About the JobCOMMERCIAL HVAC SALES & ESTIMATORCline's Heating and Air | Spokane, WA and Coeur d'Alene, ID
JOB SUMMARY:We are looking for a Commercial HVAC Sales and Estimator who wins work two different ways: by delivering fast, accurate, and competitive bids on every opportunity that comes across the desk, and by going out into the market and creating opportunities that would never have existed without you. This is not an order taking role. This is a builder's seat.
On the estimating side, you own the commercial bid desk. Plan and spec projects, tenant improvements, equipment replacements, retrofits, mechanical upgrades, and preventative maintenance agreements. You will read the plans, perform detailed take offs, price with discipline, and submit professional bid packages that win on value instead of racing to the bottom on price.
On the business development side, you own the market. General contractors, property managers, building owners, facility directors, developers, architects, and engineers. You will be out in Spokane and Coeur d'Alene shaking hands, showing up, and building the relationships that put Cline's on the short list before a project ever goes out to bid. You will turn one time commercial customers into long term maintenance contract partners and build a recurring revenue base that compounds year after year.
KEY RESPONSIBILITIES:Commercial Estimating and Bidding:- Own the commercial bid desk from invitation to award, including plan and spec projects, design build, tenant improvements, retrofits, equipment replacements, and mechanical upgrades.
- Read and interpret blueprints, mechanical drawings, specifications, and addenda to build complete and accurate scopes of work.
- Perform detailed take offs on ductwork, equipment, piping, controls, and labor with precision and speed.
- Build competitive, margin protected estimates using disciplined job costing on equipment, materials, labor, subcontractors, permits, and overhead.
- Prepare and submit professional bid packages on time, every time, with clear inclusions, exclusions, and qualifications that eliminate scope gaps and liability.
- Solicit and evaluate vendor and subcontractor pricing to secure the best cost without sacrificing quality.
- Track the full bid pipeline, follow up on outstanding proposals, and conduct win and loss reviews to sharpen future bids.
- Negotiate contracts, scope clarifications, and value engineering options with general contractors and owners.
Business Development and Community Relationships:- Proactively build and own a book of business across general contractors, property managers, building owners, facility directors, developers, architects, and mechanical engineers.
- Get in front of the market through jobsite visits, office drop ins, lunch and learns, jobwalks, and consistent face to face follow up.
- Represent Cline's at industry associations, builder groups, chambers of commerce, trade events, and community organizations throughout Spokane and Coeur d'Alene.
- Get Cline's onto bid lists and approved vendor lists before projects go out for pricing.
- Build a referral network that generates opportunities the competition never sees.
- Maintain an organized pipeline of leads, contacts, bids, and follow up activity in ServiceTitan and track every relationship with discipline.
- Bring market intelligence back to the team, including competitor activity, upcoming projects, and pricing trends.
Maintenance Contract Growth:- Sell, renew, and grow commercial preventative maintenance agreements that create predictable recurring revenue.
- Perform site surveys and equipment inventories to build accurate, profitable maintenance proposals.
- Convert one time repair and replacement customers into long term contract partners.
- Own renewal timelines, contract escalations, and customer retention so agreements do not fall through the cracks.
- Identify capital planning and equipment replacement opportunities inside the existing contract base.
Project Handoff and Customer Experience:- Deliver clean, complete handoffs to the install team including scope, equipment selections, jobsite details, submittals, and customer expectations.
- Coordinate submittals, permits, equipment ordering timelines, and schedules with the install department and vendors.
- Identify, document, and manage change orders to protect margins and eliminate liability.
- Stay engaged through project execution to keep the customer informed and confirm the finished job reflects what was sold.
- Follow up after completion to confirm satisfaction, capture referrals, and secure the next opportunity.
Leadership and Accountability:- Provide consistent reporting on bid pipeline, hit rate, sold revenue, gross profit, and maintenance contract growth.
- Take full ownership of commercial revenue results, including volume, margin, and customer retention.
- Partner closely with the install department, service team, and ownership to make sure what is sold is exactly what the field can deliver.
- Help build the systems, processes, and standards our commercial division will run on as it scales.
- Represent Cline's with professionalism, integrity, and a commitment to setting the standard in HVAC.
QUALIFICATIONS:- 5+ years of commercial HVAC estimating, mechanical sales, or construction sales experience.
- Proven track record of winning commercial work and building a book of business from relationships you created.
- Strong knowledge of commercial and light commercial HVAC systems, mechanical codes, and installation practices.
- Proven ability to read and interpret blueprints, mechanical drawings, specifications, and technical documents.
- Experience preparing detailed bids, take offs, submittals, and change orders for commercial new construction, tenant improvement, and retrofit work.
- Experience selling and managing commercial preventative maintenance agreements is strongly preferred.
- Working knowledge of permitting, inspections, and local jurisdictional requirements (Spokane County, City of Spokane, Spokane Valley, Kootenai County, and surrounding areas).
- Ability to identify scope gaps, jobsite risks, and prevent liability through accurate documentation and change order tracking.
- Excellent communication and presentation skills with the ability to earn trust from GCs, building owners, facility managers, and internal field teams.
- Strong business acumen with a firm grasp of gross profit, job costing, and margin discipline.
- Self motivated, competitive, and comfortable owning a number and a territory.
- High attention to detail with a process driven mindset and documentation discipline.
- Proficiency in estimating and project management software (e.g., Bluebeam, Microsoft Excel, ServiceTitan, or similar).
- Organized, dependable, and solutions focused.
- Valid driver's license and clean driving record required.
BENEFITS AND CULTURE:- $85,000 base salary dependent on experience, plus uncapped commission on commercial projects and maintenance contract sales.
- Commission structure rewards profitable, high margin work and the relationships you build. Full compensation plan provided at offer.
- Company provided vehicle, cell phone, and laptop or tablet.
- Dynamic team environment with opportunities for advancement, including a path to lead the commercial division as it grows.
- Paid holidays after one year of employment.
- 40 hours paid vacation eligible after 1st of the new year.
- Our family of employees participate in team workouts, hunting trips, camping trips, BBQ's and other fun activities throughout the year.
- Uncapped commission for ALL team members. Earn 3% on any residential sales that come from a referral from you. We will give access to any marketing tools, or call lists if a team member wants assistance in earning additional income.
