BAS Sales Representative at MODERN CONTROLS INC – New Castle, Delaware

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.