Equipment Sales Engineer- Experienced |
| Feb. 26, 2009 - Dec. 26, 2010 |
| Location: | King of Prussia, PA |
| Exempt/Non-Exempt: | Exempt |
| Benefits: | health benefits package, 401K, dental, etc. |
| Employment Type: | Full Time |
| Department: | Sales |
| Description: | Works with: Sales Manager, Sales Admins, TST Personnel, Service Personnel and Accounting Personnel.
Works as a technical sales consultant to engineers, architects, contractors and owners / developers in the design, application and sales of environmental systems solutions for commercial, industrial, and institutional buildings.
We are specifically looking for an experienced salesperson. Must have experience selling products/services similiar to Trane's product line. |
| Duties: | -Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.
-Develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners. Works toward making our company the preferred supplier of HVAC equipment.
-Identifies potential opportunities with existing and new customers.
-Collects project data and compares to the office’s capabilities.
-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, including project managers, project engineers, construction, purchasing, and accounts payable.
-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 take-off, 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.
-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 Estimators in the interpretation of specifications and preparation of proposals.
-Responds to customer needs by identifying systems, products, generating quotes and closing orders.
-Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes.
-Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution
-Other responsibilities as required. |
| Qualifications: | Bachelor’s degree in Engineering from a four-year college or university and 5-10 years of experience selling HVAC equipment; or equivalent combination of education and experience.
Demonstrated ability to influence the market at the necessary levels.
Ability to work with all levels of staff. Must be able to multi-task, openly communicate, work well with others and carry a positive attitude
(Sales Personality a MUST!). Mature, credible and comfortable in dealing with customers and vendors. Able to get along with others and be a team player.
Local Travel Required- Must have valid driver's license.
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