System Sales Engineer - HVAC

System Sales Engineer - HVAC

Job # 256

Responsibilities:

·         Develops long-term customer relationship with assigned accounts such as contractors, consulting engineers, or owners

·         Seek to become preferred supplier of HVAC offerings within their assigned accounts

·         Ensures customer retention of assigned accounts

·         Partners with sales representatives and/or agents to maximize profit generation from accounts through influence on specification (owners, consulting engineers) and market pricing (contractors)

·         Utilize sales tools to plan and document progress as well as increase business opportunity in accounts

·         Build partnering relationships with assigned accounts to drive the penetration of the HVAC Systems offering

·         Maintains frequent face-to-face contact with the customers who most directly influence account penetration

·         Listens, probes and identifies concerns while addressing customer concerns and performance lapses

·         Understands the customer’s business and speaks their language

·         Develops credibility, loyalty, trust, and commitment

·         With assigned contractors, performs take-offs and bids the full spectrum of projects with the full spectrum of offerings

·         With assigned consulting engineers, drives specifications of the full spectrum of projects

·         With assigned owner accounts, drives a preference for products and offerings

·         Keeps management informed of progress and account status.  Calls for assistance from manager to keep the sales process moving

·         Demonstrates technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer

·         Teams with colleagues on individual projects based on account assignments.  Honors the credit split guidelines and refers leads to other business segments

·         Develops relationships with internal operation and administrative staff to ensure customer satisfaction, and effectively and effectively address issues

·         Manages receivable balances in line with objectives and policies

·         Utilizes applicable sales tools effectively to plan and document progress as well as increase penetration off accounts

Performance Expectations:

·         Quantitative Measures

o   Sells a combination of HVAC offerings:  $1 to $3 million

·         Account Management Expectations

o   Fully demonstrates Account Management skills

o   Manages target accounts

o   Manages Managed/Maintained accounts

o   Balanced skills with contractors and engineers

The Successful Candidate Will Have:

·         Bachelor’s degree in business, engineering, or related discipline, engineering preferred

·         Minimum of 2 years of progressive Field Sales experience

·         Excellent initiative and interpersonal communication skills

·         Demonstrated ability to influence the market at key levels

·         Ability to travel 50%