Job Title: Building Automation Service Sales Engineer
Position Purpose: We are seeking a customer centric, confident and self-motivated technical sales professional to manage and grow our building automation service customer base. Our target markets include but are not limited to healthcare, office buildings, government buildings and sites, higher education, K-12 schools, pharmaceutical/life sciences, industrial, data centers, specialty buildings, etc. Our Service Sales Engineers drive business through long term owner direct selling of new Building Automation Systems (BAS), service agreements, BAS system upgrades, energy efficiency projects, tenant improvement projects, training, and are expected to grow our End User client base.
Building Automation Service Sales Engineer Essential Duties and Responsibilities:
- Provide a wide range of solutions including Building Automation System (BAS) replacements, system upgrades, energy services projects, and service agreements.
- Responsible for planning and executing an annual sales plan to consistently achieve goals and forecast results.
- Develop, collaborate, and implement strategic account plans and strategic selling plans to support major opportunities and account growth.
- Develop and maintain a qualified funnel of sales opportunities and new account targets.
- Become a subject matter expert in BAS product and service solutions and educate the market & especially end user customers with regard to our capabilities and develop a value proposition stating the benefits for each client. Identify opportunities to address customer needs and eliminate their “pain” with our solutions & services.
- Work with sub-contractors and supplier partners to develop cost effective solutions for our end-user customers.
- Present in-person proposals at the customer’s facility.
- Perform sales presentations, using approved company presentation materials and methods.
- Focus on educating customers on the value of our solutions.
- You will have ownership of the full sales process, including lead generation/identifying opportunities, qualifying the opportunities, surveying sites, estimating, proposal development, and closing activities.
- You will be required to create customer account profiles and conduct monthly or quarterly account management meetings with your largest end-user customers.
- You must have outstanding communication skills and the ability to think on your feet with regard to recognizing customer issues and providing recommended solutions.
- You must be focused on continuous education and continuous personal improvement, and you will be expected to participate in training as requested and needed.
- You will be expected demonstrate learning-retention and field-level application of knowledge and skills attained from all training provided.
- You must be focused on providing outstanding customer value, doing the right thing, and nothing less.
- Stay in contact with service sales manager with monthly one-on-ones and weekly activity updates. Provide monthly sales forecasts per company standards. This will include managing all activities through company provided CRM.
- Collaborate with our Construction Sales Engineers during their pre-bid activities to leverage end-user/owner relationships.
- This job entails some remote work; however, sales engineers are also generally expected to be in the office for collaboration with co-workers when not in the field with customers.
- Service Sales Engineers are expected to follow up on field technician generated referrals and leads.
- Represent us at industry events, trade organizations, networking events, and charitable benefits.
- Regularly interface with customers through entertaining, educating, building relationships, and providing any assistance necessary to maintain trusted advisor status.
- Provide feedback to sales management, operations, and engineering teams on market conditions.
- Represent the company in a professional manner consistent with the company’s integrity and customer-care standards (core values).
- Other duties as assigned by Service Sales Manager.
Education And Experience
- Bachelor’s Degree (preferably in engineering, math, or the sciences), preferred but not required.
- 2-5+ years’ experience in technical sales (preferably HVAC and/or Building Automation—Construction or Service), business development, consulting within similar industries as HVAC/Building Automation and/or Energy Efficiency is preferred, however, we will also consider sales professionals with technical or financial experience or other related sales experience utilizing critical thinking and sales influencing skills within software or other service industries and a proven track record of success.
Required Knowledge, Skills And Abilities
- Strong knowledge of HVAC Systems and/or building automation systems is preferred.
- Knowledge of and strong networking relationships within the South Carolina market, especially with building owners/end-users is not required but is strongly desired.
- Knowledge of Alerton, Distech, Delta, Tridium BAS systems is helpful, but not required.
- Knowledge of local, state, and federal regulations involving energy reduction and conservation measures. Also, knowledge of other industry regulations such as Healthcare, Life Sciences, etc. would be helpful.
- Excellent organizational & time management skills with an ability to think proactively and prioritize work in a constant fast-paced, multi-tasking environment
- Must be mechanically inclined and possess a strong understanding of the psychology of sales
- Solid sales pipeline management skills
- Demonstrate sound judgment, critical thinking capability, and good decision-making skills
- Must be comfortable with dealing with all levels of clients up to and including the C-Suite
- Provide prompt solutions, with highly responsive and superior customer service to inquiries and requests—This is important to my customer, so it is important to me
- Ability to effectively lead small teams
Performance Metrics
- Frequency of meeting target sales and profitability goals
- Meet with and acquire a required number of new end-user customers
- Customer satisfaction level
- Tech Leads followed up on consistently
- Proficiency with Company provided technology
- Completeness of sales documentation and paperwork
- Number of jobs sold without error or omissions (estimating and scope accuracy)
