A commercial plumbing sales representative prices and sells plumbing work to builders, property owners and facility managers, from new building packages to water heater and fixture replacements. They walk sites, write proposals with a clear scope, and follow each bid until it is awarded or lost.
By the HireBus team · Updated · Pay data: BLS, May 2025
Median pay, plumbing and HVAC contractors · BLS, May 2025
Serve as the primary driver of new business by providing accurate estimates and closing large commercial plumbing contracts. Leverage industry expertise to foster client relationships and contribute significantly to revenue growth. Act as a trusted advisor to commercial clients, ensuring solutions that meet their unique plumbing needs.
2. Essential Duties and Responsibilities
Develop and deliver comprehensive estimates for commercial plumbing projects.
Identify, pursue, and secure new business opportunities within the commercial market.
Negotiate and close large-scale contracts with decision-makers and facility managers.
Collaborate closely with project management and operations teams to ensure seamless project execution.
Maintain detailed records of sales activities and client interactions for continuous improvement.
3. Key Tasks / Daily Activities
Conduct site visits and client meetings to assess project requirements.
Prepare and present detailed proposals and contract agreements.
Follow up with prospects through calls, emails, and in-person visits.
Update and manage customer relationship management (CRM) systems with current data.
4. Key Performance Indicators (KPIs)
Revenue per closed contract: Minimum target of $15,000 per project.
Conversion rate: Achieve a minimum of 40% contract closure on qualified leads.
Customer Satisfaction Rating: Maintain an average rating of >4.8 stars.
New leads generated per month: Secure at least 20 new qualified leads.
5. Required Qualifications and Skills
Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience.
Minimum of 3 years in sales with proven ability in closing high-value contracts.
Excellent communication, negotiation, and presentation skills.
Proficiency in using CRM software and other sales-related technology.
6. Preferred Experience
Prior experience within the commercial plumbing or broader construction industries.
Demonstrated success with large-scale commercial projects.
Familiarity with industry standards and technical aspects of commercial plumbing.
Experience in consultative or technical sales roles.
7. Physical Requirements
Ability to visit job sites and conduct on-site assessments with confidence.
Occasional lifting of items up to 20-30 lbs for carrying sample materials or tools.
Must be comfortable working in varied environments including active construction sites.
Possess a valid driver’s license for frequent travel between client locations.
8. Work Environment and Schedule
Typical work hours are Monday through Friday, from 8 AM to 5 PM.
Flexibility required to work evenings or weekends as needed during peak project times.
Frequent travel to client sites and commercial project locations is expected.
On-call duties may be required during high-demand periods.
9. Compensation and Benefits
Salary range: $50,000 - $70,000 per year, based on experience and performance.
Commission structure: Competitive commissions on successfully closed contracts.
Comprehensive benefits package including Health, Dental, and Vision coverage.
Additional incentives include a 401k plan and other fringe benefits.
10. Company Culture and Overview
We foster a dynamic and inclusive work environment that values each team member’s contributions.
Our culture is built on continuous growth, innovation, and excellence in customer service.
We encourage ongoing professional development and offer opportunities for career advancement.
Join a collaborative team that is passionate about transforming the commercial plumbing industry.
11. How to Apply
If you meet the above criteria and want to be part of a growth-oriented company focused on customer satisfaction, please send your resume to [INSERT EMAIL HERE] or apply online at [INSERT WEBSITE LINK HERE].
Need help filling this role? HireBus posts the ad, Iris interviews every applicant by phone before you do, and you decide who to hire. Start hiring now
What changes for a sales rep in commercial plumbing
Buyers here purchase plumbing for a living. Builders compare scope line by line, and facility managers weigh downtime and code, so the proposal has to be exact.
Fixtures can't go back like for like
Federal rules cap new flushometer valve toilets at 1.6 gallons per flush, with an exception for blowout bowls, and urinals at 1.0. When an older building wants new fixtures, walk it first. Check the flush valves, carriers and supply sizes, and ask about past drain trouble. Price any valve or line work the new fixtures need, or list it as an exclusion. Source: eCFR: 10 CFR 430.32, water conservation standards for faucets, water closets and urinals.
Altered restrooms follow the ADA standards
When a business or public building alters a restroom, the 2010 ADA Standards say each altered element must comply. In a restroom that has to be accessible, where lavatories are provided, at least one must meet section 606 and sit outside a toilet compartment. Before quoting fixture changes, ask who is checking accessibility, then price compliant models, clearances and mounting heights. Source: ADA.gov: 2010 ADA Standards for Accessible Design (202.3 alterations, 213.3.4 lavatories).
Read the spec, not just the drawings
On new buildings and tenant improvements, the plumbing section of the spec names the fixture models, pipe materials, tests and closeout papers the owner expects. Read it with every addendum before pricing. If the drawings and spec disagree, send a written question before bids are due, and put your assumptions on the proposal.
Offer brand swaps as alternates
Specs often name one fixture or water heater maker, sometimes with the words "or equal." Price the base bid exactly as written. If another brand costs less or ships sooner, show it as a separate alternate with the price difference and lead time. Don't count on a swap until the engineer or architect approves it in writing, and keep that approval in the job file.
