Building Automation Systems Service Sales Engineer

Position: Building Automation Service Sales Engineer

Company: Hoffman Building Technologies, Inc. (HBT)

Reports To: Service Sales Manager

Are you passionate about solving customer’s more pressing facilities management challenges, and making buildings smarter, safer, more efficient and productive? Do you want to be an owner (we are a 100% ESOP!) of the company for which you work that empowers you to be curious, creative toward change, think “outside the box” to push innovation, and challenges you to be the best customer advocate possible? Do you have a Service Mentality—One which you are focused on exceeding customer expectations and doing what’s right for the client, even when difficult, costly or unpopular? And all of this in a NO-CAP COMMISSION structure...Then a career with Hoffman Building Technologies is for you!!

Position Purpose: Hoffman Building Technologies is seeking a customer centric, confident and self-motivated technical sales professional to manage and grow our building automation service customer base. Our target markets include but are not limited to healthcare, office buildings, government buildings and sites, higher education, K-12 schools, pharmaceutical/life sciences, industrial, data centers, specialty buildings, etc.

The role of the Service Sales Engineer is to drive new sales for HBT in a professional manner consistent with HBT’s integrity, core values, and customer-care (internal & external) standards. The Service Sales Engineer will use their technical and financial expertise, as well as critical thinking and relationship developing skills to determine customer’s needs and provide solutions that solve the customer’s issues and generate a high rate of overall customer satisfaction. HBT Service Sales Engineers drive business through long term owner direct selling of new Building Automation Systems (BAS), service agreements, BAS system upgrades, energy efficiency projects, tenant improvement projects, training, and are expected to grow HBT’s End User client base.

Employment at Will: Nothing herein is intended to create a contract of employment or to guarantee employment for a definite duration.

Hoffman Building Technologies, Inc., a division of Hoffman & Hoffman, Inc., and is a company focused on outpacing the growth of our competitors in the Building Automation & Energy Management industry by providing the most innovative Building Automation System solutions through superior products, self-motivated customer centric employees, and world-class customer service.

Building Automation Service Sales Engineer Essential Duties and Responsibilities:

• Provide a wide range of solutions including Building Automation System (BAS) replacements, system upgrades, energy services projects, and service agreements.
• HBT operates as a team environment. We utilize the skills and relationships of our diverse sales and operations team members to work together to provide outstanding customer value by exceeding customer expectations. You are expected to collaborate with other sales engineers, account managers, and construction/service operations personnel when pursuing strategic sales objectives.
• Responsible for planning and executing an annual sales plan to consistently achieve goals and forecast results.
• Develop, collaborate, and implement strategic account plans and strategic selling plans to support major opportunities and account growth.
• Develop and maintain a qualified funnel of sales opportunities and new account targets.
• Become a subject matter expert in BAS product and service solutions and educate the market & especially end user customers with regard to HBT’s capabilities and develop a value proposition stating the benefits for each client. Identify opportunities to address customer needs and eliminate their “pain” with HBT solutions & services.
• Work with sub-contractors and supplier partners to develop cost effective solutions for HBT end-user customers.
• Present in-person proposals at the customer’s facility.
• Perform sales presentations, using approved company presentation materials and methods.
• Focus on educating customers on the value of our solutions.
• You will have ownership of the full sales process, including lead generation/identifying opportunities, qualifying the opportunities, surveying sites, estimating, proposal development, and closing activities.
• You will be required to create customer account profiles and conduct monthly or quarterly account management meetings with your largest end-user customers.
• You must have outstanding communication skills and the ability to think on your feet with regard to recognizing customer issues and providing recommended solutions.
• You must be focused on continuous education and continuous personal improvement, and you will be expected to participate in training as requested and needed.
• You will be expected demonstrate learning-retention and field-level application of knowledge and skills attained from all training provided.
• You must be focused on providing outstanding customer value, doing the right thing, and nothing less.
• Keep appointments with customers as scheduled.
• Prospect for expanding HBT’s end-user customer base in the company’s Charlotte Office footprint.
• Transfer all required information / communications after booking a project or service agreement based on company process standards. This includes turnover of proposal scope, all pictures of the project, all necessary notes, project schedule, risks, drawings etc., to adequately communicate the customer’s expected outcomes to the operations department in order for them to exceed customer expectations. The service sales engineer shall be required to be available to answer questions that may arise, attend customer meetings as necessary, and then must return to completed projects for owner training and quality checks, as well as plant referral seeds.
• Stay in contact with service sales manager with monthly one-on-ones and weekly activity updates. Provide monthly sales forecasts per company standards. This will include managing all activities through company provided CRM.
• Collaborate with HBT’s Construction Sales Engineers during their pre-bid activities to leverage end-user/owner relationships.
• This job entails some remote work; however, sales engineers are also generally expected to be in the office for collaboration with co-workers when not in the field with customers.
• Service Sales Engineers are expected to follow up on field technician generated referrals and leads.
• Participate in sales meetings.
• Represent HBT at industry events, trade organizations, networking events, and charitable benefits.
• Regularly interface with customers through entertaining, educating, building relationships, and providing any assistance necessary to maintain trusted advisor status.
• Provide feedback to sales management, operations, and engineering teams on market conditions.
• Work closely with other Hoffman Companies to collaborate and team-up for maximizing the Hoffman & Hoffman offerings to all Hoffman & Hoffman end users.
• Represent the company in a professional manner consistent with the company’s integrity and customer-care standards (core values).
• Other duties as assigned by Service Sales Manager.

