Sales Engineer

POSITION: Sales Engineer
DEPARTMENT: Sales
CLASSIFICATION: Exempt

SUMMARY:

General Responsibilities:

The Sales Engineer is responsible for promoting, estimating, and bidding various projects related to HVAC equipment and DDC Controls Systems. This position focuses all sales related efforts on building relationships with mechanical engineers and contractors.

Reports to: Sales Team Lead
Direct reports: None

Direction:

• Minimal supervision.

Major Responsibilities:

30% Promotes HVAC equipment and DDC controls systems to mechanical engineers and contractors.

• Assists mechanical engineers and contractors with problems involving the use of equipment and services and recommends suitable resolutions according to their needs.
• Effectively communicates solutions utilizing product lines and development of presentations, webinars, and lunch and learns.
• Prepares and delivers technical presentations explaining products and services to customers and prospective customers.
• Arranges for demonstrations or trial installations of equipment.
• Works closely with the Sales Account Executive to promote additional HVAC products, including grills, registers, diffusers, VAV boxes, etc.
• Handles various calls and inquiries from engineers and contractors.
• Attends trades shows or conventions to promote products.

30% Prepares proposals and bids for HVAC equipment and DDC controls products

• Reviews upcoming projects and keeps up to date with the plans, addendums and bid dates for projects.
• Develops sales proposals, specifications, estimates, and presentations.
• Performs layouts with engineers and contractors as directed.
• Prepares quotes for new products or services.
• Negotiates prices or terms of sale.
• Follows up with engineers and contractors on bids.
• Prepares formal submittals containing schematics, descriptions and technical information for use and approval by owner’s representative.
• Assists project management and support staff in coordinating orders with engineers and contractors.
• Prices change orders as necessary.
• Assists project management in following up on freight/warranty claims.

20% Builds and maintains customer, prospect and other relationships

• Meets regularly with mechanical engineers and contractors to build relationships and prospects for new business leads.
• Identifies and maintains prospect list.
• Participates in various civic and professional organizations to network and build relationships.
• Supports and improves customer relationship management programs and procedures.
• Solicits feedback from key customers regarding service.
• Visits project sites and job meetings as required.
• Maintains and strengthens relationships with manufacturers.
• Responds to customer inquiries and resolves difficult and sensitive issues.
• Maintains customer records, using designated computer and electronic systems and media.

20% Works in conjunction with sales team to coordinate sales and business development activities.

• Participates in sales team meetings.
• Shares opportunities and information with relevant team members.
• Collaborates with the sales team to understand and promote other company products and services.
• Recommends process improvements as identified.

QUALIFICATIONS:

Education

• Bachelor’s degree in Engineering, Engineering Technology or related field.

Skills and Experience

• Minimum five years of experience in engineering systems or related field.
• Minimum two years in HVAC equipment sales.
• Exemplifies company core values: Ambitiously Curious, Always Want the Best and Whatever it Takes
• Strong knowledge of engineering fundamentals and HVAC concepts and operations.
• Ability to read and interpret documents such as plans, safety rules, operating and maintenance instructions, and procedure manuals.
• Excellent oral and written communication skills.
• Mathematical abilities to add, subtract, multiply and divide all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and create and interpret graphs.
• Ability to build rapport and strengthen relationships with new and existing customers.
• Strong problem-solving ability.
• Ability to evaluate urgency of situation and prioritize tasks.
• Highly organized with an attention to detail.

Certificates, Licenses, Registrations

• Valid driver license

Other Requirements

• Requires occasional evening and / or weekend work
• Requires travel to and from job sites and factories, many out of town
• Requires occasional overnight stays

Training and development:

• Studies literature and attends seminars to keep current in products, processes, and materials. Must be familiar with competitor’s product lines and how our products meet or exceed specifications.