Career Spotlight: HVAC Sales Representative

Thinking about your career path in the HVAC & Refrigeration industry? Working as a technician is a lucrative, interesting and rewarding career. But where can you go from there? After a couple of decades in the field, you may be ready for a new challenge that isn’t so physically demanding. Becoming an HVAC sales representative can be a rewarding next step.

Here’s what you need to know.

What is an HVAC sales representative and how much do they earn?

An HVAC sales representative’s primary responsibility is to work with prospective customers (commercial, residential or both) to sell HVAC systems and service contracts. However, there’s a bit more to it than just visiting customers and creating proposals. 

Sales reps are also expected to do the following:

• Be knowledgeable about equipment and developments in the industry 
• Generate new sales leads
• Generate more business from existing customers
• Build long-term relationships with customers 
• Inspect existing equipment and the customer’s space
• Recommend the right equipment for the customer’s needs
• Work with engineers to design systems
• Work with technicians to create proposals for recommended repair or replacement work
• Deliver compelling sales presentations
• Create contracts and negotiate deals that are profitable for the company

HVAC sales reps generally work full time, usually in the office. But you may be able to do some work at home. And of course you’ll spend quite a bit of time traveling to visit customers.

In the NYC area, an HVAC sales representative earns between $80K to $300K per year, depending upon their expertise and the equipment they are selling. At least a portion of that compensation may be sales commissions. 

Skills & experience needed to become an HVAC sales representative

Becoming an HVAC sales rep doesn’t require a college degree or any formal education. However, employers are looking for these skills:

• Industry expertise (that’s why your experience as a technician is valuable!)
• Understanding of blueprints and construction
• Some sales experience, ideally construction-related
• Problem-solving skills
• Attention to detail
• Excellent communication skills, both verbal and written
• Good interpersonal skills and the ability to present well to customers

Learn more about careers in HVAC & Refrigeration

Check out our Career Spotlights to learn more about career paths in the HVACR industry. And sign up for our newsletter below for monthly tips to help you build a successful career.

HVACR Career Connect NY was created to promote the exceptional quality-of-life benefits of a career in HVAC and Refrigeration service, and also to provide a clear path for getting started in the profession. In doing so, we serve as a resource for employers in the New York City metro area to find and hire smart and capable new technicians. We also serve as an educational resource to support business growth and to help service technicians succeed in their chosen profession.