Service Salesperson, Controls

Johnson Barrow Inc.; Seattle (WA); Hybrid; USD 120,000 - 130,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) retirement plan with company b

Paid time off (vacation, sick leave, &

HSAs and FSAs

Job summary

Johnson Barrow in the Pacific Northwest seeks a BMS Controls Sales Leader to drive sales of Building Management Systems and controls solutions in Washington. This role emphasizes technical consultative selling, specification influence, and supporting engineers and contractors early in the project cycle.

You will lead strategic growth, provide high‑level expertise in DDC systems, BACnet/Modbus, and sequences of operation, while mentoring sales professionals and building relationships with

Qualifications

• 7+ years in HVAC controls, building automation, or BMS sales.
• Specification-driven sales experience with engineers and contractors.
• Strong understanding of HVAC systems and integration strategies.
• Experience with Pacific Northwest consulting engineers and contractors.
• Proven leadership and mentoring ability.
• Strong business acumen and ability to read plans and specs.

Responsibilities

• Increase spec presence with top consulting engineers and contractors.
• Support contractors in selecting controls for new or retrofit projects.
• Influence system architecture and sequence of operation early in projects.
• Develop scopes and proposals for BMS packages.
• Maintain a disciplined sales pipeline and forecasts.
• Provide high-level expertise in DDC, BMS architecture, and open protocols.
• Collaborate with operations and project management for seamless execution.

Skills

HVAC controls

Building automation

BMS sales

Specification-driven sales

Engineering collaboration

Pacific Northwest experience

Leadership

Tools

BACnet

Modbus

Open protocols

Job description

About Us

Johnson Barrow is a leading HVAC manufacturers’ representative in the Pacific Northwest, dedicated to helping people succeed by delivering unbiased consultative services and premium quality mechanical equipment. For over 60 years, we have partnered with engineers, contractors, and building owners to design and implement high-performance building systems that balance energy efficiency, operational reliability, and occupant comfort. Our culture is entrepreneurial at its core — we empower our people to think like business owners, act with urgency, and build lasting relationships. Guided by our values, we stand by every project from concept through completion, advocating for our customers every step of the way.

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 Responsibilities

Strategic Growth & Market Development

• Increase 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 Support

• Provide high-level expertise in:
• DDC systems and BMS architecture
• Integration with applied HVAC systems
• Open protocols (BACnet, Modbus, etc.)
• Sequences of operation and commissioning processes
• Align 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 Collaboration

• Partner 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.

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.
• 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 Conditions

• Primarily 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 Requirements

• Ability 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 commission

This 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 Rewards

• Competitive compensation with bonus opportunities tied to individual and company performance
• Medical, dental, and vision insurance
• Health savings account (HSA) and flexible spending account (FSA) options
• Life and disability insurance
• 401(k) retirement savings plan with company match
• Paid time off (vacation, sick leave, and holidays)
• Employee assistance program (EAP)
• Professional development and training opportunities
• Tuition reimbursement program
• Volunteer time and wellness initiatives

Total Rewards

• Competitive compensation with bonus opportunities tied to individual and company performance
• Medical, dental, and vision insurance
• Health savings account (HSA) and flexible spending account (FSA) options
• Life and disability insurance
• 401(k) retirement savings plan with company match
• Paid time off (vacation, sick leave, and holidays)
• Employee assistance program (EAP)
• Professional development and training opportunities
• Tuition reimbursement program
• Volunteer time and wellness initiatives

EEO Statement

At Johnson Barrow, we believe our strength comes from the diverse experiences, backgrounds, and perspectives of our people. We are committed to creating a workplace where everyone feels respected, valued, and supported to succeed. We welcome applicants of all races, colors, ancestries, national origins, religions, creeds, ages, sexes, genders, gender identities and expressions, sexual orientations, marital or family statuses, pregnancies, physical or mental disabilities, genetic information, veteran or military statuses, and any other characteristics protected by applicable federal, state, provincial, or local laws. Guided by our core values: Helping People Succeed, Building Partnerships for Life, Relentless Customer Service, and a Sense of Urgency, we strive to ensure every team member can contribute fully and thrive.