Sales Representative

Fort Worth Heat and Air is hiring a phone-based Sales Representative to handle inbound and warm outbound calls from homeowners and small businesses. This role is focused on converting interested leads into booked jobs and sold estimates, not cold-calling a random list.

You’ll spend most of your day on the phone: answering inquiries, following up on open quotes, explaining options, and asking for the business.

Responsibilities  
- Handle inbound calls and web leads from prospective customers  
- Make outbound follow-up calls on open estimates, missed calls, and past-due recommendations  
- Ask structured discovery questions to understand the customer’s situation and needs  
- Present clear options, pricing, and next steps (service visit, maintenance plan, replacement estimate, etc.)  
- Confidently ask for the sale and secure verbal commitment  
- Coordinate with dispatch/office to get jobs scheduled and information handed off cleanly  
- Document all calls, outcomes, and next steps in the system  
- Hit daily/weekly activity and sales targets  

Qualifications  
- Prior phone-based sales or customer service experience required  
- Comfortable spending most of the day on the phone and asking for the close  
- Clear, professional communication and strong listening skills  
- Organized and consistent with follow-up and note-taking  
- Willing to work an 8–5 schedule with some flexibility for peak call times  
- Able to pass a standard background check 

Compensation – Commission Structure  

1. How Your Commission Works  
You are commission-only. This plan is the entire structure.  

A) New Residential System Installs  
- Base commission: 10% of gross profit on each residential install.  
- Gross profit =  Selling price  
  – equipment cost (condenser, air handler/furnace, accessories)  
  – materials & parts  
  – install labor (fully loaded)  
  – permits & fees  
  – financing / dealer fees  
  – sales tax  
- FieldPulse will calculate gross profit per job so your 10% is visible on each ticket.  
- When you get paid: after the job is completed and all customer payments are received / financing funds and clears.  
- If a job is refunded / written off, your commission on that job is reduced in the same proportion (up to full chargeback).  

2. Install & Service Upsell Spiffs  
You earn these whether the item is sold on an install or on a later visit, as long as it is on your ticket and paid.

Flat spiffs (paid after customer payment clears):  
- 5-Year Labor Warranty: $135  
- 10-Year Labor Warranty: $270  
- IAQ Testing (basic): $25  
- IAQ Testing – Registered Professional: $100  
- Whole-Home Air Purification system: $350  
- Honeywell Elite Pro 1200 thermostat: $50  

Memberships (Comfort Club & Breakdown Shield)  
- Comfort Club – Pay Now: $50 per prepaid year, capped at 3 years per system on a single sale.  
- Breakdown Shield – Pay Now: $25 per prepaid year, capped at 3 years per system on a single sale.  
  - If a customer prepays more than 3 years, commission is still capped at 3 years for that sale.  

- Comfort Club – Pay Later (billed every 4 weeks):  
  - You earn the same $50 per year, paid as a one-time lump sum after 12 consecutive months of on-time payments.  
  - If they cancel or go delinquent before 12 months, no Comfort Club spiff is paid.  

• Breakdown Shield – Pay Later (only with Comfort Club Pay Later):  
    - You earn $25 one-time after 12 consecutive months of on-time payments.  
    - If they cancel or go delinquent before 12 months, no Shield spiff is paid.  

3. Discounts, Changes, and Rules  
A) No unauthorized discounting  
- You do not control pricing. Any discount must be manager-approved.  
- If an approved discount reduces the price by X%, your commission and spiffs on that job are reduced by the same X%.  

B) Paid on cash in, not promises  
- You are paid only on collected cash / funded financing.  
- If a customer signs and later cancels or never pays, that commission is not earned or is charged back.  

C) One-page plan  
- This document is the entire commission plan.  
- Any changes must be made in writing, signed by both you and management.  
- Verbal promises are not part of this plan.  

D) Install vs. Non-Install  
- 10% gross-profit commission applies to new residential system installs you sell.  
- The upsell spiffs above apply on any qualifying ticket (install or service) where you are the salesperson of record.  

If you’re coachable, hungry, and like turning conversations into closed deals, we’d like to talk to you.