Summary
Responsible for developing long-term customer relationships and maximizing account penetration and customer retention with business accounts.
Essential functions and responsibilities include the following (other functions may be assigned)
- Provides knowledge and consultation in the form of developing HVAC/Controls/Security/Fire and Life Safety system related solutions for the customer’s problems.
- Identifies potential opportunities with existing and new customers.
- Identify and coordinate appropriate resources to conduct regular lunch and learn presentations for architects, engineers, general contractors, and owners in the market.
- Converts leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process.
- Develops multiple relationships with buying influences in the customer’s organization, including facility manager, project manager, project engineers and purchasing.
- 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 account business reports.
- Provides quotes for repairs, change outs, and energy solutions including quotes for time and material as well as fixed price services.
- Contracts responsible parties for purposes of securing renewal of service contracts.
- Estimates project by analyzing and integrating equipment, controls, subcontractors, and services for each project.
- Prepares, negotiates, and reviews agreement/project scope.
- Assists customers in answering technical questions on systems and relevant industry issues.
Supervisory Responsibilities
This position has no supervisor responsibilities.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Associate degree in engineering, business management or equivalent and/or three (3) to five (5) years in facilities sales; or equivalent combination of education and experience. Working knowledge of HVAC/controls/security sales, service agreements, and Microsoft Office products.
Job Skills
Ability to read, analyze, and interpret plans, specifications, contract documents, control drawings, service bulletins, technical procedure manuals, equipment specifications, and governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from customers.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of geometry and algebra. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
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 required to walk, sit, and use hands to operate computer, keyboard, and telephone. On occasion, employee is required to stand, sit, reach with hands and arms, climb or balance, and stoop, kneel, crouch, or crawl. The employee must occasionally 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 accommodation may be made to enable individuals with disabilities to perform the essential functions.
This position works in a typical office environment with visits to customer offices and job sites. Frequent outdoor travel is required to visit customers. During visits to job sites, the employee is occasionally exposed to moving mechanical parts, extreme heat and risk of electrical shock. The noise level in the work environment is usually moderate.
