Sales Engineer, HVAC Controls

Johnson Barrow; Seattle (WA); On-site; USD 120,000 - 130,000; Full time

Benefits offered by this job

Health insurance

401(k) matching

Paid time off

Job summary

Johnson Barrow Inc. is seeking a BMS Controls Sales Leader in Washington to drive sales of building management systems and controls solutions.

The role emphasizes technical consultative selling, early specification influence, and collaboration with engineers, contractors, and building owners. You will lead strategic growth, develop proposals, maintain a robust pipeline, and forecast accurately while coordinating with operations.

Qualifications

• 7+ years of experience in HVAC controls, building automation, or BMS sales.
• Demonstrated success in specification-driven sales.
• Strong understanding of applied HVAC systems and integration strategies.

Responsibilities

• Strategic Growth & Market Development: Increase specification presence with top consulting engineering firms and support contractors in new construction and retrofit projects.
• Engage early on major HVAC projects to influence system architecture and sequence of operation.
• Develop scopes and proposal content for BMS controls packages and maintain a disciplined sales pipeline.

Skills

HVAC controls

Building automation

Sales

Specification-driven selling

Leadership

Financial acumen

Tools

BACnet

Modbus

DDC systems

Control diagrams

Job description

The BMS Controls Sales Leader is responsible for driving sales of Johnson Barrow’s Building Management Systems (BMS) and controls solutions in Washington. This role focuses on technical consultative selling, increasing specification influence, supporting engineers and contractors through the design process, and positioning controls solutions early in the project cycle.Key ResponsibilitiesStrategic Growth & Market DevelopmentIncrease specification presence with top consulting engineering firms by providing technical clarity and solution guidance.Support mechanical contractors in selecting controls solutions for new construction and retrofit projects.Engage early on major applied and mission-critical HVAC projects to influence system architecture and sequence of operation.Build and maintain strong relationships with engineers, contractors, and building owners.Conduct sales presentations, technical overviews, and product demonstrations.Develop scopes, and proposal content for BMS controls packages.Maintain a disciplined personal sales pipeline and provide accurate forecasting.Technical Sales SupportProvide high-level expertise in:DDC systems and BMS architectureIntegration with applied HVAC systemsOpen protocols (BACnet, Modbus, etc.)Sequences of operation and commissioning processesAlign controls solutions with Johnson Barrow’s equipment lines to provide fully integrated system solutions.Collaborate closely with the operations and project management teams to ensure seamless execution.Cross-Functional CollaborationPartner with equipment sales teams to position controls early in the sales cycle.Work closely with service teams to identify lifecycle and long-term service opportunities.Strengthen manufacturer relationships and represent Johnson Barrow as a strategic channel partner.Qualifications7+ years of experience in HVAC controls, building automation, or BMS sales.Demonstrated success in specification-driven sales.Strong understanding of applied HVAC systems and integration strategies.Experience working with consulting engineers and mechanical contractors in the Pacific Northwest.Proven leadership ability and experience mentoring sales professionals.Strong business acumen and financial discipline.Ability to read plans, specifications, and control diagrams.Working ConditionsPrimarily office- and field-based, with frequent customer visits and meetings.Standard business hours, Monday–Friday, with flexibility required to support client schedules.Regular regional travel; occasional overnight or national travel depending on assigned projects.Physical RequirementsAbility to sit and stand for extended periods.Ability to lift up to 20 pounds occasionally (office supplies, packages, or event materials).Ability to move between departments to support office tasks and coordination.Compensation: $120,000 – 130,000 or DOE annually plus commissionThis is a full-time, exempt position with competitive compensation based on experience and qualifications, plus eligibility for Johnson Barrow’s performance-based bonus program. The company also offers a comprehensive benefits package and reimburses all business travel expenses in accordance with company policy.Total RewardsAt Johnson Barrow, we believe in recognizing and rewarding the contributions of our employees. Our total rewards package is designed to support your financial success, personal well-being, and professional growth, and includes:Competitive compensation with bonus opportunities tied to individual and company performanceMedical, dental, and vision insuranceHealth savings account (HSA) and flexible spending account (FSA) optionsLife and disability insurance401(k) retirement savings plan with company matchPaid time off (vacation, sick leave, and holidays)Employee assistance program (EAP)Professional development and training opportunitiesTuition reimbursement programVolunteer time and wellness initiatives