Required Skills & Experience
Must-Haves:
3–5+ years of strong consultative/solution-based outside sales experience preferred Experience selling solutions, not transactional/product-only sales Mechanical, construction, HVAC/climate control, equipment rental, or closely related industry knowledge Proven quota-based sales experience with measurable budgets/revenue expectations Strong hunter mentality with demonstrated territory/account growth Ability to strategically manage both established accounts and new opportunities Experience navigating longer, complex sales cycles and large projects Strong relationship-building skills with both internal and external stakeholders Excellent presentation, networking, negotiation, and communication skills Comfortable working with decision-makers at project, office, and corporate levels Ability to manage pipeline/accounts through CRM Willing and able to travel extensively, including overnight travel Must be highly social and comfortable attending networking events Bachelor’s degree OR equivalent relevant industry experience
Nice to Have Skills & Experience
Climate Control / Power & HVAC experience (HEAVY PLUS) Equipment rental industry background (HEAVY PLUS) Experience selling into data centers, government buildings, high-rises, mega projects, or major construction projects Existing contractor/general building relationships in the DC/Baltimore market Salesforce/CRM experience Experience delivering capabilities/value-based presentations Strategic pricing, proposal, and agreement negotiation experience
Job Description
Insight Global is seeking a Regional Strategic Customer Rep – Climate Control for a top equipment rental and specialty solutions client in the DC/Baltimore market. This individual will own and grow a strategic portfolio of major construction and contractor accounts, targeting large-scale projects such as data centers, government facilities, high-rises, and other mega projects. The ideal candidate is a dynamic, highly relational seller who understands how to uncover customer challenges and build customized mechanical/HVAC solutions rather than relying on transactional product sales. This role offers an established project pipeline, strong internal lead generation, significant time in the field, a company vehicle, and compelling long-term earnings potential for someone who can strategically grow the territory. Day-to-Day: Own a strategic book of business focused on large, high-profile projects throughout the region Spend roughly 4 days per week in the field visiting projects, customer offices, and key decision-makers Dedicate approximately 1 day per week to proposals, pipeline management, CRM, pricing, and administrative work Work through an established list of approximately 100 jobs/projects while identifying additional strategic opportunities Sell Climate Control and Power & HVAC solutions into large-scale construction and specialty contractor accounts Build long-term relationships with key stakeholders across customer organizations Manage a mix of existing accounts and new business development with minimal traditional cold calling Partner with other lines of business and strategic sellers to generate and pursue leads Develop and deliver value-driven presentations around heating, cooling, drying, and indoor air quality solutions Maintain mega-project lists, account plans, quote pipelines, and CRM activity Develop strategic pricing and negotiate proposals, rental agreements, and customer solutions Collaborate with National Strategic Customer Managers and regional leadership Support field sales teams with current project and contact information Monitor quarterly revenue goals and participate in quarterly business reviews Assist with accounts receivable/customer issue resolution when needed Travel throughout the assigned territory using a company-provided vehicle