Building Automation Sales Manager (BAS)
Location: Greater Denver, CO Area
We are a fast-growing commercial HVAC, building automation, and energy services company. Our culture exemplifies achieving excellence in everything we do. We are collaborative and work towards the best result for our customers. Our culture is based on four ideals: family-owned, focus on our associates, dedication to our customers, and continuous improvement.
POSITION SUMMARY:
This position is responsible for management of the Building Automation Project Sales team. This role manages all phases of Building Automation Project Sales to ensure maximum sales and profitability by creating an environment that is sales driven and provides best-in-class service to our customers.
QUALIFICATIONS:
Required:
- 10+ years of Commercial BAS experience with proven success
- Strong financial acumen
- Demonstrated leadership skills and ability to manage a team
- Must possess a valid driver’s license and currently maintain a safe driving record as required by the employer’s insurance provider
Preferred:
- Bachelor’s Degree
ESSENTIAL DUTIES AND RESPONSIBILITIES:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned:
- Continually builds and maintains a network of industry contacts and supports recruiting efforts
- Recruiting, hiring, and onboarding new BAS Project Sales Representatives for all locations
- Working with each direct report to co-author a written Associate Development Plan (ADP) in order to foster continuous improvement
- Conducting annual performance evaluations for assigned personnel and following up regularly regarding progress toward identified ADP goals
- Consults with Human Resources to ensure personnel actions are appropriate (i.e., hiring, promotions, compensation, etc.)
- Using sales tools (CRM, SharePoint, proposal templates, estimate workbooks, etc.) with a high level of proficiency, especially with pipeline management, workflows, closing out assigned cases, and pricing
- Oversees BAS Estimator(s), including coaching, workload coordination, and development to ensure accurate, timely, and competitive project estimates. Responsible for maintaining current labor rates, material pricing, vendor costs, and estimating software databases to support accurate project budgeting and proposal generation
- Training team members in the use of sales tools and holding them accountable for adoption and consistent usage
- Reviewing and implementing annual project sales plans across all locations
- Training Project Sales Representatives to become fully qualified in all steps of the project sales cycle, especially budgeting, technical assessments, qualifying questions, and gap analysis
- Demonstrating leadership in strategic sales, including use of Challenger Selling concepts, Gap Selling principles, financing, bundled solutions, etc.
- Demonstrating the ability to build and maintain long-term business relationships that lead to future project sales opportunities
- Collaborating and communicating with General Managers and operational leaders across locations
- Promotes strong working relationships between Operations and Sales
- Provides solutions to business needs and communicates financial and business implications to upper management
- Responsible for maximizing sales through assisting customers in the selection and purchase of Building Automation products and services while following all company policies and procedures
- Maintaining knowledge and insights into assigned geographic markets, including vertical markets, macroeconomic factors, competition, etc.
- Leads by example and strengthens the team’s selling and client service performance in their ability to:
- Qualify prospects and/or opportunities within assigned accounts
- Effectively conduct sales presentations to influence customers to buy
- Understand the customer’s organization and decision-making process in order to commit the prospect to a decision-making timetable
- Use vertical market strategies and understand market forces to find opportunities within the existing customer base
- Retain the existing customer base by providing a high level of customer service and meeting the customer’s needs
- Ensure a smooth sales-to-operations turnover
COMPENSATION:
Base Salary: $115,000-$125,000 per year
Additional Compensation:
- Monthly and annual bonus eligibility
- Monthly car allowance
- Uncapped commissions
On-Target Earnings (OTE): $270,000+