Local Government Sales Representative – Commercial HVAC Services

Location: Charlotte, NC

Job Type: Full-Time

Compensation: Base Salary + Commission/Bonus

Base Salary Range: $80,000-$110,000 (DOE)

Position Overview

A growing commercial HVAC services organization is seeking a Local Government Sales Representative to drive revenue growth within municipal, county, state, and public sector accounts. This role focuses on developing new business, building strong client relationships, and leveraging cooperative purchasing contracts to streamline procurement and accelerate sales cycles.

This is an excellent opportunity for a sales professional with experience in B2G (business-to-government) sales and a passion for delivering value-driven HVAC service solutions.

Key Responsibilities

Business Development

• Identify, target, and develop new business opportunities within:
  • Local government agencies
  • School districts and higher education
  • Public facilities and institutions
• Leverage cooperative purchasing contracts (e.g., OMNIA, Sourcewell, NASPO) to drive faster sales cycles
• Build and maintain a strong pipeline of service agreements, repair work, and project opportunities

Relationship Management

• Establish and maintain relationships with key decision-makers, including:
  • Facility managers
  • Procurement officers
  • Public works officials
• Serve as a trusted advisor on:
  • HVAC system performance
  • Lifecycle planning
  • Energy efficiency improvements

Contract & Procurement Expertise

• Educate customers on cooperative purchasing contract advantages
• Navigate public sector procurement processes and ensure compliance
• Collaborate with internal teams to align proposals with contract terms and pricing structures

Sales Execution

• Develop and present proposals for:
  • Preventative maintenance agreements
  • HVAC system upgrades
  • Energy efficiency solutions
• Conduct site visits, needs assessments, and system evaluations
• Meet or exceed assigned sales targets and growth objectives

Internal Collaboration

• Partner with service operations, estimating, and project management teams
• Provide market feedback on customer needs, competitive trends, and growth opportunities

Qualifications

• Bachelor’s degree in Business, Engineering, or related field (or equivalent experience)
• 3+ years of B2G sales experience, preferably in HVAC, mechanical, or facility services
• Experience working with cooperative purchasing contracts (OMNIA, Sourcewell, NASPO, or similar)
• Strong understanding of public sector procurement processes
• Proven ability to build relationships and close complex sales

Preferred Qualifications

• Experience in commercial HVAC service, mechanical contracting, or energy services
• Existing network within local government or public sector accounts
• Knowledge of:
  • Preventative maintenance programs
  • Building systems
  • Energy efficiency solutions

Key Skills

• Consultative sales approach
• Strong communication and presentation skills
• Contract negotiation and procurement expertise
• Strategic territory planning
• Self-motivated with strong organizational abilities

Compensation & Benefits

• Competitive base salary + commission/bonus structure
• Company vehicle or vehicle allowance
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and holidays

Why Join This Organization?

Join a respected and growing commercial HVAC services provider known for delivering high-quality, reliable solutions. This role offers the opportunity to expand market presence in the public sector while leveraging established procurement channels to simplify sales and drive long-term client value.

Apply today to grow your career in a high-impact sales role within the commercial HVAC industry.