BUILDING PERFORMANCE BUSINESS DEVELOPMENT REPRESENATATIVE

Primary Function:

Pacific Rim Mechanical is seeking a highly motivated and consultative Energy Services Business Development Manager to lead the growth of energy benchmarking and building performance services throughout Southern California.

The Building Performance representative has the primary role of developing and selling energy benchmarking projects, annual benchmarking service contracts, and building performance assessments while identifying opportunities for HVAC retrofit, controls, and energy-efficiency projects.

The position combines energy management knowledge, consultative sales skills, and commercial HVAC experience to help customers improve building performance, support compliance needs, and evaluate capital improvements. The role will help establish recurring service revenue while generating qualified retrofit opportunities for Pacific Rim Mechanical’s Service, Controls, and Project teams.

Typical Duties:

•Prospects and develops new energy benchmarking customers throughout California.

•Sells project-based energy benchmarking services and recurring annual benchmarking service agreements.

•Promotes ENERGY STAR Portfolio Manager setup, utility data management, reporting, and ongoing support services.

•Educates building owners and facility teams on applicable benchmarking requirements and reporting responsibilities.

•Conducts customer presentations focused on compliance, energy performance, and the value of annual benchmarking services.

•Manages contract renewals, customer retention, and expansion of multi-building benchmarking portfolios.

•Reviews utility usage, benchmarking results, and building performance data with internal technical resources.

•Identifies buildings with low performance scores, abnormal energy use, and potential operational improvements.

•Coordinates energy performance reviews with owners, property managers, facility leaders, and executive stakeholders.

•Identifies HVAC, controls, and operational improvement opportunities that emerge from benchmarking results.

•Develops conceptual scopes and customer-facing HVAC retrofit proposals in collaboration with engineering, estimating, controls, service, and operations teams.

•Presents project economics, including estimated savings, payback, lifecycle value, and available incentives when supported by the technical team.

•Generates qualified opportunities for HVAC replacements, controls upgrades, VFD projects, retro-commissioning, and related energy conservation measures.

•Maintains ownership of the customer relationship from the initial benchmarking sale through retrofit opportunity handoff and close.

•Develops strategic account plans for multi-site and high-potential customers.

•Participates in relevant industry associations, customer events, and networking activities.

•Maintains accurate CRM activity, pipeline, forecasts, contract renewal dates, and proposal status.

•Identifies potential utility rebates and incentive programs with support from internal and external resources.

•Coordinates with utility program administrators and technical partners as needed.

•Performs other duties as assigned by the Director of Service Sales.

Skills, Knowledge, Qualifications, & Experience:

Educational and experience requirements include five or more years of commercial HVAC, energy services, building automation, facility solutions, or building performance sales experience. The successful candidate must demonstrate consultative, solution-based selling, account development, customer relationship management, and management of a multi-stage sales pipeline.

Working knowledge should include commercial HVAC systems, common retrofit applications, energy benchmarking, utility data, building energy performance metrics, energy conservation measures, building automation systems, controls optimization, return on investment, payback, and lifecycle cost concepts. The candidate must be able to interpret utility trends and benchmarking outputs sufficiently to identify potential next-step investigations and project opportunities.

Strong communication, proposal development, presentation, financial discussion, organizational, and follow-up skills are essential. Proficiency with Microsoft 365, CRM systems, sales pipeline management, and proposal tools is required. ENERGY STAR Portfolio Manager experience is preferred.

PREFERRED INDUSTRY BACKGROUND

•Energy service companies (ESCOs).

•Building automation and controls providers.

•Commercial HVAC contractors or equipment manufacturers.

•Energy auditing, commissioning, sustainability, or building performance consulting firms.

•Utility energy-efficiency and incentive program organizations.

PREFERRED CERTIFICATIONS & TRAINING

•Certified Energy Manager (CEM).

•LEED Accredited Professional (LEED AP).

•Building Commissioning Professional (BCxP) or comparable commissioning credential.

•Certified Measurement & Verification Professional (CMVP).

•ENERGY STAR Portfolio Manager training or hands-on experience.

Salary Range:

$90,000 to $130,000 + Commission (FSLA Exempt)

•Commission and incentives: Performance-based.

•Target total compensation: $150,000 to $225,000 or more, based on results.

Benefits:

Full Benefits

Matching 401(k)

Paid Time Off

Paid Holidays

Vehicle allowance or company vehicle

Equal Opportunity Employer

About Pacific Rim Mechanical:

Pacific Rim Mechanical is the premier mechanical contractor in Southern California.

And we got there by strict adherence to one simple philosophy...

Always do the right thing.

Since our company inception in 1987, our core values haven’t changed. We still place the highest priority on honesty, integrity and respect for our customers and employees.