Description
Position Purpose
As an LONG Industrial Sales Engineer, you will promote the Industrial controls division of the Building Automation/Temperature Controls business unit, generate leads and turning those leads into sales success. With your extensive experience and in-depth knowledge of Industrial automation, you will play a crucial role in expanding our customer base and achieving sales targets. You will estimate, quote, negotiate, and sell Industrial automation jobs and change orders on negotiated, design build, and plan and specification jobs in a timely, profitable, and responsive manner. Your role will involve engaging with customers, understanding their requirements, and offering tailored solutions that optimize building performance. This position is base salary plus commission and will require skills and drive to increase and maintain sales success.
Benefits
Medical, Dental and Vision Insurance, Voluntary Life Insurance, Voluntary Accident and Critical Care Insurance, Basic Life, Short-Term and Long-Term Disability, Employee Assistance Program (EAP), 401(k) with Employer Matching contributions, Profit Sharing/Bonus/ Commission Program as applicable, Paid Time Off, Paid Community Service Day, 8 Paid holidays, Pet Insurance, Legal and IDShield are offered to eligible employees.
Essential Duties and Responsibilities
To perform this job successfully, you must be able to perform each essential duty satisfactorily. Other duties or tasks assigned as required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The essential functions of this position include but are not limited to:
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Manage and grow assigned territory or group of accounts consisting of building owners, end-users, engineers, and contractors. May also focus on prospecting directly to new end-users.
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Help ensure assigned contractors are providing appropriate opportunities to LONG Building Automation/Temperature Controls
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Develop and implement plans to take advantage of all sales opportunities for assigned customers or territory.
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Effectively perform needs assessments and develop sales proposals, estimates, specifications, and presentations.
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Explain and demonstrate the technical aspects of products and services in appropriate terms to ensure customers have a satisfactory understanding of systems.
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Grow and develop automation opportunities in industrial, utility, and infrastructure and oil and gas markets.
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Work with operations, finance, legal, and other inside and outside resources as needed to obtain the sale.
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Follow through on sold work to ensure satisfactory completion. Ensure a smooth sales-to-operations turnover and monitor progress.
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Assist in resolving installation, collections and other customer satisfaction issues as needed.
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Assist customers and potential customers with problems involving the use of company products and services and recommend suitable resolutions accordingly.
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Prepare accurate and thorough sales activity reports, forecast reports, and expense tracking.
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Participate in civic and professional organizations, and sales department meetings, workshops, and seminars. Continue to pursue in-depth product and service knowledge and acquire deeper selling, technical and financial skills.
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Serve as a subject matter expert, advising customers on the most suitable industrial automation solutions for their specific needs.
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Stay up to date with the latest trends, technologies, and regulations in the industrial automation industry.
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Conduct market research and competitive analysis to identify new opportunities and position our offerings effectively.
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Share your knowledge and expertise through training programs, workshops, and knowledge sharing sessions to enhance the team's overall capabilities.
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Strong written and verbal communication skills with owners, engineers, contractors, and internal execution teams.
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Ability to travel within the state of Alaska
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Other duties as assigned
Qualifications
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5–10+ years of industrial automation experience, preferably in a sales or customer-facing technical role supporting PLC/SCADA systems.
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An aptitude to learn and competently use company estimating tools.
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An understanding of value engineering, related contractual concepts, and financial acumen
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Deep understanding of PLC, SCADA and instrumentation knowledge, including HVAC, energy management and integration protocols.
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PLC experience Rockwell Automation (Allen‑Bradley) focused expertise, including ControlLogix and CompactLogix platforms, with working familiarity in Studio 5000 Logix Designer architecture and capabilities.
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Knowledge of Rockwell HMI and visualization platforms including FactoryTalk View ME/SE, PanelView Plus, and basic understanding of PlantPAx concepts, Aveva and Ignition preferred.
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Working knowledge of PLC-connected field and terminal devices including flow, pressure, temperature, and level instrumentation; VFDs (PowerFlex family preferred); valves, actuators, and industrial sensors.
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Experience in designing and estimating UL508A Industrial Control panels including NITW/7, NNNY, NRBX.
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Proven track record of managing and maintaining positive net sales for 6 months+
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Excellent communication and presentation skills, with the ability to effectively communicate complex technical concepts to both technical and non-technical stakeholders.
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Strong sales and negotiation skills with a track record of achieving targets and driving revenue growth.
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ASHRAE membership preferred.
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Ability to manage and maintain your individual sales bookings and book of business and be driven to continuously desire to increase your sales.
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Ability to legally operate a motor vehicle.
Preferred Qualifications
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Bachelor's degree in engineering, Business, or a similar field
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Any credentials, including LEED GA/AP, CEM, FE, or PE
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No candidate will meet every single desired qualification. If your experience looks a little different from what we have identified and you think you can bring value to the role, we would love to learn more about you!
Physical Requirements
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This position involves lifting to 50 lbs. from floor to countertop and countertop to floor.
Environment
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Inside and outside work environment
Hazards
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Inclement weather possible
Competencies
To perform this position successfully, an individual must display the following qualities.
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LONG expects its employees to understand and meet customer needs, collaborate effectively with colleagues, manage potential hazards and risks, and engage with and contribute to the community. These values are part of our core values used as performance metrics and are integral to company culture.
LONG Building Technologies, Inc. is a leading provider of HVAC equipment and contracting services, serving commercial clients. With a strong commitment to quality and customer satisfaction, we pride ourselves on delivering innovative solutions and exceptional service. Our company operates in an environment where unions play a significant role, ensuring fair labor practices and adherence to industry standards.
At LONG Building Technologies, we don’t just accept difference - we celebrate it, and we thrive on it for the benefit of our co-workers, our customers, and our company. We are proud to be an equal opportunity employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status.
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