Emc - Building Services - Project Sales Representative

EMC - BUILDING SERVICES - PROJECT SALES REPRESENTATIVE

Salary Range $85,000.00 - $ Base+Commission/year Position Type Full Time Category Construction

EMC Mechanical Services is searching for an experienced, relationship-driven Sales Representative to grow our Building Services project portfolio. Unlike project sales sourced through general contractors, this role sells directly to building owners and facility decision-makers — turning existing service relationships and new prospecting into replacement, retrofit, and capital improvement project revenue. This role owns the full sales cycle: identifying opportunities, developing scope, quoting competitively, and closing deals directly with the owner.

EMC Mechanical Services is the top choice for Commercial HVAC and Plumbing professionals in Richmond, VA! With over a century of experience, an excellent reputation, financial stability, and a growing client base, EMC Mechanical Services is the company of choice. Servicing Richmond since 1994, EMC offers employees more than just benefits, including work-life balance, paid training, apprenticeships, wellness programs, and more.

Apply now to join an organization rooted in the purpose of Installing Confidence.

What You'll Do:

• Sell HVAC, plumbing, and piping replacement, retrofit, and capital improvement projects up to $500,000 directly to building owners and facility decision-makers — no general contractor intermediary.
• Mine EMC's existing Building Services customer base for project opportunities, using service history, equipment age, and technician-reported findings to identify needs before they become emergencies.
• Prospect new owner-direct relationships within target verticals (multi-family, commercial office, healthcare, education, light industrial) to expand EMC's owned-account project pipeline.
• Partner with Building Services technicians and account managers to convert service calls, PM findings, and equipment assessments into qualified project leads.
• Develop accurate, competitively priced quotes and proposals; walk owners through scope, options, and value in clear, non-technical terms.
• Engage vendors to secure accurate, competitive equipment and material pricing specific to each project's needs, and negotiate contract terms directly with the owner through to signed agreement.
• Facilitate sold project turnover to the Project Coordinator and Project Managers, including scope specifics, labor allocations, vendor information, and owner expectations.
• Track and report on weekly sales activity — new customers, new opportunities, and pipeline movement — against assigned targets; maintain accurate records in the sales/CRM system.
• Build and sustain long-term relationships with owners, property managers, vendors, and internal teams to drive repeat and referral project business.

What You'll Bring:

• Proven experience in direct-to-owner sales, preferably within HVAC, plumbing, mechanical, or facilities/building services.
• Comfort selling complex mechanical scopes to non-technical owners and property managers, translating technical findings into business-relevant recommendations.
• Technical aptitude and willingness to learn HVAC, plumbing, and piping systems; strong prospecting, networking, and pipeline management discipline.
• Excellent communication and negotiation skills, high energy, strong work ethic, and effective time management.
• Preferred: knowledge of HVAC/plumbing/piping/refrigeration systems; project estimation and take-off experience; experience selling into existing service accounts ("warm book" model); familiarity with CRM tools (e.g., Build Ops).
• Fluent English verbal and written skills are required.
• Driving Requirements
• Must have a valid Virginia driver's license.
• Must have positive points on state driving record.
• Must be at least 21 years of age unless company approval is granted.
• Must not have had a DUI, DWI, or reckless driving conviction in the last five years.
• All driving records are run as part of our pre-employment process and reviewed at the discretion of the Safety Team.
• Physical Requirements
• Must be able to crawl, kneel, squat, and climb.
• Must be able to lift up to 50 pounds on a regular…