Controls Services - Construction Sales Representative

Controls Services - Construction Sales Representative           

Reports to: Controls Sales Manager        

FLSA Status: Exempt

The Company

Mechanical Products SW (MPSW) is a technical sales company that represents world class “HVAC Engineered Equipment” manufacturers in the Arizona market. Products represented offer equipment utilized in almost every HVAC system type that your project may require.

Our experienced technical sales team includes sales engineers with mechanical, chemical, civil and industrial engineering degrees, professional engineering stamps and many years of collective experience. Our sales engineers provide design assistance for consulting engineers and design build contractors including equipment sizing, application and energy analysis. When providing equipment to contractors or owners, the inside sales team supports the entire sales cycle from submittal to order entry, delivery to startup and closeout.

Equipment startup and long-term support is accomplished by our service and parts departments. The experienced service team includes factory-certified and trained technicians to ensure proper startup and commissioning of every product MPSW represents. Warranty and replacement parts for all products represented are available through the MPSW parts department with many parts locally stocked.  Operations and accounting departments complete the support team at MPSW.

The Opportunity

MPSW Controls is seeking a new construction and engineered retrofit sales position. Must be detail and customer service oriented and have excellent organizational skills.  This role manages opportunities from project identification and bid preparation through negotiation, award, and turnover to the construction fulfillment team.  The position requires a high level of correspondence with equipment sales team and with engineers, general contractors, and mechanical contractors.

The ideal candidate combines technical knowledge of HVAC controls with strong estimating, relationship-building, and sales skills. Success requires developing relationships with mechanical contractors, consulting engineers, general contractors, and building owners while delivering competitive proposals with clear scope and profitable pricing.

Key Responsibilities

• Identify and pursue plan-and-spec controls opportunities within the assigned territory.
• Build and maintain relationships with mechanical contractors, consulting engineers, general contractors, and owners.
• Monitor bid invitations, construction project leads, and contractor bid calendars.
• Review drawings, specifications, sequences of operation, equipment schedules, and addenda to define the controls scope.
• Coordinate with estimating and engineering teams to develop system selections, quantity takeoffs, labor estimates, subcontractor pricing, and project budgets.
• Prepare timely proposals that clearly communicate pricing, scope, inclusions, exclusions, alternates, and clarifications.
• Identify scope gaps, specification conflicts, integration requirements, and project risks; submit clarification requests as needed.
• Attend pre-bid meetings, site walks, and customer meetings to understand project requirements.
• Follow up on bids, gather competitive feedback, negotiate within company guidelines, and secure project awards.
• Evaluate contract scope, payment terms, schedule requirements, and commercial risks with appropriate internal stakeholders.
• Maintain accurate opportunity records, bid activity, sales forecasts, and customer information in the CRM.
• Conduct thorough project turnovers to operations, including final scope, estimate assumptions, commitments, and supporting documents.
• Meet established sales bookings and gross margin goals while supporting customer satisfaction and repeat business.
• Assist with sales tool development, improvement, and consistent verification of price lists and suppliers.

Required Qualifications

• Experience in HVAC controls, building automation, mechanical systems sales, controls estimating, or a related construction role.
• Ability to interpret construction drawings, specifications, and HVAC sequences of operation.
• Working knowledge of direct digital controls (DDC), HVAC equipment, and building automation system architecture.
• Understanding of construction bidding, estimating, and contractor purchasing processes.
• Strong written communication, presentation, negotiation, and relationship-building skills.
• Ability to manage multiple bids and deadlines with accuracy and attention to detail.
• Proficiency with Microsoft Office and familiarity with CRM and estimating tools.
• Ability to travel within the assigned territory for customer meetings and project visits.

Preferred Qualifications

• Three or more years of relevant controls sales or estimating experience.
• Established relationships with local mechanical contractors and consulting engineers.
• Familiarity with BACnet, Modbus, and integration with third-party building systems.
• Experience with digital takeoff tools and major building automation platforms.
• Associate or bachelor’s degree in engineering, construction management, business, or a related field, or equivalent practical experience.

Measures of Success

• Achievement of sales bookings and gross margin targets.
• Growth in active contractor relationships and repeat business.
• A qualified pipeline and reliable sales forecasts.
• Timely, accurate bids and consistent proposal follow-up.
• Complete project turnovers and alignment between sold scope and execution requirements.

Other Skills/Abilities

Strategic Skills 
Ability to learn new skills and knowledge. Ability to understand concepts and complexity comfortably.  Open to change and will try anything to find solutions.  Able to handle uncertainty and make decisions without knowing the whole story

Operating Skills
Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way. Ability to figure out processes and simplify them in order to maximize workflow.

Behavior Skills 
Ability to manage people and situations when conflicts arise.  Ability to seize opportunities with the drive to complete goals. 

Personal and Interpersonal Skills
Ability to establish and grow relationships with customers through effective verbal and written communication.  Dedicated to the needs of the customers, manufacturers and peers and has the patience to actively listen to all business partners. Able to solve problems and skillfully negotiate with a minimum of noise while managing stress.  Demonstrates integrity and trust through appropriate directness and truthfulness.  Ability to understand personal strengths and weaknesses, seek feedback and improve upon shortcomings. 

Negotiating Skills
Ability to settle differences, compromise or reach agreement while avoiding argument and dispute.

Presentation Skills 
Ability to communicate and transfer knowledge in a precise, concise and logical manner.  Demonstrates professional facilitation skills and has a professional presence.

Environmental Requirements
Will be required to work in an office environment and frequently in the field.

Physical Demands
While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

• 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.