HVAC Outside Sales Representative

Kelso Building Services is looking for a driven and relationship-focused sales professional to help grow our commercial HVAC business throughout the market. This role is ideal for someone who enjoys prospecting, meeting new customers, and uncovering opportunities that lead to long-term partnerships. As an HVAC Outside Sales Representative, you will spend your time in the field connecting with facility managers, property owners, contractors, and business leaders to identify HVAC service, maintenance, retrofit, and replacement opportunities. If you're motivated by building relationships and generating new business, we'd love to hear from you.

About the Opportunity This position is focused on expanding Kelso Building Services' commercial customer portfolio through proactive business development efforts. You'll be responsible for creating new opportunities, maintaining an active sales pipeline, and helping customers find practical solutions for their HVAC and facility needs.

Key Responsibilities

• Develop new business through cold calling, door-to-door outreach, networking events, referrals, and strategic prospecting efforts.
• Identify and engage commercial building owners, property management groups, facility directors, and operations teams.
• Schedule and conduct customer visits, introductory meetings, and facility assessments.
• Build and manage a consistent pipeline of qualified sales opportunities.
• Evaluate customer concerns related to HVAC reliability, efficiency, maintenance costs, and aging equipment.
• Recommend service agreements, repairs, retrofit projects, equipment upgrades, and replacement solutions.
• Work alongside service leaders, estimators, and operations personnel to develop customer-focused proposals.
• Create pricing packages, project proposals, and maintenance program recommendations.
• Present solutions that deliver operational, financial, and energy-saving benefits.
• Maintain regular follow-up with prospects and current customers to strengthen relationships.
• Update sales activities, customer information, and opportunities within CRM systems.
• Represent Kelso Building Services professionally throughout all customer interactions.

• Generate and qualify leads through outbound prospecting activities.
• Establish relationships with decision-makers across commercial and industrial markets.
• Expand existing customer accounts through additional service offerings and project opportunities.
• Identify upcoming capital improvement projects and facility initiatives.
• Develop territory strategies that support sustained revenue growth.

• Consistently exceeds prospecting and sales activity goals.
• Maintains a healthy pipeline of qualified opportunities.
• Creates strong customer relationships that generate repeat business.
• Successfully closes new maintenance agreements and project opportunities.
• Contributes to overall company growth through proactive market development.

• Two or more years of experience in outside sales, business development, account management, or commercial sales.
• Experience within HVAC, facilities services, construction, industrial services, mechanical contracting, or related industries preferred.
• Strong communication, networking, and relationship-building abilities.
• Comfortable initiating conversations through cold calls, prospect visits, and networking events.
• Self-motivated and capable of managing an independent sales territory.
• Experience utilizing CRM systems and Microsoft Office applications.
• Strong organizational skills with the ability to prioritize multiple opportunities.
• Valid driver's license and willingness to travel throughout the assigned territory.

• Knowledge of commercial HVAC systems, maintenance programs, and mechanical services.
• Experience selling recurring service agreements or technical solutions.
• Familiarity with commercial facilities, property management, manufacturing, healthcare, or institutional environments.
• History of achieving sales goals through new account acquisition and business development.