Hybrid Sales Representative

The Hybrid Sales Representative is responsible for driving service sales growth through the promotion and sale of retrofit projects, system modifications, Life & Maintenance (L&M) services, and Planned Service Agreements (PSAs) to medium and large-sized customers. The role combines proactive business development with account management responsibilities, ensuring customer retention, expansion, and long-term partnership development.
The successful candidate will work closely with customers to understand operational and business challenges, identify opportunities, and recommend technically complex service solutions. This role requires building strong relationships with key stakeholders, typically at the Director level, while managing a substantial sales quota and contributing directly to business growth objectives.
Key Responsibilities
Develop and maintain relationships with existing and prospective customers across the assigned territory.
Drive sales of retrofits, equipment upgrades, modernization projects, system modifications, L&M services, and Planned Service Agreements (PSAs).
Identify customer needs through consultative discussions and recommend appropriate service solutions.
Manage and grow a portfolio of medium to large-sized customer accounts.
Build relationships with decision-makers and influencers, including Directors and senior operational leaders.
Prepare, present, and negotiate technical and commercial proposals.
Manage pricing and profitability within established business guidelines and margin requirements.
Achieve or exceed assigned sales targets, revenue objectives, and strategic growth goals.
Develop and execute territory and account plans to maximize sales opportunities.
Collaborate with service, operations, engineering, and project delivery teams to ensure successful customer outcomes.
Maintain an accurate sales pipeline, forecasts, and customer records within CRM systems.
Monitor market trends, competitor activity, and customer business developments to identify new opportunities.
Support contract renewals and customer retention initiatives while ensuring high levels of customer satisfaction.
Required Qualifications
Bachelor's degree or equivalent experience in Business, Engineering, Technical Studies, or a related field.
Experience in B2B sales, account management, or technical solution selling.
Proven track record of achieving sales quotas and revenue targets.
Strong customer relationship management and negotiation skills.
Ability to explain technical solutions and communicate value to non-technical stakeholders.
Excellent communication, presentation, and interpersonal skills.
Strong organizational skills and ability to manage multiple priorities.
Proficiency with CRM systems and Microsoft Office applications.
Valid driver's license and willingness to travel within the assigned territory.
Preferred Qualifications
Experience in service sales, HVAC, building technologies, fire protection, security systems, industrial solutions, or related industries.
Knowledge of maintenance agreements, service contracts, and modernization projects.
Experience engaging with executive and director-level customer stakeholders.
Experience working in a matrix or multinational organization.
Key Competencies
Consultative Selling
Business Development
Account Management
Territory Management
Commercial Negotiation
Customer Relationship Building
Technical Solution Selling
Results Orientation
Strategic Thinking
Collaboration and Teamwork
Success Measures
Achievement of sales quota and revenue targets.
Growth of service contract and PSA portfolio.
Customer retention and account expansion.
Pipeline strength and forecast accuracy.
Margin performance and profitability.
Customer satisfaction and relationship development.