POSITION SUMMARY
The Commercial Service Maintenance Sales Representative is responsible for developing new business opportunities and generating recurring revenue through the sale of preventive maintenance agreements for commercial mechanical systems. This role focuses on prospecting, relationship development, territory growth, and closing new maintenance agreements while serving as a trusted advisor to customers.
The ideal candidate is a self-motivated, goal-oriented sales professional who enjoys building relationships, creating opportunities, and delivering value to customers. Success in this role requires strong prospecting skills, effective communication, disciplined follow-through, and the ability to manage a sales pipeline from initial contact through contract execution.
This is a highly proactive sales role that requires consistent daily prospecting activities, including cold calling, drop-ins, networking, referrals, and business development efforts. Candidates should be comfortable initiating conversations with new prospects, overcoming objections, and building opportunities through persistent outreach and follow-up.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Business Development & Prospecting:
- Develop new business opportunities through cold calling, networking, referrals, drop-ins, industry events, and other sales activities.
- Identify, qualify, and pursue commercial customers with preventive maintenance needs.
- Establish relationships with facility managers, property managers, business owners, and key decision-makers.
- Conduct site visits and customer assessments to identify opportunities and provide solutions.
- Build and maintain a healthy sales pipeline to support territory growth goals.
- Consistently achieve activity, proposal, and sales objectives established by management.
- Maintain a disciplined prospecting schedule to ensure a continuous flow of new opportunities.
Sales Process Management:
- Manage the entire sales cycle from prospecting through contract execution.
- Prepare and present maintenance agreement proposals and service solutions.
- Conduct customer follow-up activities to advance opportunities through the sales process.
- Maintain accurate opportunity tracking and pipeline management within the company CRM.
- Collaborate with operations teams to ensure smooth customer onboarding and service delivery.
- Identify opportunities outside the scope of maintenance agreements and coordinate the appropriate handoff to the responsible department.
- Maintain accurate records of customer interactions, proposals, sales activity, and opportunities.
Customer Relationship Management:
- Develop long-term relationships built on trust, responsiveness, and value.
- Serve as the primary point of contact for prospective customers throughout the sales process.
- Maintain regular communication with customers to strengthen relationships and identify future opportunities.
- Ensure customer expectations are clearly communicated and aligned with service delivery capabilities.
- Deliver exceptional customer service and professionalism at all times.
Territory Management:
- Develop and execute a strategic territory growth plan.
- Maintain visibility within assigned markets through regular customer visits and networking activities.
- Monitor market conditions, competitor activity, and industry trends to identify opportunities for growth.
- Participate in trade associations, community events, and professional organizations to expand business relationships.
Professional Development:
- Participate in company training, coaching, and professional development opportunities.
- Continuously improve sales skills, product knowledge, and industry understanding.
- Remain current on commercial building systems, maintenance best practices, and industry trends.
- Demonstrate a commitment to personal growth, accountability, and continuous improvement.
SALES SUCCESS PROFILE:
Successful candidates for this role typically:
- Enjoy meeting new people and building relationships.
- Are comfortable making cold calls and conducting in-person prospecting visits daily.
- Thrive in a goal-oriented environment with measurable expectations.
- Take initiative and do not wait for opportunities to come to them.
- Remain persistent and positive when facing challenges or rejection.
- Are highly organized and disciplined in managing follow-up activities and sales pipelines.
- Take ownership of their results and are motivated by personal and professional growth.
- Enjoy working in the field and interacting with customers face-to-face.
- Understand that sales success is driven by consistent prospecting activity and follow-up.
REQUIRED SKILLS AND ABILITIES
- Strong business-to-business sales and relationship-building skills.
- Proven ability to generate leads, prospect new customers, and close sales opportunities.
- Comfortable performing high-volume daily prospecting activities, including cold calling, customer visits, networking, and lead generation.
- Demonstrated ability to initiate conversations with prospective customers and build new business relationships from the ground up.
- Resilient and persistent with the ability to handle rejection and maintain a positive attitude while pursuing new opportunities.
- Excellent verbal, written, and presentation communication skills.
- Strong organizational and time management abilities.
- Self-motivated with the ability to work independently and manage priorities effectively.
