Business Development & Sales Specialist- Commercial HVAC

Business Development & Sales Specialist

Location: Farmington Hills, MI

Job Summary
The Business Development & Sales Specialist (Commercial HVAC) spearheads new business growth in the commercial HVAC sector, focusing on commercial equipment replacements, energy-efficient system upgrades, preventative maintenance agreements and service offerings. This role is responsible for identifying and qualifying leads, cultivating relationships with potential commercial clients, and expanding the company’s Mechanical Services portfolio.

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Roles and Responsibilities
• Identify and qualify new business opportunities through cold calling, networking, lead generation, and relationship building within commercial HVAC target markets
• Build and nurture relationships with key stakeholders and building owners, including facility executives, property, facility and engineering managers, board members, developers, procurement managers, etc.
• Lead negotiations, complex decision-making process, and overcoming objections to closure
• Conduct thorough needs assessments and site evaluations to understand client requirements, and the project specifications
• Collaborate with internal teams, including design, estimating, and operations, to develop HVAC solutions that meet client needs and budgetary constraints
• Prepare and deliver sales presentations and solutions that effectively communicate the value proposition of HVAC portfolios
• Provide comprehensive proposals, pricing and respond to formal requests for proposals (RFP’s)
• Assist in the creation, implementation, and distribution of corporate marketing programs/campaigns and collateral materials
• Stay informed about industry trends, join and actively participate in professional business organizations and industry specific associations such as BOMA, IFMA, IREM, ASHE, etc.
• Actively participate in business client appreciation and networking events, trade shows and presentations
• Work closely with the operations team to maintain client relationships and customer satisfaction
• Maintain accurate and up-to-date records of sales activities, pipeline management, and client interactions using CRM software (FreshSales)
• Develop and maintain a robust sales pipeline of commercial clients for HVAC business unit
• Meet or exceed monthly and annual sales targets as defined by the leadership team
• Collaborate with internal operations, estimating, and service delivery teams to ensure seamless client onboarding and service execution
• Stay informed on industry trends, market conditions, and competitor activity to position the company competitively
• Additional projects and team support as needed

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Education, Experience and Skills Required
• Minimum five (3) years’ experience in outside Sales and/or Business to Business (B2B) sales preferably in the HVAC industry; OR minimum 5 years in progressive roles as Estimator, Project Engineer/Manager, Service or Operations Manager in the HVAC or Mechanical Service Industry.
• Associate’s degree in business administration, Marketing, Mechanical Engineering or related field preferred

• Demonstrated success in closing high-value deals and managing pipeline of business opportunities
• Excellent communication skills with the ability to build rapport, problem-solve, negotiate, influence decision makers and collaborate with cross-functional teams
• Detail-oriented and ability to handle multiple sales opportunities, meet deadlines and apply sound business judgement
• Proficient in Microsoft Office365 products (Excel, Outlook, Word, PowerPoint)
• Experience with CRM, ZoomInfo, Costar and various sales analytics preferred
• Maintain a high level of confidentiality

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Physical Demand Requirements
• Prolonged periods of walking and standing, sitting at a desk and working on a computer
• Lifting up to 50 pounds at times

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Travel Requirements
• Travel as required- likely 10%
• Valid driver’s license required

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Benefits/Perks

• Competitive salary commensurate with experience.
• Comprehensive benefits package including health, dental, and vision insurance.
• 401(k) retirement savings plan with company match.
• Opportunities for professional development and advancement.

Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization. If you are a dedicated Business Development & Sales Specialist looking for an opportunity to make a difference in a dynamic organization, we invite you to apply.  Apply today!!!

Continuum Services is a single-source provider with proven expertise, dependability, and scalability in four key areas: facility operations, exterior services, technical services, and environment services.  Headquartered in a newly renovated office in Farmington Hills, Continuum is the go-to full-service solution for interior and exterior facility operations, maintenance, and repair. Facilities serviced by CONTINUUM have earned such prestigious accolades as the ENERGY STAR® for superior energy performance, BOMA’s Office Building of the Year® (TOBY) Award and CEL’s National Real Estate “A” List Award for Service Excellence.  Helping employees develop and become highly skilled professionals who deliver best in class solutions to our clients is what we're all about - join us today!