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System Sales Engineer - HVAC

Job # 256


· 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%

Posted date: 4 years ago

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