- Proficient with CRM systems, Microsoft Office, and sales tracking tools.
- Ability to build credibility and trust with customers and internal teams.
- Strong problem-solving and conflict-resolution skills.
- Professional appearance and customer-focused attitude.
- Ability to adapt to changing priorities and customer needs.
- Strong attention to detail and follow-through.
- Ability to work collaboratively with sales, service, and operations teams.
- Valid driver's license with an acceptable driving record.
PERFORMANCE EXPECTATIONS
This position is expected to maintain consistent sales activity and pipeline development through:
- Daily prospecting and business development activities.
- Regular customer visits, networking, and relationship-building efforts.
- Timely CRM documentation and opportunity management.
- Consistent proposal follow-up and sales pipeline advancement.
- Achievement of sales activity goals established by management.
- Professional representation of Lawson SSP Group in all customer interactions.
- Active participation in sales meetings, training programs, and coaching sessions
This position is primarily a business development role, and successful candidates should expect to spend a significant portion of each day prospecting, networking, conducting customer visits, and generating new sales opportunities.
PHYSICAL REQUIREMENTS:
- Ability to travel throughout assigned territory on a regular basis.
- Ability to walk job sites, mechanical rooms, rooftops, and commercial facilities.
- Ability to climb ladders and access equipment for site assessments.
- Ability to lift and carry materials or equipment weighing up to 40 pounds.
- Ability to work in various indoor and outdoor environments and weather conditions.
- Frequent driving to customer locations and business meetings.
EDUCATION AND EXPERIENCE
Education:
- Associate degree, bachelor's degree, trade school certification, or equivalent combination of education and experience preferred.
Experience:
- Minimum two (2) years of business-to-business sales experience preferred.
- Proven success in prospecting, lead generation, and closing sales opportunities.
- Experience in commercial services, facilities management, construction, mechanical contracting, industrial services, property management, or related industries is beneficial but not required.
- Experience using CRM software and managing a sales pipeline preferred.
- Technical knowledge of mechanical systems, HVAC, plumbing, construction, facility operations, or related services is helpful but can be developed through training.
WHY JOIN LAWSON SSP GROUP?
At Lawson SSP Group, we believe our people are our greatest asset. As a family-oriented organization, we are committed to creating an environment where employees can grow professionally, contribute meaningfully, and build long-term careers. Through teamwork, accountability, continuous improvement, and a commitment to excellence, we strive to provide opportunities that support both personal and professional success.
We are not looking for someone to simply fill a position. We are looking for someone who wants to build a career and make an impact.
As part of our team, you'll have the opportunity to:
- Develop professionally through ongoing training, coaching, and mentorship.
- Build strong relationships with customers and become a trusted advisor within your territory.
- Work in an environment where initiative, effort, and results are recognized and rewarded.
- Collaborate with operations, service, and leadership teams that are committed to your success.
- Contribute to a growing organization with opportunities for advancement and leadership development.
- Enjoy unlimited growth potential for individuals who consistently generate new business, build customer relationships, and contribute to the success of the organization.
- Be part of a company that values integrity, accountability, customer service, and doing the right thing.
WHAT WE OFFER:
- Competitive base salary plus incentives.
- Vehicle allowance, gas card and business expense reimbursement.
- Medical, dental, vision, and life insurance benefits.
- 401(k) with company participation.
- Paid time off and paid holidays.
- Ongoing training, coaching, and professional development.
- Career advancement opportunities within a growing organization.
- A supportive, team-oriented culture that values hard work, accountability, and personal growth.
Salary: Based on qualifications and experience. The starting pay range is $75,000-$95,000. This position is exempt.
EQUAL EMPLOYMENT OPPORTUNITY:
Lawson SSP Group is an Equal Opportunity Employer and is committed to creating an inclusive workplace where all employees are treated with dignity and respect. Employment decisions are based on qualifications, merit, and business needs.
Job Type: Full-time
Pay: $75,000.00 - $95,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Flexible schedule
- Health insurance
- Paid time off
- Vision insurance
Ability to Commute:
- Sacramento, CA 95827 (Required)
Ability to Relocate:
- Sacramento, CA 95827: Relocate before starting work (Preferred)
Work Location: In person
