Sales Engineer - New Equipment

ABOUT US:

Air Conditioning Equipment Sales (ACES) has more than 45 years of experience providing innovative heating, ventilating and air conditioning (HVAC) solutions to building owners and contractors. ACES has the industry-leading expertise to support the life cycle of commercial HVAC systems, from selecting and sourcing to service and replacement.

With a focus on innovation, the company works with customers to:
-Improve building comfort
-Increase efficiency
-Reduce total cost of ownership

ACES represents many of the most innovative HVAC equipment and building automation system manufacturers serving the technology, healthcare and educational markets. The company’s experienced sales engineers, service technicians, training staff and relationships with industry organizations and owners, engineers and contractors have established it as a key partner for any commercial HVAC project.

ACES is a fast-paced and growing company looking for talented, innovative professionals who want to be part of a future focused team that provides high quality solutions that make sense to its customers and communities, both financially and environmentally. If you are bright, driven, and customer oriented, then you belong at ACES.

SUMMARY

A successful Sales Engineer is responsible for developing long-term customer relationships and maximizing account penetration and customer retention with contractor, consulting engineer/architect and owner accounts. The Sales Engineer role in the New Equipment Sales team provides innovative HVAC solutions across a portfolio of industry-leading equipment.

ACES represents some of the most innovative HVAC equipment manufacturers and acts as a key partner on commercial HVAC projects. We represent leading manufacturers in every category of commercial heating, ventilating, air-conditioning equipment and controls.

This position can be based out of Richmond, VA or Hampton, VA.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:

• Utilizes Account management process to identify key customers and to develop specific action plans to grow identified accounts.
• Identifies potential opportunities with existing and new customers.
• Collects project data and compares to the office’s capabilities.
• Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
• Develops relationships with multiple buying influences in the customer’s organization.
• Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.
• Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements.
• Develops, evaluates, and discusses possible solutions with customer.
• Develops preliminary project fulfillment schedule.
• Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.
• Responsible for the preparation and review of the proposal.
• Validates the preliminary proposal with customer.
• Determines proposal price and selling strategy.
• Reviews and compares contract terms and conditions with ACES contract standards.
• Presents the proposal and negotiates price, terms, and conditions with customer.
• Follows up with buying influences.
• Prepares transition documents and communicates project readiness for assignment to operations team.
• Resolves major deviations from scope with team after Project Scope Validation.
• Determines needs, 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 total account business activity reports and annual forecasts.
• Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations.
• Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
• Coordinates with consulting engineers in writing project specifications.
• Coordinates with Estimators in the interpretation of specifications and preparation of proposals.

SUPERVISORY RESPONSIBILITIES

This position does not have direct supervisory responsibility. The position may be provided internal support.

QUALIFICATIONS include the following:

• Bachelor’s degree in Electrical/Mechanical Engineering, Construction or Engineering Technology, or other related areas.
• Excellent oral/written communication skills.
• Well developed presentation skills.
• Excellent customer relations skills.
• Marketing & market planning knowledge.
• In-depth knowledge of HVAC industry.
• Ability to travel at least 20% of the time.
• Ability to function independently and deliver results.

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 regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is frequently required to stand and walk. The employee must occasionally lift and/or move up to 10 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 accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

DECLARATION

Human resources retain the sole right and discretion to make changes to this job description. Any employee making changes unauthorized by the president or human resources will be subject to disciplinary action up to and including termination.