Service & Project Sales Rep

Position Profile
Location: Whippany, New Jersey
Position Title: Sales Representative – HVAC/R & Mechanical

The Opportunity

This organization is seeking a seasoned, relationship‑driven Sales Representative to spearhead growth in the North Jersey market—an area with enormous untapped potential. This is a rare chance to step into a well‑established, financially strong company with a long legacy while shaping the expansion of a region poised for significant investment.

The individual stepping into this role will immediately inherit an existing book of business valued at approximately $500K in annual revenue, while being empowered to drive the remaining 75% of growth through new business development. With the ability to execute any level of HVAC/R, mechanical, refrigeration, or high‑tonnage work, the right salesperson will be able to offer clients a robust range of solutions supported by a highly capable operational team.

With clear commitment to expanding the North Jersey office—including a long‑term plan to double the field technician team—the person accepting this position will play a pivotal role in building market presence, shaping customer relationships, and influencing the strategic trajectory of an entire region.

The Company

This organization has a longstanding reputation for stability, single ownership, and continuous reinvestment into people, technology, and infrastructure.

Over the past decade, the Mechanical Division has grown dramatically—from approximately $50 million to over $100 million in annual revenue—supported by a sizable employee base of roughly 600 across multiple business units. The organization generates approximately $400 million annually and maintains a strong commitment to growth, innovation, and expansion.

Investment in new capabilities is a hallmark of the company’s culture. Leadership openly supports strategic expansion, including entering new service lines and acquiring substantial equipment to strengthen market position. The North Jersey office represents a key growth initiative, backed by the intention to expand technician headcount and broaden service offerings in the region.

The Boss

The General Manager oversees day‑to‑day operations, including 20–25 technicians, project personnel, service management, estimating, dispatch, and administrative support. He is described as knowledgeable, candid, and highly engaged with the local market . He is someone who provides clear direction on competitors, target accounts, and high‑value talent within the region.

The executive to whom this role ultimately reports is positioned as a growth‑oriented leader with a long tenure and a strong track record of expanding mechanical service operations. He oversees regional performance, ensures strategic resource availability, and aligns closely with the General Manager to grow the North Jersey office into a larger, more robust operation. His leadership philosophy emphasizes reinvesting in the business, empowering local leaders, and building long‑term, stable teams.

Together, this leadership team offers:

• Clear strategic direction for expanding the regional footprint
• Operational support from a capable, established structure
• Responsiveness and collaboration, especially in competitive insights and market focus
• Active investment in tools, talent, and resources to support sales success

This is an environment where a strong sales performer will be empowered, backed, and positioned to make significant impact.

The Position

The Sales Representative will generate revenue by aggressively developing new business, expanding current accounts, and establishing the organization as a premier partner in mechanical and HVAC/R services across North Jersey. While approximately 25% of the workload involves managing an existing book of business, the primary focus is building new customer relationships and driving development of maintenance agreements, replacements, retrofit projects, energy solutions, and mechanical service opportunities.

The company can support sales efforts with a robust operation of 20–25 technicians—four dedicated to project work—and the capability to execute commercial, industrial, refrigeration, chiller, and boiler projects of varying complexity. This position offers significant autonomy and the chance to make a major impact in a growth‑focused division.

Essential Functions

• Generate new business through targeted outreach and relationship building
• Grow existing accounts via strategic account management
• Sell maintenance agreements, repairs, replacements, renovations, and energy‑related mechanical solutions
• Coordinate with project managers, foremen, estimators, and service management
• Represent the organization in professional/industry networks
• Leverage internal technical and pricing teams to build proposals
• Utilize Microsoft Office applications and internal systems for workflow

Qualifications

• Minimum 5 years of sales experience with a mechanical contractor, HVAC/R company, or related provider
• Strong existing relationships or ability to build them within the North Jersey market
• Excellent analytical, negotiating, interpersonal, verbal, and written communication skills
• Ability to balance communications across varied organizational levels
• Capability to manage both small and large opportunities
• Proficiency with Microsoft Office tools
  
  

Education and Experience

• Bachelor’s degree or equivalent field experience in HVAC/R, mechanical construction, or mechanical services
• Experience selling project work, maintenance contracts, or both
• Experience with Microsoft Dynamics/GP, DocLink, SharePoint, Teams, or DocuSign is highly desirable

Competencies

• Business development & relationship management
• Strategic account management
• Technical aptitude within mechanical/HVAC/R systems
• Strong follow‑through and organizational discipline
• Ability to work independently while coordinating across teams
• Market awareness within the North Jersey mechanical contracting landscape

Work Environment

• Combination of office, field, and client‑site work
• Includes routine walking, sitting, reading, and communication
• Occasional lifting (up to 25 lbs), stair climbing, kneeling, or crouching
• Exposure to loud industrial/mechanical environments may occur

Compensation

A competitive, comprehensive compensation package including:

• Base salary plus commission structure
• Retirement plan with company match
• Medical, dental, and supplemental voluntary benefits
• Paid vacation and sick time
• Car allowance or company vehicle options
• Additional performance‑based incentives