Job Title: HVAC / Building Automation Project Sales Representative
Primary Responsibilities:
- Build competitive, high quality and timely estimates, proposals and cost/benefit analysis. Competently write, present, negotiate value-based proposals, address resistance and close the sale.
- Build and manage long term customer relationships and partnerships with target Federal agencies.
- Actively participate as a member on select account teams for key and target customer accounts using account management practices and concepts.
- Sell with minimal supervision BAS solutions for new construction and service offerings, persuasively, persistently and confidently to customers while reaching optimal profit levels.
- Consistently maintain face-to-face contact and interaction with the customers who most directly influence business to business relationship.
- Actively listens, probes and identifies opportunities.
- Develop credibility, loyalty, trust and commitment.
- Responsible for overall customer satisfaction.
- Demonstrate building system(s) application and technical knowledge through interpretation and/or writing the specification(s) that match our proposed solutions that provide value to the customer and a favorably winning position.
- With assigned consulting engineers, drive specifications that include our building automation solutions and products.
- With assigned owner accounts, drive a preference for our building automation solutions, products and offerings.
- Recommend solutions and link customer objectives to total value solution and competitive advantage. Differentiate our services and products from competitors by applying creativity, resourcefulness and innovation in a valuable sales approach.
- Utilizes applicable sales tools effectively to plan and document progress as well as increase penetration into assigned key and target accounts.
- Participates in industry related professional organizations.
- Build relationships with current customers while increasing sales growth year-over-year.
- Create goals and forecasts for each account. Working with your sales leader to communicate any needs that are necessary to achieve these goals.
- Conduct quarterly business reviews with your assigned key accounts.
- Set appropriate customer expectations on solutions provided.
- Participate in project reviews and final project inspection.
Minimum Qualifications:
- Bachelor’s degree in engineering or business with related discipline.
- Minimum of 2-5 years of solution sales experience related to commercial HVAC and Building Automation Systems.
- Must have strong presentation skills and demonstrated experience of pricing solutions for customers.
- Working knowledge of Microsoft Office products.
- Demonstrates a commitment to integrity and quality in business.
- Excellent initiative and interpersonal communication skills.
- Demonstrates the ability to influence the market at key levels.
- Ability to define problems, collect data, establish facts and draw conclusion.
