Big Horn Heating and Cooling has been serving Mountain West families and businesses for over 20 years!

With shops in Billings, Cody, Worland, and Jackson, we are the leading provider of HVAC maintenance, service, and installation for residential and commercial customers in Idaho, Montana, and Wyoming. We are looking for top-tier talent to join our team and bring our excellent level of customer service to the community.

We invest in our employees' career development, covering their Journeyman licensing and training/continuing education. We promote our career development philosophy of "learn more, earn more" to all of our coworkers.

We offer an outstanding company culture, a 401(k) program w/ company match, health insurance, PTO, and competitive compensation with SPIFFS.

Position Summary

The HVAC Sales Representative / Comfort Advisor is responsible for generating and closing residential and/or commercial HVAC replacement, installation, and upgrade opportunities. This position focuses exclusively on the sales process—from responding to qualified leads and conducting customer consultations to presenting solutions, preparing proposals, negotiating, and closing sales.

The ideal candidate is a motivated, results-driven sales professional who can build trust with customers, identify their HVAC needs, present compelling solutions, and consistently achieve sales and revenue goals.

Compensation

Base Salary: $70,000 – $80,000 annually, based on experience and qualifications.

Commission: Eligible for commission on qualifying HVAC sales in accordance with the company's current commission plan.

Commission may be based on factors such as:

• Sales revenue
• Gross profit
• Individual sales performance
• Closing/conversion rate
• Collected revenue
• Sales volume

Additional Compensation Opportunities

• Performance bonuses
• Sales incentives
• Maintenance agreement incentives
• Manufacturer or company sales programs
• Other company-approved sales incentives

Specific commission percentages, eligibility requirements, payment timing, and commission calculations will be outlined in a separate compensation plan.

Essential Responsibilities

Sales & Lead Generation

• Respond promptly to assigned sales leads generated through service calls, maintenance agreements, marketing, referrals, and other sources.
• Generate additional sales opportunities through referrals, follow-up, networking, and relationship development.
• Meet with residential and/or commercial customers to evaluate HVAC needs.
• Conduct professional in-home and/or on-site sales consultations.
• Inspect existing HVAC systems and identify replacement, upgrade, comfort, efficiency, and indoor air quality opportunities.
• Identify customer needs, concerns, priorities, and budget considerations.
• Recommend HVAC solutions that appropriately address the customer's needs.
• Present equipment replacement, system upgrade, indoor air quality, comfort, efficiency, and maintenance options.
• Clearly explain equipment features, benefits, warranties, financing options, pricing, and available solutions.
• Build customer confidence through knowledgeable and consultative selling.

Sales Presentations & Closing

• Prepare accurate sales estimates and proposals.
• Present proposals professionally and confidently.
• Communicate the value and benefits of recommended solutions.
• Overcome customer objections and address concerns.
• Negotiate within company guidelines while protecting company profitability.
• Ask for the sale and effectively close opportunities.
• Follow up consistently with prospects and open proposals.
• Maintain an organized sales pipeline.
• Develop strategies to improve closing and conversion rates.
• Maintain consistent contact with prospects until the opportunity is won or lost.
• Document sales activity, customer information, proposals, and follow-up activities in the CRM.

Customer Relationship Development

• Establish strong relationships with homeowners, business owners, property managers, builders, and other customers.
• Provide a professional and consultative customer experience.
• Act as a trusted HVAC advisor throughout the sales process.
• Educate customers on available HVAC solutions without using high-pressure sales tactics.
• Maintain professional communication before and after the sale.
• Follow up with customers to encourage referrals and future business.
• Identify opportunities for additional services, replacements, maintenance agreements, and system upgrades.

Sales Pipeline Management

• Maintain an accurate and active sales pipeline.
• Track leads, appointments, proposals, follow-ups, and closed opportunities in the CRM.
• Prioritize high-value and time-sensitive opportunities.
• Maintain timely follow-up on all sales leads.
• Monitor individual sales performance against established goals.
• Provide management with accurate sales forecasts and pipeline updates.
• Identify stalled opportunities and develop follow-up strategies to move them forward.
• Maintain accurate sales documentation.

