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BAS / Controls Salesperson

September 21, 2012 - December 30, 2016
Location:King of Prussia, PA
Exempt/Non-Exempt:Exempt
Benefits:base + commission, benefits, 401K, car allowance, phone, laptop
Employment Type:Full Time
Department:Sales
Description:Title: BAS Salesperson

Department/Location: BAS Sales Team, King of Prussia

FLSA Status: Exempt

Reports to: Sales Manager

Works with: BAS Team, Service Sales Team, Sales Engineers, Customers and Clients

Job Purpose: Responsible for acquisition and development of long-term customer relationships in the form of developing HVAC Building Automation System Solutions. Primary responsibilities will be working with high level building owners to act as a consultant in providing Building Solutions utilizing Tozour-Trane controls and Service.
Acceptable candidates must have proven success as a top performer. Team leadership skills are a must.
Duties:Strategic:
•Provide knowledge and consultation in the form of developing Building Automation System related solutions for customer issues, including financial and performance based considerations.
oNew construction design
oRetrofit and replacement
oSystem upgrade and enhancement

•Consistently ascertain customer needs and market opportunities to build teams of acquisition members as needed for customers and projects.
oIdentify opportunities above and beyond controls scope and team or transition to account managers of that division.
oAct as an Account Manager for the assigned accounts to ensure customer needs are met.

•Work effectively within the Tozour-Trane sales team and their customers to influence HVAC systems design to maximize the Tozour-Trane bill of material for a completely integrated system.

•Provide knowledge and consultation for existing sales force to enhance Tozour-Trane’s ability to convert controls installations to service contracts.

•Build and establish relationships with non-contract customer that have previously purchase HVAC and controls from Tozour-Trane.

•Provide knowledge and consulting for a value based acquisition process.

•Work within financially based decision making processes and understanding building automations ability to affect short and long term costs of operating and maintaining commercial and industrial properties.

•Provide quotes for BAS upgrades, service agreements, retrofits, enhancements and other value based solutions.

•Provide estimates for BAS activity, as well as, service agreements and virtual service offerings.

•Prepares and submits necessary management reports on backlog, pipeline and selling activities.

•Develops, evaluate and discuss possible solutions with customers. Utilizing latest technology on systems performance comparatives inclusive of energy, comfort and maintainability.

•Prepares, validates and finalizes scope of work and proposal with customers and established the agreement with the customer.

•Prepares all necessary transition documents and facilitates a complete turnover meeting with the operations/fulfillment team.

•Works with operations and the customers to resolve any major deviation in scope.

•Flexible to work outside normal working hours as required.


Other Duties:
•Prepares reports and correspondence.
•Arrange and participate in meetings, conferences, and project team activities. .
•Communicate and liaise verbally and in writing between customers/suppliers/visitors/enquirers and relevant staff, and interpret and respond clearly and effectively to spoken requests over the phone or in person, and to verbal or written instructions. Provide accurate and timely information.
•Maintain regular consistent and professional attendance, punctuality, personal appearance, and adherence to relevant health & safety procedures.
•Pursue personal development of skills and knowledge necessary for the effective performance of the role. Attend training and to develop relevant knowledge, techniques and skills.
•Adhere to health and safety policy, and other requirements relating to care of equipment.
•Must have excellent presentation abilities.
•Other responsibilities as required.
Qualifications:•Bachelor’s degree in engineering, engineering technology or business management. MBA preferred.

•Ten years experience in the HVAC automation related business

•Working knowledge of HVAC systems, service and Microsoft office products

•Is comfortable in an entrepreneurial position with high levels of accountability with a high dependency on self-motivation.

•Comfortable working with, presenting to and associating with “C” level business associates.


Personal Situation: Able to commute reliably to office base. Able to work extended hours on occasions when required.

Personality: Self-driven, results-oriented with a positive outlook and a clear focus on high quality and business profit. Mature, credible and comfortable in dealing with clients and vendors. Well represented and businesslike supporting a demeanor that establishes a comfort with top level business owners and leaders. Ability to get along with others and be a team player is a key to success in this role.


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