Education and Experience:

• Bachelor’s Degree (preferably in engineering, math, or the sciences), preferred but not required.
• 2-5+ years’ experience in technical sales (preferably HVAC and/or Building Automation—Construction or Service), business development, consulting within similar industries as HVAC/Building Automation and/or Energy Efficiency is preferred, however, we will also consider sales professionals with technical or financial experience or other related sales experience utilizing critical thinking and sales influencing skills within software or other service industries and a proven track record of success.

Required Knowledge, Skills and Abilities:

• Strong knowledge of HVAC Systems and/or building automation systems is preferred.
• Knowledge of and strong networking relationships within the South Carolina market, especially with building owners/end-users is not required but is strongly desired.
• Knowledge of Alerton, Distech, Delta, Tridium BAS systems is helpful, but not required.
• Knowledge of local, state, and federal regulations involving energy reduction and conservation measures. Also, knowledge of other industry regulations such as Healthcare, Life Sciences, etc. would be helpful.
• Strong verbal and written communication skills (via phone, email and in-person)
• Excellent organizational & time management skills with an ability to think proactively and prioritize work in a constant fast-paced, multi-tasking environment
• High attention to detail and accuracy
• Professional appearance is a requirement
• Must be mechanically inclined and possess a strong understanding of the psychology of sales
• Solid sales pipeline management skills
• Excellent customer service skills
• Strong problem solving and analytical thinking skills
• Work independently (Must be self-motivated) and with a team; consistently meet deadlines.
• Demonstrate sound judgment, critical thinking capability, and good decision-making skills
• Must be comfortable with dealing with all levels of clients up to and including the C-Suite
• High Energy individual
• Ability to work occasional evenings and weekends to meet deadlines
• Ability to travel occasionally, with some overnight stays
• Successfully build relationships—strong people skills.
• Provide prompt solutions, with highly responsive and superior customer service to inquiries and requests—This is important to my customer, so it is important to me
• Ability to effectively use Excel, Word, Outlook, and basic computer skills or the ability to learn them quickly
• Ability to effectively lead small teams
• Must possess a valid driver’s license

Performance Metrics

• Frequency of meeting target sales and profitability goals
• Meet with and acquire a required number of new end-user customers
• Customer satisfaction level
• Tech Leads followed up on consistently
• Proficiency with Company provided technology
• Completeness of sales documentation and paperwork
• Number of jobs sold without error or omissions (estimating and scope accuracy)

Physical Demands

• While performing the duties of this job, the individual, will be required to visually inspect all areas of customer sites, this requires the use of step ladders and occasionally lifting up to 30lbs
• Use of sight, touch and hearing senses will be required including but not limited to close vision, distance vision, color vision, peripheral vision and sense of touch
• Proper PPE may be required in commercial environments (hard hat, safety glasses, ear plugs, safety vest, gloves, and occasionally respirators)
• Occasional exposure to toxic or caustic chemicals, extreme cold, and extreme heat
• Occasional exposure to dusty and confining areas of a commercial space for short periods of time
• Occasional exposure to loud environments

We are 100% employee-owned through an Employee Stock Ownership Plan (ESOP). This is a retirement benefit for our employees that is wholly paid for by the company in addition to 401(k) options for employee contributions. There are approximately 7,000 ESOPs in the United States, governed by the IRS and the U.S. Department of Labor. Research indicates that ESOP companies tend to grow faster in sales and employment. ESOP employees tend to have 2.2 times as much in retirement savings as employees in traditional companies.

This job description is intended to provide information regarding the essential functions and basic duties of this position. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and duties that could be assigned. Additional functions and requirements may be assigned by management as it deems appropriate. This document does not constitute a contract and is subject to change at the discretion of Hoffman Mechanical Solutions.

EOE/Disabled/Veteran