BAS Sales Representative
ModernControls, Inc., New Castle, DE, United States
Description
ModernControls is a leading provider of HVAC and building automation services for commercial facilities across Delaware, Pennsylvania, Maryland, Virginia, Washington D.C., and New Jersey. With over 200 employees and a fleet of 160 service vehicles, our team of experts install, maintain, and design Building Automation and HVAC systems designed to help facility managers control building environments and operating costs.
The BAS Sales Representative is responsible for driving revenue growth through the development, sale, and expansion of Building Automation Systems (BAS) solutions across new and existing customers. This role focuses on identifying opportunities, developing technical solutions, and delivering value‑driven proposals that align with customer needs and ModernControls’ strategic objectives.
The ideal candidate combines strong sales acumen with technical understanding of HVAC controls, energy management systems, and building technologies, while consistently demonstrating ModernControls’ core values.
Requirements Essential Functions & Responsibilities Revenue Growth & Business Development
Identify, develop, and close BAS opportunities within assigned territory
Generate new business through prospecting, networking, and relationship development
Expand existing accounts through cross‑selling and upselling BAS solutions
Achieve or exceed assigned sales targets and revenue goals
Customer Relationship Management
Build and maintain strong relationships with building owners, contractors, engineers, and facility managers
Act as a trusted advisor by understanding customer needs and aligning solutions accordingly
Maintain consistent communication throughout the sales lifecycle
Technical Sales & Solution Development
Develop BAS system concepts and solutions tailored to customer requirements
Collaborate with engineering and operations teams to ensure technical accuracy and feasibility
Interpret drawings, specifications, and sequences of operation
Present technical solutions in a clear, compelling manner
Proposal Development & Closing
Prepare detailed proposals, estimates, and presentations
Clearly articulate scope, value, ROI, and system capabilities
Lead negotiations and close sales in alignment with company objectives
Market Awareness & Strategy
Stay informed on industry trends, technologies, and competitor activity
Identify emerging opportunities in energy efficiency, smart buildings, and system integration
Provide market feedback to leadership to support strategic planning
Internal Collaboration
Partner with service, operations, and project teams to ensure smooth project handoffs
Support project kickoff and maintain involvement through execution as needed
Coordinate with leadership on forecasting and pipeline management
Key Performance Indicators (KPIs)
Annual Sales Revenue & Gross Profit Growth
New Business Development (New Accounts / Bookings)
Proposal Hit Rate (%)
Sales Pipeline Health & Forecast Accuracy
Customer Retention & Account Expansion
Margin Performance vs. Target
Qualifications Required
3–7+ years of experience in BAS, HVAC controls, or related technical sales
Strong understanding of building automation systems and HVAC systems
Proven track record of meeting or exceeding sales targets
Ability to read and interpret mechanical and controls drawings
Excellent communication, negotiation, and presentation skills
Preferred
Experience with platforms such as Tridium Niagara, Distech, Johnson Controls, Siemens, or Schneider Electric
Knowledge of energy efficiency solutions and smart building technologies
Bachelor’s degree in Engineering, Business, or related field (or equivalent experience)
Core Competencies
Strategic Thinking & Business Acumen
Technical Aptitude
Relationship Building
Results‑Driven Execution
Problem Solving
Adaptability in a Growth Environment
Work Environment & Expectations
Combination of office, field, and customer site visits
Regular travel within assigned territory
Participation in industry events, networking, and client meetings
Core Values Alignment
Run Toward the Fire
– Take initiative and solve problems head‑on
Never Give Up
– Relentless pursuit of results
Held to a Higher Standard
– Deliver quality and integrity
My Word is Our Bond
– Do what we say, every time
Be Modern
– Embrace innovation and continuous improvement
Have Each Other’s Back
– Win as a team
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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The BAS Sales Representative is responsible for driving revenue growth through the development, sale, and expansion of Building Automation Systems (BAS) solutions across new and existing customers. This role focuses on identifying opportunities, developing technical solutions, and delivering value‑driven proposals that align with customer needs and ModernControls’ strategic objectives.
The ideal candidate combines strong sales acumen with technical understanding of HVAC controls, energy management systems, and building technologies, while consistently demonstrating ModernControls’ core values.
Requirements Essential Functions & Responsibilities Revenue Growth & Business Development
Identify, develop, and close BAS opportunities within assigned territory
Generate new business through prospecting, networking, and relationship development
Expand existing accounts through cross‑selling and upselling BAS solutions
Achieve or exceed assigned sales targets and revenue goals
Customer Relationship Management
Build and maintain strong relationships with building owners, contractors, engineers, and facility managers
Act as a trusted advisor by understanding customer needs and aligning solutions accordingly
Maintain consistent communication throughout the sales lifecycle
Technical Sales & Solution Development
Develop BAS system concepts and solutions tailored to customer requirements
Collaborate with engineering and operations teams to ensure technical accuracy and feasibility
Interpret drawings, specifications, and sequences of operation
Present technical solutions in a clear, compelling manner
Proposal Development & Closing
Prepare detailed proposals, estimates, and presentations
Clearly articulate scope, value, ROI, and system capabilities
Lead negotiations and close sales in alignment with company objectives
Market Awareness & Strategy
Stay informed on industry trends, technologies, and competitor activity
Identify emerging opportunities in energy efficiency, smart buildings, and system integration
Provide market feedback to leadership to support strategic planning
Internal Collaboration
Partner with service, operations, and project teams to ensure smooth project handoffs
Support project kickoff and maintain involvement through execution as needed
Coordinate with leadership on forecasting and pipeline management
Key Performance Indicators (KPIs)
Annual Sales Revenue & Gross Profit Growth
New Business Development (New Accounts / Bookings)
Proposal Hit Rate (%)
Sales Pipeline Health & Forecast Accuracy
Customer Retention & Account Expansion
Margin Performance vs. Target
Qualifications Required
3–7+ years of experience in BAS, HVAC controls, or related technical sales
Strong understanding of building automation systems and HVAC systems
Proven track record of meeting or exceeding sales targets
Ability to read and interpret mechanical and controls drawings
Excellent communication, negotiation, and presentation skills
Preferred
Experience with platforms such as Tridium Niagara, Distech, Johnson Controls, Siemens, or Schneider Electric
Knowledge of energy efficiency solutions and smart building technologies
Bachelor’s degree in Engineering, Business, or related field (or equivalent experience)
Core Competencies
Strategic Thinking & Business Acumen
Technical Aptitude
Relationship Building
Results‑Driven Execution
Problem Solving
Adaptability in a Growth Environment
Work Environment & Expectations
Combination of office, field, and customer site visits
Regular travel within assigned territory
Participation in industry events, networking, and client meetings
Core Values Alignment
Run Toward the Fire
– Take initiative and solve problems head‑on
Never Give Up
– Relentless pursuit of results
Held to a Higher Standard
– Deliver quality and integrity
My Word is Our Bond
– Do what we say, every time
Be Modern
– Embrace innovation and continuous improvement
Have Each Other’s Back
– Win as a team
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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