Regional Strategic Customer Representative

Insight Global; Beltsville (MD); On-site; USD 85,000 - 120,000; Full time

Benefits offered by this job

Company vehicle

Job summary

Insight Global is seeking a Regional Strategic Customer Rep – Climate Control to own and grow a strategic portfolio of major construction and contractor accounts in the DC/Baltimore market. You will focus on data centers, government facilities, high-rises, and mega projects, delivering customized HVAC solutions rather than transactional sales.

The role involves significant field time, strategic pricing, and CRM management, with long-term earnings potential for top performers who can expand

Qualifications

• 3–5+ years of consultative outside sales experience.
• Experience selling solutions, not transactional sales.
• Mechanical/HVAC/equipment rental knowledge or closely related industry.
• Proven quota-based sales experience with budgets/revenue expectations.
• Strong hunter mentality with territory growth.
• Ability to manage existing accounts and new opportunities.

Responsibilities

• Own a strategic book of business focused on large, high-profile projects in the region.
• Spend ~4 days per week in the field visiting projects and key decision-makers.
• 1 day per week for proposals, pipeline management, CRM, pricing, and admin work.
• Sell Climate Control and Power & HVAC solutions to construction and contractor accounts.
• Build long-term relationships with stakeholders and manage both existing and new opportunities.
• Develop and deliver value-driven presentations on heating, cooling, drying, and IAQ solutions.

Skills

Consultative selling

Account management

Field sales

HVAC knowledge

Job description

Insight Global is seeking a Regional Strategic Customer Rep – Climate Control for a top equipment rental and specialty solutions client in the DC/Baltimore market. This individual will own and grow a strategic portfolio of major construction and contractor accounts, targeting large-scale projects such as data centers, government facilities, high-rises, and other mega projects. The ideal candidate is a dynamic, highly relational seller who understands how to uncover customer challenges and build customized mechanical/HVAC solutions rather than relying on transactional product sales. This role offers an established project pipeline, strong internal lead generation, significant time in the field, a company vehicle, and compelling long-term earnings potential for someone who can strategically grow the territory.

Day-to-Day

• Own a strategic book of business focused on large, high-profile projects throughout the region.
• Spend roughly 4 days per week in the field visiting projects, customer offices, and key decision-makers.
• Dedicate approximately 1 day per week to proposals, pipeline management, CRM, pricing, and administrative work.
• Work through an established list of approximately 100 jobs/projects while identifying additional strategic opportunities.
• Sell Climate Control and Power & HVAC solutions into large-scale construction and specialty contractor accounts.
• Build long-term relationships with key stakeholders across customer organizations.
• Manage a mix of existing accounts and new business development with minimal traditional cold calling.
• Partner with other lines of business and strategic sellers to generate and pursue leads.
• Develop and deliver value-driven presentations around heating, cooling, drying, and indoor air quality solutions.
• Maintain mega-project lists, account plans, quote pipelines, and CRM activity.
• Develop strategic pricing and negotiate proposals, rental agreements, and customer solutions.

Must-Haves

• 3–5+ years of strong consultative/solution-based outside sales experience preferred.
• Experience selling solutions, not transactional/product-only sales.
• Mechanical, construction, HVAC/climate control, equipment rental, or closely related industry knowledge.
• Proven quota-based sales experience with measurable budgets/revenue expectations.
• Strong hunter mentality with demonstrated territory/account growth.
• Ability to strategically manage both established accounts and new opportunities.
• Experience navigating longer, complex sales cycles and large projects.
• Strong relationship-building skills with both internal and external stakeholders.