How much commercial plumbing sales representatives make
The closest BLS group for commercial plumbing sales representatives is sales representatives of services. Sales representatives of services who work for plumbing, heating, and air-conditioning contractors earned a median of $38.24 an hour ($79,530 a year) in May 2025, according to the Bureau of Labor Statistics. That’s above the $69,990 median for sales representatives of services in all industries. About 24,510 of the 1,256,010 sales representatives of services in that survey work for plumbing and HVAC contractors.
Most commercial plumbing reps earn a base plus commission on contracts they close. The template's salary sits under the BLS median for plumbing and HVAC contractors, so commission carries a big share of a good rep's pay.
Plumbing and HVAC contractors
$79,530$79,530 median Middle half $59,030–$104,420 10th–90th $42,710–$139,990
All industries
$69,990$69,990 median Middle half $47,670–$100,480 10th–90th $37,980–$148,840
$25k$50k$75k$100k$125k$150k$175k
10th–90th percentileMiddle halfMedianAnnual pay, May 2025. Source: BLS Occupational Employment and Wage Statistics.
Annual pay by percentile
Group
10th
25th
Median
75th
90th
Plumbing and HVAC contractors
$42,710
$59,030
$79,530
$104,420
$139,990
All industries
$37,980
$47,670
$69,990
$100,480
$148,840
BLS reports plumbing and HVAC contractors together, residential and commercial. Post a real range for your market in the ad.
The pay line in the template above is an example from our Role Blueprint. Set yours from these figures and what local companies pay.
Skills to hire for, and what you can teach
Hire for these
Doing a plumbing takeoff from drawings, or working closely with an estimator who does
Writing a proposal with a clear scope, assumptions and exclusions
Walking a job site or plant room and spotting what the plans miss
Steady follow-up with builders' buyers and facility managers until a job is decided
Keeping CRM notes current so the sales manager can forecast
Teach these on the job
Your estimating software and labor units
Federal flow limits and the ADA fixture rules
The fixture and water heater brands you carry and supplier lead times
Your proposal template and standard exclusions
The safety gear and site rules each builder requires
Reps price in plumbing estimating software or from the company's cost book, mark up PDF drawings in a tool like Bluebeam, and log every bid in the CRM. Say in the ad whether the rep does the takeoff or an estimator does.
Two of the 6 questions we'd ask, and what a strong answer sounds like. Ask every candidate the same questions, and rate each answer on your own before you compare notes.
Situational · Reaching decision-makers
The facility manager likes your proposal, but someone at corporate makes the final call. What do you do?
A strong answer: Asks how the decision is made, gives the facility manager what corporate needs (costs, risks, options), and asks to meet the decision-maker if appropriate.
Behavioral · Closing large contracts
Tell me how you answered a facility manager's toughest objection on a large plumbing contract you closed.
A strong answer: Names the customer's real problem, the objection, and how they answered it with facts and options, not a price cut.
The template's targets are only a guide. Set the rep's own from territory, job mix and last year's bid results.
Revenue per closed contract
Average the contract value of jobs the rep closed this quarter, with service work and construction bids shown apart. Add approved change orders only if your commission plan counts them.
Conversion rate
Divide jobs awarded by qualified bids and proposals sent. Decide with your sales manager which leads qualify, for instance ones with a real start date and a known budget, so nobody pads the count.
Customer Satisfaction Rating
Ask the client contact for a short rating after closeout, plus a note on whether the proposal matched what was built. Low marks on scope point back to the sale.
New leads generated per month
Count new invitations to bid and new owner contacts the rep brought in, logged in the CRM with a source. Track leads handed over by marketing or the office on their own line.
Should a commercial plumbing rep build their own estimates?
The template says yes, and for replacements and small tenant improvements a rep with good labor units can. For new buildings, many companies pair the rep with an estimator who does the takeoff while the rep owns the client and the scope letter. Decide which you need before hiring, say it in the ad, and have a second person check any price above a size you set.
How much does a commercial plumbing sales representative make?
Sales representatives of services who work for plumbing, heating, and air-conditioning contractors earned a median of $38.24 an hour ($79,530 a year) in May 2025, according to the Bureau of Labor Statistics. The middle half earned between $59,030 and $104,420 a year. Pay also depends on your local market, experience and overtime.
Where should a new commercial plumbing rep look for work first?
Start with buildings you already know. Past customers often own or manage other properties. Builders who invited you to bid but never got your number are warm leads. Property management firms with many buildings buy repairs and replacements all year. Public agencies post their bids online. Record where each lead came from in the CRM; over time it shows which sources pay off.
The template lists site visits, lifting and a driver's license. What does the rep actually do?
Walking floors under construction and older buildings to see risers, water heaters and fixtures, sometimes up stairs to a roof or down to a basement plant room. Carrying sample fixtures, a laptop or a small tool bag within the weight the template states. Driving between client sites most days, which is why the license is listed. Wearing the safety gear each site requires.
How does commercial plumbing sales differ from selling to homeowners?
A homeowner often decides at the kitchen table in one visit. A commercial buyer compares several bids line by line, and the choice may pass through the owner, the architect and the general contractor over weeks or months. That rewards exact scope, quick answers to questions and patient follow-up more than a strong close.
