Inside Sales - Lead Generation

The Inside Sales Representative drives new business growth by proactively identifying and qualifying prospective customers for commercial HVAC services, preventive maintenance agreements, and capital equipment projects. This outbound-focused role generates leads through cold calling, targeted prospecting campaigns, and systematic follow-up, then qualifies opportunities before handing them to New Business Development personnel for direct customer engagement and further qualification.

The position requires a working understanding of commercial and industrial HVAC systems, building operations, and the ability to engage facility managers, property managers, and building owners in consultative conversations that uncover equipment needs, service dissatisfaction, and capital planning timelines. The Inside Sales Representative must be comfortable making high volumes of outbound calls daily and managing a structured prospecting pipeline using CRM tools.

• Prospect: Execute high-volume outbound prospecting through cold calls, emails, and other outreach methods to identify potential commercial and industrial HVAC customers within assigned territory or target segments. Research prospective accounts using market data, building databases, industry directories, and other lead sources to build targeted call lists.
• Qualify: Conduct discovery conversations with prospects to assess HVAC equipment condition, current contractor relationships, service agreement status, and capital planning timelines. Qualify leads against defined criteria (budget, authority, need, timeline) and categorize as marketing qualified lead (MQL) or sales qualified lead (SQL) for handoff.
• Convert inbound leads: Follow up systematically on inbound leads from marketing campaigns, website inquiries, trade shows, and referral sources to maximize conversion.
• Hand off to New Business Development: Schedule qualified appointments for New Business Development Managers, providing thorough handoff documentation including prospect background, equipment details, and identified needs.
• Manage pipeline in CRM: Document all prospecting activity, lead status, and follow-up schedules in D365. Track and report on key activity metrics including call volume, contact rates, leads qualified, appointments set, and pipeline contribution.
• Collaborate on campaigns and cross-sell: Support multi-touch prospecting campaigns in coordination with marketing and sales leadership. Partner with Account Management and New Business Development teams to identify cross-sell and upsell opportunities within existing or lapsed accounts.
• Develop product knowledge and technique: Maintain current knowledge of Premi Star service offerings, maintenance agreement structures, and competitive differentiators. Continuously refine prospecting scripts and objection-handling approaches based on results and feedback.

• High School Diploma or GED required. Associate's degree, Bachelor's degree in Business, Marketing, Communications, or a related field, or relevant B2B sales experience is a plus. Commercial HVAC or building services industry experience is preferred.

• 2–4 years’ experience in inside sales, business development, lead generation, or outbound prospecting in a B2B environment.
• Demonstrated track record of high-volume outbound calling and lead qualification.
• Experience managing a prospecting pipeline and meeting activity-based and outcome-based targets.
• Commercial HVAC, mechanical contracting, building services, or facilities management industry experience a plus.

• Proven experience selling to or prospecting customers (i.e. facility managers, property managers, or building owners).
• Familiarity with preventive maintenance agreements, service contracts, or recurring revenue sales models.
• Demonstrated experience with CRM systems (Microsoft Dynamics 365 preferred).
• Track record of successful cold calling into commercial or industrial accounts.
• Proven ability to initiate conversations with decision-makers via cold outreach and build rapport quickly over the phone.
• Strong verbal and written communication skills with the ability to clearly articulate value propositions for commercial HVAC services.
• Disciplined approach to daily activity management, call planning, and CRM documentation.
• Ability to qualify prospects through consultative questioning to understand equipment needs, budget authority, and purchase timelines.
• Resilience and persistence in a high-volume outbound calling environment with the ability to handle rejection professionally.
• Basic understanding of commercial HVAC systems and building mechanical infrastructure or demonstrated ability to quickly learn technical products and services.
• Organizational skills to manage a large pipeline of prospects at various stages of qualification simultaneously.
• Proficiency with Microsoft Office (especially Outlook and Excel) and CRM systems.
• Experience with Microsoft Dynamics 365…