Client Solutions Lead - Commercial & Industrial HVAC-R Specialist

POSITION OVERVIEW:

The Client Solutions Lead (CSL) is a field-based new business development and client relationship leader responsible for creating pipeline, winning new clients, expanding existing relationships, and leading the commercial process of understanding and solving client problems across G.E. Mechanical capabilities. This geography- and relationship-focused role is not limited to a single trade. The CSL proactively develops business through direct prospecting, networking, referrals, field engagement, partner relationships, and account expansion; builds trusted relationships across client buying committees; identifies and qualifies opportunities; understands the operational and business impact of client needs; brings the appropriate technical and operational experts into the process; leads solution development and commercial strategy; and drives opportunities through proposal, negotiation, close, and follow-through. The role is expected to build pipeline, not merely work pipeline, and represents the company with integrity, urgency, practical judgment, and a strong bias toward action.

RESPONSIBILITIES:

Core Functions:

• Own and grow a geographic market and client/prospect portfolio, with clear responsibility for both new business development and expansion of existing relationships
• Serve as a primary commercial point of contact across G.E. Mechanical capabilities, including HVAC-R, plumbing, environmental services, and additional trades or services as the company grows
• Spend meaningful time in the field with clients, prospects, technicians, operations leaders, and technical experts to understand needs and build durable relationships
• Understand the client's operation, priorities, risks, constraints, buying process, and business objectives; identify the real client problem rather than treating the immediate equipment condition as the full issue
• Proactively identify, create, qualify, and advance opportunities across repair, service, preventative maintenance, projects, replacements, and cross-trade needs
• Maintain sufficient technical fluency to ask strong discovery questions, recognize opportunities, communicate credibly, and determine when deeper trade expertise is required
• Bring the appropriate technical specialists, estimators, operations leaders, vendors, and other resources into opportunities and coordinate them around the client need
• Lead commercial discovery, solution strategy, value positioning, proposal presentation, negotiation, and closing activities for assigned opportunities
• Represent the voice of the client internally and communicate expectations, commitments, urgency, and business impact clearly to operations and technical teams
• Maintain strong follow-through after award and support an effective transition from commercial commitment to operational execution
• Perform other duties and special assignments as required or to meet the ongoing needs of the commercial organization

New Business Development & Prospecting:

• Build and maintain a healthy self-generated pipeline within the assigned geography or market, regardless of current backlog or inherited opportunities
• Identify and pursue new target clients aligned to company market priorities, ideal client profiles, geographic strategy, and growth objectives
• Conduct direct prospecting through calls, email, site visits, networking, referrals, introductions, industry relationships, local market activity, and other appropriate channels
• Develop relationships with prospective clients before an active project or service need exists and establish G.E. Mechanical as a credible resource when difficult problems arise
• Generate new opportunities within existing accounts by developing additional contacts, locations, departments, trades, maintenance needs, capital needs, and operational relationships
• Build referral and market relationships with general contractors, engineers, manufacturers, representatives, vendors, property and facility professionals, strategic partners, and other sources of commercial opportunity
• Use field presence, client conversations, market intelligence, site observations, and operational discovery to uncover needs that may not have entered the company through traditional inbound channels
• Participate in industry events, association activity, client events, networking opportunities, and relevant community or market activities that can create relationships and pipeline
• Coordinate prospecting and target-account activity with the Client Development Lead to increase market coverage, avoid unnecessary duplication, and ensure promising targets receive consistent follow-through
• Maintain disciplined prospecting and business-development activity as a core expectation of the role; the CSL is responsible for creating pipeline, not only converting opportunities created by others

Client Relationship & Growth:

• Develop multi-contact relationships within client organizations, including operational, technical, executive, finance, procurement, property, and site-level stakeholders as appropriate
• Identify expansion opportunities across client locations, trades, services, maintenance needs, capital plans, and future operating requirements
• Partner with the Client Development Lead on account planning, target prioritization, contact mapping, whitespace analysis, and coordinated outreach
• Support a client experience in which every inquiry receives capable, positive attention; never use account assignment as a reason to pass a client around
• Provide market, competitor, client, and opportunity intelligence to the broader commercial and operational teams to improve decision-making and growth

Commercial Discipline & Collaboration:

• Maintain timely and accurate opportunity information, client intelligence, next steps, and material commercial activity in the company CRM and provide the information required for reliable pipeline management
• Coordinate closely with the Client Development Lead, operations, service, estimating, project teams, and technical contributors to keep opportunities moving without rigid handoffs or internal ownership barriers
• Participate in pipeline reviews, forecasting, account reviews, sales planning, and other commercial operating cadences
• Follow established pricing, margin, approval, proposal, documentation, and client communication standards while exercising sound commercial judgment
• Act in the client's best interest and protect long-term trust by communicating honestly, setting realistic expectations, and recommending the right solution rather than the largest solution

MINIMUM QUALIFICATIONS:

Education/Experience:

High School diploma or GED and five (5) years of experience in commercial sales, mechanical services, field service, account development, business development, construction, facilities, industrial services, or a related client-facing role. Must possess strong verbal and written communication skills and the ability to communicate effectively with clients, technicians, operations leaders, executives, vendors, and internal team members. Must demonstrate strong relationship-building ability, commercial judgment, problem-solving skills, organization, follow-through, and comfort operating in field environments. Must be able to understand technical concepts, translate them into business impact, and coordinate resources without needing to be the deepest technical expert in every trade.

Preferred Qualifications

• Commercial HVAC-R, plumbing, environmental, mechanical service, facilities, construction, or industrial services experience
• Demonstrated success in new business development, direct prospecting, relationship-based selling, and developing service, preventative maintenance, repair, replacement, retrofit, or project work in commercial and industrial environments
• Working knowledge of mechanical systems, equipment, terminology, service workflow, estimating, and project delivery
• Experience managing a geographic territory, client portfolio, or strategic account base
• Experience with CRM systems, pipeline management, forecasting, proposal tools, and Microsoft Office applications; Microsoft Dynamics experience a plus
• Ability and willingness to travel regularly throughout the assigned geography and visit client sites, mechanical rooms, rooftops, industrial facilities, and active work environments
• Ability to work collaboratively, act with urgency, and maintain positive relationships across clients, operations, technical teams, vendors, and internal departments