Equipment Manufacturer Representative
Alternate Title: Sales Engineer, Factory Service Representative
Equipment Manufacturer Representative

As a manufacturer’s representative that specializes in HVAC related products, these individuals become an expert in a specific product line and provides product, equipment and solutions based on customer needs.

Equipment Manufacturer Representatives demonstrate a high degree of technical HVAC/R knowledge and skills, including electrical knowledge related to HVAC equipment and often attend product training and update meetings at the factory level to hone their skills. Equipment Reps provide feedback to the manufacturer by reporting equipment-related performance issues to the factory and work with the manufacturer to implement courses of action should equipment issues arise. They provide customers with startup support and ongoing technical support both over the phone and in the field and often develop presentations for in-person customer technical training. Equipment Reps also represent their company at related industry conferences and trade shows.

Advancement Routes

Job Type

Sales & Marketing

Salary Range

Wages identified under each occupation of the Careers in Climate Control Technology Map show a wide range due to (1) the geographic differences in the cost of living in California, and (2) that many occupations in the HVAC/R industry provide incentive-based pay programs.

$75,000 - $150,000; $37-$75/hr

Required Education & Training

High School Diploma or Equivalent

Preferred Education & Training

Journey-level training; Post-Secondary Training in HVAC/R, mechanical or electrical engineering - could be a 2 or 4 year degree; Sales Experience

Work Experience

5+ years

Skills & Requirements

  • Knowledge of techniques and best practices in sales
  • Strong and in-depth knowledge and understanding of HVAC and refrigeration systems
  • Outstanding customer service skills
  • Mechanical aptitude
  • Strong math skills
  • Ability to read and understand blueprints and schematics
  • Demonstrates skills and traits necessary for a sales position such as high energy level, personable, takes initiative, etc.
  • Ability to maintain a professional appearance
  • Professional phone skills
  • Outstanding verbal and written communication skills
  • Proficient with computers, phones, and other office equipment
  • Ability to work independently as well as part of a team
  • Ability to multi-task and juggle multiple priorities
  • Ability to maintain a positive attitude while under pressure
  • Demonstrate ability and willingness to take on responsibility and leadership roles
  • Demonstrate an attention to detail
  • Strong organizational skills
  • Strong critical thinking and problem solving skills
  • Valid driver's license and insurable driving record
  • May be required to pass a drug test
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