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Regional BAS Sales / Business Development Manager

Kelso Building Services (KBS) / Kelso Building Technologies (KBT)

Position Summary

The Regional BAS Sales / Business Development Manager is responsible for driving growth, developing strategic customer relationships, and expanding Building Automation System (BAS), HVAC Controls, Digital Building, Energy Management, and Remote Monitoring Services business within an assigned territory. This role serves as a trusted advisor to facility owners, contractors, consulting engineers, and strategic accounts while partnering closely with KBS Operations, Service, Projects, and the Kelso Digital Operations Center (DOC).

The successful candidate will identify opportunities, develop solutions, manage the sales pipeline, and achieve annual revenue and profitability objectives while helping customers improve operational efficiency, sustainability, occupant comfort, and cybersecurity readiness.

Key Responsibilities

Business Development

• Develop and execute a regional sales strategy aligned with KBS growth objectives.
• Prospect and develop new customer relationships across commercial, industrial, healthcare, education, retail, government, life science, and mission-critical facilities.
• Generate opportunities for:
• Building Automation Systems (BAS)
• HVAC Controls
• Energy Management Solutions
• Remote Monitoring Services
• Fault Detection & Diagnostics (FDD)
• Analytics and AI-Based Building Optimization
• OT Cybersecurity Services
• Building System Integration (MSI)
• Mechanical and Electrical Service Agreements
• Develop relationships with facility directors, plant engineers, facility managers, property managers, energy managers, and C-suite stakeholders.

Sales Management

• Maintain and grow a qualified sales pipeline sufficient to achieve annual sales targets.
• Conduct customer discovery meetings and site assessments.
• Develop technical and financial value propositions.
• Present proposals, ROI analyses, and executive business cases.
• Lead contract negotiations and close profitable opportunities.
• Manage sales activities through Salesforce CRM and company reporting systems.

Strategic Account Development

• Identify and expand national and regional account opportunities.
• Develop account plans for key customers.
• Coordinate multi-site and enterprise-level opportunities.
• Partner with branch leadership to ensure successful project delivery and customer satisfaction.
• Internal Collaboration
• Market Development

Revenue Objectives

Responsible for achieving annual goals including:

• BAS Project Revenue
• Service Agreement Revenue
• Recurring Monitoring Revenue
• Gross Margin Objectives
• New Customer Acquisition
• Strategic Account Growth
• Cross-Selling of KBS Services

Typical annual sales targets may range from:

• Year 1: $1M – $3M
• Year 3+: $5M – $10M+

Depending on market maturity and territory size.

Required Qualifications

Experience

• 5+ years of BAS, HVAC Controls, Mechanical Services, Energy Services, or Facilities Technology sales experience.
• Proven track record of achieving sales targets.
• Experience selling solutions rather than products.
• Experience managing complex sales cycles.

Technical Knowledge

Understanding of:

• Building Automation Systems
• HVAC Systems
• DDC Controls
• Energy Management
• Building Analytics
• Cloud-Based Building Technologies
• Remote Monitoring Services
• Facility Operations
• Building System Integration

Preferred Qualifications

• Bachelor's Degree in Business, Engineering, Construction Management, HVAC, Facilities Management, or related field.
• BAS or HVAC technical background.
• Experience with Energy Performance Contracting.
• Existing relationships within assigned territory.
• Experience selling recurring service agreements.
• Familiarity with OT Cybersecurity and Smart Building technologies.

Compensation

Competitive based on experience

Incentive Compensation:

• Uncapped Commission Program
• New Business Bonuses
• Recurring Revenue Incentives
• Strategic Account Bonuses