Project Sales Executive

General Job Description:

The Project Sales Executive is responsible for identifying, developing, and closing new construction project opportunities for HVAC Building Automation System (BAS) and Direct Digital Controls (DDC) solutions across Sunbelt Controls' markets. This individual contributor role operates at the intersection of technical expertise and client relationship management — working within the commercial construction community to position Sunbelt Controls as the preferred BAS/DDC subcontractor. The Project Sales Executive reports to the Branch Manager / Sales Manager and plays a critical role in driving revenue growth, market penetration, and long-term client retention.

Sub-Region Geographic Scope:

Assigned branch location(s) within the Sunbelt Controls footprint (California, Nevada, Idaho, Oregon, Washington, Colorado). Specific territory assigned by Sales Manager.

The following accountabilities are accomplished through collaboration with Sales Managers, Project Executives, Project Managers, and Operations leaders across Sunbelt Controls.

1. Business Development & Market Growth — Proactively identify and pursue new BAS/DDC project opportunities in the commercial construction market. Develop and maintain an active pipeline of qualified opportunities, targeting General Contractors (GCs), Mechanical Contractors, Consulting Engineers, and building owners. Grow project revenue within the assigned territory by expanding into new accounts and deepening relationships with existing clients.
2. Estimating & Proposal Development — Prepare accurate, competitive project estimates and proposals for BAS/DDC scopes of work ranging from small tenant improvement projects to large, complex new construction and renovation projects. Review construction documents, specifications, and sequences of operation to ensure scope accuracy and appropriate risk identification.
3. Client Relationship Management — Build and maintain strong, trust-based relationships with General Contractors, Mechanical Contractors, Consulting/Specifying Engineers, Facilities Managers, and Building Owners. Serve as the primary client-facing representative for assigned accounts, ensuring customer satisfaction from bid through project closeout. Act as the customer's advocate within Sunbelt Controls to ensure they receive maximum value.
4. Specifications & Engineer Engagement — Engage with Consulting Engineers and Specifying Engineers early in the project lifecycle to influence specifications in favor of Sunbelt Controls' preferred platforms (ALC/Automated Logic, Distech, and related controls technologies). Review and interpret mechanical and control specifications to validate compliance and competitive positioning.
5. Contract Review & Risk Management — Review subcontract agreements in coordination with Sales Management to identify and mitigate scope, schedule, and commercial risk. Ensure proposed scope, markup, and terms align with Sunbelt Controls' standards and protect the business unit.
6. Sales Pipeline & CRM Management — Maintain an accurate and up-to-date sales pipeline. Log opportunities, contacts, activities, and next steps in company CRM tools (Salesforce or equivalent). Provide regular forecasting input to Sales Management to support financial planning.
7. Market Intelligence — Monitor competitor activity, project bid results, pricing trends, and market developments across the assigned territory. Report relevant intelligence to Sales Management to inform strategy and positioning. Remain current on ALC, Distech, Siemens, JCI, Schneider/EcoStruxure, Honeywell, and other BAS platform developments.
8. Collaboration with Operations — Coordinate closely with Project Managers, Project Executives, and Field Operations to ensure smooth handoffs from sales to project execution. Participate in project kickoff meetings and remain engaged through construction to support change order identification and client satisfaction.
9. Service Agreement Development — Identify and promote Facility Service agreement opportunities in connection with new construction project wins. Collaborate with the Facility Service sales team to expand renewable service revenue and foster long-term customer retention aligned with the 'one ACCO' culture.
10. Industry Networking & Representation — Represent Sunbelt Controls at industry events, trade associations (AGC, ASHRAE, BOMA, SMACNA, etc.), and client functions to build brand awareness and develop new project leads within the assigned market.
11. Other — Additional duties and responsibilities as assigned by the Sales Manager or VP, Sales.

Position Requirements (Skills, Work Experience, Education, Certifications, Licenses, etc.):

• Minimum 3–7 years of proven BAS/DDC or HVAC Controls project sales experience with a controls contractor, systems integrator, or OEM manufacturer
• Demonstrated ability to read and interpret mechanical and control construction drawings, specifications, sequences of operation, and points lists.
• Experience estimating BAS/DDC projects, including material takeoffs, labor loading, subcontractor coordination, and proposal writing.
• Familiarity with commercial construction delivery methods: Design-Bid-Build, Design-Assist, Design-Build, and GMP projects.
• Working knowledge of BAS communication protocols (BACnet, Modbus, LonWorks) and industry platforms (Automated Logic WebCTRL, Distech Controls, Siemens Desigo, JCI Metasys, Honeywell, Schneider EcoStruxure, or similar).
• Existing relationships within the General Contractor, Mechanical Contractor, and Consulting Engineer community in the assigned market are strongly preferred.
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint) and CRM tools (Salesforce preferred).
• Proficient in Bluebeam Revu or similar document management/takeoff tools.
• Strong oral and written communication skills, including professional proposal writing and presentation delivery.
• Self-motivated, organized, and capable of managing multiple concurrent opportunities with minimal day-to-day supervision.
• Bachelor's degree in Mechanical Engineering, Electrical Engineering, Construction Management, Business, or a related field preferred; equivalent industry experience accepted in lieu of degree.
• Valid driver's license required.

• Proactivity / Initiative: Recognizes what needs to be done and accomplishes it in a manner appropriate for one's level/position and with minimal supervision.
• Perseverance: Shows the wherewithal to fight for difficult goals despite challenges and to bounce back from adversity.
• Insight: The ability to gather and make sense of information that suggests new possibilities.
• Engagement: Shows a knack for using emotion and logic to communicate a persuasive vision and connect with people.
• Teamwork: The ability to effectively work toward common goals with others by supporting, encouraging, and sharing information in an authentic and approachable manner.
• Big Picture: Understands and contributes to the organization's short- and long-term business strategy. On a personal level has independently developed a vision for short- and long-term career success.
• Motivation / Dedication: Commits to excellence in pursuing unselfish goals. Initiates action with collective goals, takes responsibility, and shows personal humility.
• Technical Curiosity / Willingness to Learn: Interest in seeking out new experiences, knowledge, and candid feedback; demonstrating an openness to learning and change.
• Problem-Solver: Ability to identify, analyze, and solve a problem in support of personal, group, department, or organizational objectives.

Physical Requirements:

(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• The employee may regularly lift and /or move up to 10 pounds, and occasionally lift and/or move up to 20 pounds.

• Specific vision abilities required by this job include Close vision and Distance vision.

• The auditory/hearing abilities required by the job include the ability to hear customers calling by telephone.

• While performing the duties of this Job, the employee is regularly required to sit for prolonged periods, stand; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.

• The employee is regularly required to walk and sit.

• This individual must be a responsible person and regular attendance is required.

Travel: 0 - 25% of the time to Sunbelt offices in all regions and corporate headquarters. Some overnight travel per business needs.

Competitive Wages:

$72,000 - $108,000 annually. Applicants please note that actual compensation is determined by several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, certifications, relevant education or training, and specific work location, among others. The offered wage or salary is only one aspect of an employee's total compensation.

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