Description
BMS Controls Sales Leader - Johnson Barrow
About Johnson Barrow
Johnson Barrow is a leading HVAC manufacturers’ representative in the Pacific Northwest, dedicated to helping people succeed by delivering unbiased consultative services and premium quality mechanical equipment. For over 60 years, we have partnered with engineers, contractors, and building owners to design and implement high-performance building systems that balance energy efficiency, operational reliability, and occupant comfort. Our culture is entrepreneurial at its core — we empower our people to think like business owners, act with urgency, and build lasting relationships. Guided by our values, we stand by every project from concept through completion, advocating for our customers every step of the way.
Position Summary
The BMS Controls Sales Leader is responsible for driving sales of Johnson Barrow’s Building Management Systems (BMS) and controls solutions in Washington. This role focuses on technical consultative selling, increasing specification influence, supporting engineers and contractors through the design process, and positioning controls solutions early in the project cycle.
Key Responsibilities
Strategic Growth & Market Development
- Increase specification presence with top consulting engineering firms by providing technical clarity and solution guidance.
- Support mechanical contractors in selecting controls solutions for new construction and retrofit projects.
- Engage early on major applied and mission-critical HVAC projects to influence system architecture and sequence of operation.
- Build and maintain strong relationships with engineers, contractors, and building owners.
- Conduct sales presentations, technical overviews, and product demonstrations.
- Develop scopes, and proposal content for BMS controls packages.
- Maintain a disciplined personal sales pipeline and provide accurate forecasting.
Technical Sales Support
- Provide high-level expertise in:
- DDC systems and BMS architecture
- Integration with applied HVAC systems
- Open protocols (BACnet, Modbus, etc.)
- Sequences of operation and commissioning processes
- Align controls solutions with Johnson Barrow’s equipment lines to provide fully integrated system solutions.
- Collaborate closely with the operations and project management teams to ensure seamless execution.
Cross-Functional Collaboration
- Partner with equipment sales teams to position controls early in the sales cycle.
- Work closely with service teams to identify lifecycle and long-term service opportunities.
- Strengthen manufacturer relationships and represent Johnson Barrow as a strategic channel partner.
Qualifications
- 7+ years of experience in HVAC controls, building automation, or BMS sales.
- Demonstrated success in specification-driven sales.
- Strong understanding of applied HVAC systems and integration strategies.
- Experience working with consulting engineers and mechanical contractors in the Pacific Northwest.
- Proven leadership ability and experience mentoring sales professionals.
- Strong business acumen and financial discipline.
- Ability to read plans, specifications, and control diagrams.
Working Conditions
- Primarily office- and field-based, with frequent customer visits and meetings.
- Standard business hours, Monday–Friday, with flexibility required to support client schedules.
- Regular regional travel; occasional overnight or national travel depending on assigned projects.
Physical Requirements
- Ability to sit and stand for extended periods.
- Ability to lift up to 20 pounds occasionally (office supplies, packages, or event materials).
- Ability to move between departments to support office tasks and coordination.
Compensation: $120,000 – 130,000 or DOE annually plus commission
This is a full-time, exempt position with competitive compensation based on experience and qualifications, plus eligibility for Johnson Barrow’s performance-based bonus program. The company also offers a comprehensive benefits package and reimburses all business travel expenses in accordance with company policy.
Total Rewards
At J
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