Regional Strategic Customer Representative

JOB DESCRIPTION

Insight Global is seeking a Regional Strategic Customer Rep – Climate Control for a top equipment rental and specialty solutions client in the DC/Baltimore market. This individual will own and grow a strategic portfolio of major construction and contractor accounts, targeting large-scale projects such as data centers, government facilities, high-rises, and other mega projects. The ideal candidate is a dynamic, highly relational seller who understands how to uncover customer challenges and build customized mechanical/HVAC solutions rather than relying on transactional product sales. This role offers an established project pipeline, strong internal lead generation, significant time in the field, a company vehicle, and compelling long-term earnings potential for someone who can strategically grow the territory.

Day-to-Day

• Own a strategic book of business focused on large, high-profile projects throughout the region.
• Spend roughly 4 days per week in the field visiting projects, customer offices, and key decision-makers.
• Dedicate approximately 1 day per week to proposals, pipeline management, CRM, pricing, and administrative work.
• Work through an established list of approximately 100 jobs/projects while identifying additional strategic opportunities.
• Sell Climate Control and Power & HVAC solutions into large-scale construction and specialty contractor accounts.
• Build long-term relationships with key stakeholders across customer organizations.
• Manage a mix of existing accounts and new business development with minimal traditional cold calling.
• Partner with other lines of business and strategic sellers to generate and pursue leads.
• Develop and deliver value-driven presentations around heating, cooling, drying, and indoor air quality solutions.
• Maintain mega-project lists, account plans, quote pipelines, and CRM activity.
• Develop strategic pricing and negotiate proposals, rental agreements, and customer solutions.

Must-Haves

• 3–5+ years of strong consultative/solution-based outside sales experience preferred.
• Experience selling solutions, not transactional/product-only sales.
• Mechanical, construction, HVAC/climate control, equipment rental, or closely related industry knowledge.
• Proven quota-based sales experience with measurable budgets/revenue expectations.
• Strong hunter mentality with demonstrated territory/account growth.
• Ability to strategically manage both established accounts and new opportunities.
• Experience navigating longer, complex sales cycles and large projects.
• Strong relationship-building skills with both internal and external stakeholders.