About Big Horn Heating & Cooling

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 Sales & Project Manager is responsible for generating HVAC replacement and installation opportunities, developing customer relationships, preparing proposals, closing sales, and managing projects from the initial sale through successful completion.

This position combines HVAC sales, project management, customer service, and operational coordination. The Sales & Project Manager works closely with customers, technicians, installers, vendors, dispatch, and company leadership to ensure projects are properly sold, scheduled, communicated, and completed on time and within budget.

The ideal candidate is a motivated sales professional with strong HVAC knowledge, excellent communication skills, strong organizational abilities, and the ability to manage multiple projects while delivering an exceptional customer experience.

Compensation

Base Salary: $50,000.00 – $55,000.00 annually, based on experience and qualifications.

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

Commission may be based on factors such as:

• Sales revenue
• Gross profit
• Project profitability
• Collected revenue
• Completed projects
• Individual sales performance
• Department or company performance

Additional Compensation Opportunities:

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

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

Essential Responsibilities

Sales & Business Development

• Generate new HVAC replacement, installation, and upgrade opportunities.
• Respond to leads generated through service calls, maintenance agreements, marketing, referrals, and other sources.
• Meet with residential and/or commercial customers to evaluate HVAC needs.
• Conduct in-home or on-site consultations and assess existing HVAC systems.
• Identify customer needs and recommend appropriate HVAC solutions.
• Present repair, replacement, equipment upgrade, indoor air quality, comfort, and efficiency options.
• Prepare accurate estimates, proposals, and scopes of work.
• Clearly explain equipment options, pricing, warranties, financing, and project expectations.
• Follow up consistently with prospects and open proposals.
• Negotiate and close sales while protecting company profitability.
• Maintain accurate sales activity and customer information in the CRM.
• Develop long-term relationships with customers, builders, property managers, and other business partners.

Project Management

Once a project is sold, the Sales & Project Manager is responsible for coordinating the project through completion.

• Conduct a thorough handoff from sales to operations and installation teams.
• Ensure project scope, equipment selections, pricing, labor requirements, and customer expectations are clearly communicated.
• Coordinate project scheduling with dispatch and installation personnel.
• Confirm equipment, materials, permits, and other required resources are available.
• Monitor project progress from start to finish.
• Communicate project timelines and updates to customers.
• Coordinate with technicians, installers, subcontractors, vendors, and suppliers.
• Identify and address project delays, material shortages, scheduling conflicts, or other issues.
• Conduct job-site visits as needed to verify progress and quality.
• Review completed work to ensure the project meets company and customer expectations.
• Coordinate punch-list items and final corrections.
• Ensure projects are properly closed out and documented.
• Assist with final invoicing and collection of outstanding balances when needed.

Customer Experience

• Serve as the primary point of contact for customers throughout the sales and project process.
• Establish realistic expectations regarding timelines, costs, equipment, and project requirements.
• Maintain regular communication with customers.
• Address customer questions and concerns promptly and professionally.
• Resolve project issues in coordination with management and field personnel.
• Follow up after project completion to ensure customer satisfaction.
• Identify opportunities for future maintenance, service, replacement, and referral business.

Estimating & Proposal Development

• Prepare accurate estimates based on equipment, labor, materials, permits, subcontractors, and other project costs.
• Ensure proposals accurately reflect the intended scope of work.
• Review job requirements and identify potential project risks before contracts are finalized.
• Maintain appropriate gross profit margins.
• Ensure change orders are properly documented and approved.
• Avoid unauthorized work or scope changes that negatively impact project profitability.

Coordination & Communication

• Coordinate effectively with:
• • General Manager
  • Service Manager
  • Installers and technicians
  • Dispatch
  • Office and accounting personnel
  • Shop  personnel
  • Equipment and material suppliers
  • Subcontractors
  • Customers
• Participate in sales and operations meetings.
• Provide management with regular updates on sales pipeline, sold projects, project status, and anticipated revenue.
• Communicate changes in project scope or scheduling immediately.

Sales Performance Expectations

The Sales & Project Manager will be expected to meet established company performance goals, which may include:

• Monthly and annual sales revenue.
• Closing/conversion rate.
• Average project size.
• Gross profit margin.
• Number of proposals presented.
• Number of projects sold.
• Sales follow-up activity.
• Customer satisfaction.
• Project completion timelines.
• Low callback and warranty rates.
• Accurate project documentation.
• Collection of project balances.

Qualifications

Required

• 3+ years of HVAC industry experience, sales experience, project management experience, or a combination of relevant experience.
• Strong understanding of residential and/or commercial HVAC systems.
• Proven ability to communicate effectively with customers.
• Strong sales, negotiation, and closing skills.
• Excellent organizational and project-management abilities.
• Ability to manage multiple projects simultaneously.
• Strong attention to detail.
• Ability to understand estimates, proposals, equipment specifications, and project scopes.
• Valid driver's license and acceptable driving record.
• Ability to pass applicable background and employment screening requirements.

Preferred

• Previous HVAC comfort advisor, sales, estimator, project manager, lead technician, or service management experience.
• HVAC technical training or trade-school education.
• EPA 608 certification.
• NATE certification.
• Experience with HVAC replacement and installation sales.
• Experience with financing options and customer payment programs.
• Experience with CRM, estimating, dispatch, and project-management software.
• Experience managing residential and/or commercial construction projects.

Knowledge, Skills & Abilities

• Strong sales and closing ability.
• Excellent customer-service skills.
• Strong verbal and written communication.
• Excellent time management and organization.
• Strong problem-solving and decision-making abilities.
• Ability to read and understand HVAC equipment specifications and proposals.
• Ability to understand project costs and gross profit.
• Ability to negotiate while maintaining company profitability.
• Ability to build trust and rapport with customers.
• Ability to work independently and manage a high-volume workload.
• Strong computer and CRM skills.
• Professional appearance and demeanor.
• Ability to work collaboratively with field and office teams.

Physical Requirements

• Ability to sit, stand, walk, bend, stoop, and move throughout office and job-site environments.
• Ability to access attics, crawl spaces, mechanical rooms, rooftops, and other HVAC work areas as needed.
• 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 operates between an office environment, customer homes and businesses, construction sites, HVAC job sites, supplier locations, and company facilities.

The Sales & Project Manager may be required to work evenings or weekends based on customer needs, project schedules, sales appointments, or business requirements.

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).
• Company-provided phone and tablet.
• Company vehicle or vehicle allowance, as applicable.
• Training and professional development opportunities.
• Additional benefits according to company policy.

Performance & Accountability

The Sales & Project Manager is expected to:

• Consistently meet established sales goals.
• Maintain healthy project gross margins.
• Provide accurate estimates and proposals.
• Maintain consistent follow-up with customers and prospects.
• Keep CRM and project records current and accurate.
• Maintain clear communication with customers and internal teams.
• Manage projects according to approved scope and budget.
• Protect company profitability.
• Deliver a high-quality customer experience.
• Maintain professional standards and represent the company positively in the community..

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.