Sales & Revenue Performance

The HVAC Sales Representative will be expected to consistently achieve established sales goals, which may include:

• Monthly sales revenue
• Annual sales revenue
• Closing/conversion rate
• Gross profit margin
• Average sales ticket
• Number of sales appointments
• Number of proposals presented
• Number of systems sold
• Sales follow-up activity
• Maintenance agreement sales
• Financing utilization
• Customer referrals
• Customer satisfaction
• Lead response and appointment conversion

Qualifications

Required

• 3+ years of HVAC industry experience, sales experience, or a combination of relevant experience.
• Proven sales and closing ability.
• Strong understanding of residential and/or commercial HVAC systems.
• Excellent customer communication skills.
• Strong negotiation and presentation skills.
• Ability to build trust and establish rapport quickly.
• Strong organizational and time-management skills.
• Ability to manage a high-volume sales pipeline.
• Ability to work independently and meet performance goals.
• Strong computer and CRM skills.
• Valid driver's license and acceptable driving record.
• Ability to pass applicable background and employment screening requirements.

Preferred

• Previous HVAC Comfort Advisor or HVAC Sales experience.
• HVAC replacement and installation sales experience.
• Experience selling residential HVAC systems.
• HVAC technical training or trade-school education.
• EPA 608 certification.
• NATE certification.
• Experience with HVAC financing programs.
• Experience using CRM and estimating software.
• Proven history of meeting or exceeding sales quotas.

Knowledge, Skills & Abilities

• Strong sales and closing ability.
• Consultative selling skills.
• Excellent verbal and written communication.
• Strong presentation skills.
• Ability to identify customer needs and recommend appropriate solutions.
• Strong negotiation and objection-handling skills.
• Ability to explain technical information in an easy-to-understand manner.
• Strong relationship-building skills.
• Excellent follow-up and pipeline management.
• Goal-oriented and self-motivated.
• Strong time management and organization.
• Ability to work independently.
• Professional appearance and demeanor.
• Strong customer-service mindset.
• Ability to maintain accurate CRM records.
• Ability to protect company pricing and profitability.

Physical Requirements

• Ability to sit, stand, walk, bend, stoop, and move throughout customer and job-site environments.
• Ability to access attics, crawl spaces, mechanical rooms, rooftops, and other HVAC areas as needed to evaluate systems.
• Ability to occasionally lift and carry up to 50 pounds.
• Ability to work in varying temperatures and environmental conditions.
• Ability to safely operate a company vehicle.

Work Environment

This position primarily operates in customer homes and businesses, with additional time spent at company facilities and other locations as required for sales activities.

The Sales Representative may be required to work evenings or weekends based on customer appointment availability and business needs.

Company Vehicle & Equipment

As applicable, the company may provide:

• Company vehicle or vehicle allowance
• Company cell phone
• Company tablet or laptop
• Company email and CRM access
• Sales and estimating tools
• Other equipment necessary to perform the position

Use of company vehicles and equipment is subject to company policies.

Benefits

Eligible employees may receive:

• Competitive base salary
• Commission opportunities
• Performance bonuses
• Health benefits at a discounted employee rate
• 401(k) and Roth 401(k) retirement plans with company match up to 4%
• Paid Time Off (PTO)

Performance & Accountability

The HVAC Sales Representative is accountable for:

• Meeting or exceeding established sales goals.
• Consistently generating and closing sales opportunities.
• Maintaining healthy gross profit margins.
• Providing accurate estimates and proposals.
• Maintaining timely and consistent customer follow-up.
• Keeping CRM records current and accurate.
• Providing a professional customer experience.
• Building a strong referral and repeat-customer pipeline.
• Maintaining high ethical and professional sales standards.
• Representing the company positively in the community.

This position is a sales-focused role. Responsibility for project scheduling, installation management, project execution, job-site supervision, project budgeting, and operational coordination remains with the appropriate operations and installation teams.

Equal Employment Opportunity Statement

The Company is an equal opportunity employer and does not discriminate based on race, color, religion, sex, national origin, age, disability, genetic information, or any other protected status.

Disclaimer

This job description is not intended to be all-inclusive. The employee may be required to perform other related duties as assigned to meet the ongoing needs of the organization.