.
• Mine existing customer base for new project opportunities and expand the pipeline.
• Develop accurate, competitively priced quotes and proposals.
• Negotiate contract terms directly with owners through to signed agreements.
• Track weekly sales activity and maintain CRM records.

Skills

Direct-to-owner sales

HVAC knowledge

Plumbing experience

Prospecting & pipeline management

Negotiation skills

Communication skills

Time management

Tools

BuildOps CRM

Job description

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. Apply now to join an organization rooted in the purpose of Installing Confidence.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.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 RequirementsMust 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 RequirementsMust 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:EMC Mechanical Services offers a wide range of employee benefits, including: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 hesitate 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.