Solutions Sales Representative

SUMMARY:
A leading organisation within the HVAC and building technologies sector is seeking an ambitious and technically strong Digital Solutions & HVAC Retrofit Sales Representative to join its Johannesburg sales team.
This is a hybrid hunter-sales and technical solutions role focused on driving revenue through HVAC retrofit projects, energy-efficiency solutions and digital energy-management technologies.
The successful candidate will identify opportunities, engage with key decision-makers, conduct technical assessments, develop energy-saving solutions and convert opportunities into commercially successful projects.
You will work closely with consulting engineers, mechanical contractors, facility managers, building owners, OEMs and other stakeholders to demonstrate how modern HVAC technologies and digital optimisation can improve energy efficiency, system performance and operational visibility.

POSITION INFO:
A leading organisation within the HVAC and building technologies sector is seeking an ambitious and technically strong Digital Solutions & HVAC Retrofit Sales Representative to join its Johannesburg sales team.
This is a hybrid hunter-sales and technical solutions role focused on driving revenue through HVAC retrofit projects, energy-efficiency solutions and digital energy-management technologies.
The successful candidate will identify opportunities, engage with key decision-makers, conduct technical assessments, develop energy-saving solutions and convert opportunities into commercially successful projects.
You will work closely with consulting engineers, mechanical contractors, facility managers, building owners, OEMs and other stakeholders to demonstrate how modern HVAC technologies and digital optimisation can improve energy efficiency, system performance and operational visibility.

KEY RESPONSIBILITIES

Technical Sales & Solution Development

• Identify customer requirements and develop optimised HVAC retrofit and digital energy-management solutions.
• Conduct site surveys and technical assessments to identify energy-saving and system-performance opportunities.
• Recommend high-efficiency HVAC technologies, including fans, motors, variable speed drives, controls and digital optimisation systems.
• Prepare technical and commercial proposals demonstrating energy savings, operational benefits and lifecycle cost advantages.
• Collaborate with engineering and operations teams to develop technically sound and commercially competitive solutions.
• Interpret technical drawings, specifications and HVAC system layouts where required.

Digital Solutions & Energy Savings

• Conduct energy baseline assessments using digital monitoring tools and platforms.
• Develop energy-saving calculations, ROI analyses and total cost-of-ownership evaluations.
• Demonstrate digital platforms providing HVAC system visibility, fault detection, performance monitoring and optimisation.
• Position digital solutions as part of broader HVAC modernisation and energy-efficiency strategies.
• Support customers in achieving their energy-management, sustainability and operational-efficiency objectives.
• Assist customers in understanding the measurable financial and operational benefits of digital HVAC optimisation.

HVAC Retrofit Business Development

• Identify and develop retrofit opportunities across:
  • Commercial buildings
  • Industrial facilities
  • Healthcare
  • Education
  • Hospitality
  • Retail
  • Data centres
• Proactively pursue HVAC replacement, upgrade and modernisation projects.
• Develop account plans and targeted sales strategies aligned with customer requirements.
• Build and maintain a strong pipeline of retrofit and digital solution opportunities.
• Identify specific sales opportunities and implement targeted approaches to convert them into projects.
• Develop new business while expanding relationships with existing customers.

Customer Relationship Management

• Build strong relationships with consulting engineers, property owners, facility managers, contractors, OEMs and key decision-makers.
• Conduct customer visits, technical presentations and product demonstrations.
• Establish and maintain relationships with both existing and prospective customers.
• Act as a trusted technical advisor, providing energy-efficiency recommendations and solution guidance.
• Maintain high levels of customer engagement and satisfaction throughout the sales cycle.

Regional Market Development

• Support business-development initiatives across South Africa and selected regional markets where required.
• Monitor HVAC, building-technology and energy-efficiency market trends.
• Track competitor activities and emerging technologies.
• Identify opportunities generated by energy efficiency, decarbonisation and sustainability initiatives.
• Provide market intelligence and customer feedback to support business planning and product development.

Customer Onboarding & Technical Support

• Support project implementation and commissioning activities where required.
• Assist customers with the adoption and effective utilisation of digital platforms and optimisation tools.
• Coordinate customer training relating to HVAC monitoring, energy management and operational best practices.
• Work closely with internal engineering, operations and project teams to ensure smooth implementation.
• Ensure quotations, proposals and customer deliverables are accurate, commercially competitive and submitted on time.

Sales Reporting & Administration

• Maintain accurate opportunity records and sales forecasts within CRM systems.
• Track project progress and sales activity.
• Maintain an up-to-date sales pipeline.
• Prepare monthly reports covering sales performance, pipeline development and market activity.
• Provide relevant market and customer feedback to management.

MINIMUM REQUIREMENTS

• Diploma or Degree in Mechanical Engineering, Electrical Engineering, Building Services Engineering, Energy Engineering or a related technical discipline.
• 3–5 years' experience in HVAC sales, energy-efficiency solutions, building technologies, digital solutions or HVAC retrofit projects.
• Proven experience developing and closing technical sales opportunities.
• Experience engaging with consulting engineers, mechanical contractors, OEMs, facility managers and building owners.
• Valid driver's licence.
• Willingness to travel as required.

TECHNICAL EXPERIENCE

• HVAC systems
• Fans and ventilation systems
• Air handling units
• Motors
• Variable Speed Drives (VSDs)
• HVAC controls
• Building Management Systems (BMS)
• Building Automation Systems (BAS)
• Digital monitoring and IoT platforms
• Energy audits
• Energy-saving calculations
• Building-performance assessments
• HVAC retrofit applications
• Energy-efficiency technologies
• Building optimisation

KEY SALES & COMMERCIAL SKILLS

• Consultative selling
• New business development
• Solution selling
• Account management
• Pipeline development
• Negotiation and closing
• Technical presentations
• Commercial proposal development
• Customer relationship management
• Influencing and stakeholder engagement
• Commercial awareness
• Strong business-development capability

PERSONAL ATTRIBUTES

• Self-motivated and entrepreneurial.
• Comfortable operating as a hunter and generating new business.
• Commercially driven and target-oriented.
• Technically credible when engaging with engineering and technical stakeholders.
• Analytical and capable of demonstrating financial and energy-saving benefits.
• Confident presenting solutions to senior decision-makers.
• Strong in negotiation and influencing.
• Organised and capable of managing multiple opportunities simultaneously.
• Customer-focused with strong relationship-building abilities.
• Comfortable working independently while collaborating with internal technical teams.
• Passionate about energy efficiency, digitalisation and sustainable building technologies.

WHAT MAKES THIS ROLE DIFFERENT?