• Performing design help for potential Ductless, VRF opportunities and ongoing contractor help for multifamily projects • Responsible for being a product champion for Ductless, Crossover, VRF • Lead and develop customer relationships on a local, regional, and national level, or combination thereof • Responsible for expertise in factory design software and understanding of load calculations • Manage orders throughout the lifecycle to ensure that any changes to a job are communicated and accounted for • Work with Ferguson's Ductless/VRF Team, Business Development Manager and National Account Manager and Territory Managers to help close sales, maintain ongoing jobs, provide training, seek new business opportunities and to grow market share • Responsible for job and order follow up including tracking of all pertinent information acquired after the intent to award is disclosed • Alignment with inventory efficiency goals and maintenance of job performance against job expectations • Frequent local travel required; occasional overnight travel required • Any other assigned duties

• Listen to, review, and analyze live and recorded internal sales calls • Refine, test, and optimize sales scripts, talk tracks, and objection-handling frameworks • Provide 1:1 and group coaching focused on call structure, tone, pacing, presence, and closing • Deliver clear, actionable feedback that drives measurable improvement • Identify recurring patterns and skill gaps across the sales team and address them through targeted training • Collaborate with sales leadership to align coaching efforts with revenue goals and KPIs • Support onboarding and ramp-up training for new sales hires • Leverage call insights and performance data to inform ongoing coaching strategies

• Identify new business opportunities, drive sales pipeline, and achieve revenue targets • Build and maintain strong relationships with enterprise clients, understanding their IT needs and offering tailored solutions • Sell IT services, cloud solutions, SaaS, software products, or technology solutions based on business needs • Stay updated on industry trends, competitor analysis, and emerging technologies to shape sales strategies • Lead proposal development, present sales pitches, and negotiate contracts to close deals successfully • Work closely with internal teams (technical, delivery, marketing) to align sales strategies with business goals • Maintain long-term relationships with key accounts, ensuring client satisfaction and repeat business • Track sales performance, generate reports, and provide insights for business planning

• Personally close 10-13 mid-market corporate accounts ($50M-$200M+ in AP spend) annually • Run your own pipeline: prospecting, discovery, demos, proposals, and closes • Lead by example—your team will see you in the trenches daily • Create and maintain sales playbooks, scripts, objection handling guides, and enablement materials • Implement structured onboarding: new hires are productive within 30 days with clear milestones • Ensure team members are set up on existing systems (dialers, call recording, CRM workflows) within their first week • Run weekly roleplay sessions and call reviews—no exceptions • Deliver weekly metrics reports to leadership covering activity, conversion rates, and pipeline progression • Hold weekly team meetings focused on: Metrics Review, Roleplay/Skills, and QA • Ensure SDRs are booking 3-4 qualified meetings per week within 60 days of hire • Track and report on: calls made, emails sent, conversations, meetings set, meetings held, opportunities created, proposals sent, and closes • Identify underperformance early and address it directly—coaching or exiting within 90 days • Ensure 100% of sales activities are logged in Salesforce—pipeline hygiene is non-negotiable • Leverage existing tools (Salesforce, ZoomInfo, call recording, email automation) before requesting new ones • Build dashboards and reports that provide real-time visibility into team and individual performance