SUMMARY
The Sales Engineer is responsible for developing long-term customer relationships and maximizing account penetration and customer retention with contractor, consulting engineer and architect accounts.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:
- Has a competitive nature with a tenacious will to win.
- Uses account management process to identify key customers and to develop specific action plans to grow identified accounts.
- Identifies potential opportunities with existing and new customers.
- Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
- Develops relationships with multiple buying influences in the customer's organization.
- Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.
- Determines project needs, constraints, and responsibilities to meet all of the customer's HVAC system design and installation requirements.
- Develops, evaluates, and discusses possible solutions with customer.
- Develops preliminary project fulfillment schedule.
- Responsible for project takeoff, selection, pricing, and integration of equipment, controls, and services.
- Responsible for the preparation and review of the proposal.
- Validates the preliminary proposal with customer.
- Determines proposal price and selling strategy.
- Reviews and compares contract terms and conditions with Critical System contract standards.
- Presents the proposal and negotiates price, terms, and conditions with customer.
- Follows up with buying influences.
- Prepares transition documents and communicates project readiness for assignment to operations team.
- Resolves major deviations from scope with team after Project Scope Validation.
- Determines needs, develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
- Provides total account business activity reports and annual forecasts.
- Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer's problems, including financial and performance-based considerations.
- Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
- Coordinates with consulting engineers in writing project specifications.
- Coordinates with Application Engineers in the interpretation of specifications and preparation of proposals.
SUPERVISORY RESPONSIBILITIES
This position does not have direct supervisory responsibility; however this position may assist the internal Critical Systems managers with day-to-day direction and performance of the internal support team.
QUALIFICATIONS include the following:
- Bachelor's degree in Electrical/Mechanical Engineering, Construction or Engineering Technology, or other related areas and 5+ years of field sales experience, or equivalent, preferred.
- 5-10 years HVAC experience
- Well developed sales skills
- Excellent oral/written communication skills
- Well developed presentation skills
- Excellent customer relations skills
- Marketing & market planning knowledge
- In-depth knowledge of target market industries
- Ability to travel at least 20% of the time
- Ability to function independently and deliver results
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is frequently required to stand and walk. The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.
DECLARATION
Human Resources retains the sole right and discretion to make changes to this job description.
