Sales / Preconstruction (Mechanical Contractor)

Summary

A well-established San Diego –based mechanical contracting firm specializing in commercial HVAC, plumbing, piping and building systems is seeking a seasoned Sales / Preconstruction professional. The ideal candidate blends technical mechanical construction knowledge with a proven track record of business development, proposal leadership, value engineering and closing complex commercial accounts. This role is client-facing, strategic and requires close collaboration with estimating, operations, and project teams to convert opportunities into profitable work while protecting margin and reputation.

Duties & Responsibilities

• Lead business development efforts: identify, qualify and pursue new commercial accounts (GCs, design-build teams, owners, facility managers) and grow existing accounts through relationship building and strategic pursuit.
• Own the preconstruction/sales lifecycle for assigned pursuits: coordinate document review, lead takeoffs and scope development, manage subcontractor/vendor pricing, and prepare/comprehend conceptual and detailed estimates.
• Produce persuasive proposals and technical presentations that clearly communicate scope, value engineering options, schedule impacts and risk allocation; deliver client presentations and negotiate terms as needed.
• Collaborate with estimating, engineering, project management and field leadership to ensure constructability, accurate pricing, and smooth turnover from bid to execution. Provide timely feedback to operations on market conditions and bid strategy.
• Drive margin-focused outcomes: own margin expectations for proposals, identify and quantify risk, and recommend contingency or alternate approaches to protect profitability.
• Maintain CRM (e.g., Salesforce) records, pursue targeted pipelines, and report on activity, forecasted revenue, and win/loss analysis.
• Represent the company at industry events, design meetings, and client functions; foster long-term relationships and act as a trusted technical advisor.

Qualifications & Requirements

• Required
  • 5+ years’ experience in mechanical contracting preconstruction, estimating, or technical sales (commercial HVAC/plumbing/piping preferred).
  • Demonstrated success in selling mechanical construction services or leading estimates for commercial projects (ability to show closed contracts / pursued pipeline).
  • Strong mechanical systems knowledge (HVAC, hydronic systems, ductwork, piping, controls) and ability to read and interpret plans/specs.
  • Proficient with takeoff/estimating tools and construction software; experience with Excel and CRM systems (Salesforce strongly preferred).
  • Excellent commercial acumen: negotiation, presentation, and client relationship skills; proven ability to protect and improve gross margin.
  • Valid driver’s license and willingness to travel locally for client/field meetings.
• Preferred
  • Bachelor’s degree in Construction Management, Mechanical Engineering, Business, or related field — or equivalent trade/industry experience.
  • Prior background working inside an estimating department and in the field (service/operations exposure) to advise on constructibility.
  • Relevant certifications or training (e.g., LEED, ASHRAE familiarity, OSHA 30) or documented continuing education in estimating/sales.
  • Track record selling to general contractors, end-users, and design teams in the San Diego market (or similar market).

Compensation & Benefits

• Competitive base salary + commission/bonus tied to closed sales and margin performance.
• Full benefits package including medical, dental, 401(k), paid time off, and professional development support.