Commercial Sales Consultant lll

Engineering Excellence•Columbus, OH

10d•Onsite

About The Position

The Commercial Sales Consultant III has in-depth knowledge of best practices and practical expertise in Outside Sales. May lead small-scaled projects with resource needs and manageable risks. Solves complex challenges by exercising judgement based on analysis of multiple sources. Provides guidance to less experienced colleagues on the team.

Requirements

Proven sales experience with emphasis on business-to business selling, “cold-calling” and generating sales from personal networking and lead generation.
Knowledge of commercial service sales concepts, practices, and procedures.
Excellent communication skills and strong relationship-management and coaching skills.
Ability to build long-term relationships with customers.
Ability to work cooperatively with technical, administrative, and support staff.
Solid skills working with Microsoft Office, contact management software, and databases
Good organizational skills and ability to manage multiple priorities simultaneously
Self-starter with a desire to learn and to grow the business.
Demonstrated commitment to the delivery of customer-focused service.
Must be able to work independently and exercise judgment and discretion within authorized limits.
Excellent written, verbal communication and organizational skills.
Basic knowledge of the fundamentals of the operational functionality of commercial heating, air conditioning, and ventilation equipment as well as related accessories.
Knowledge of basic mathematics (addition, subtraction, multiplication, and division)
Understanding of basic business accounting to understand job costing, profit margin, and cost of sales.
Ability to stand, to walk, and to climb stairs and ladders to access HVAC equipment which is often on a rooftop of the commercial building. Ability to read product data and to take measurements.
Valid driver’s license with acceptable driving record.

Nice To Haves

Knowledge of the commercial HVAC industry preferred

Responsibilities

Generates commercial replacement, retrofit, and service-contract sales through various customer prospecting techniques such as cold calling, customer referrals, personal networking, and customer contact.
Demonstrates professionalism, diplomacy, and tact to uphold company’s community reputation. Represents the company professionally, honestly, and ethically in all business matters and concerns
Consults with commercial customer on HVAC and indoor-air quality needs, delivers sales presentation utilizing company-established sales process, and closes sale to provide the customer with the best solution for the customer’s budget. Suggest additional and/or alternative products or service to meet customer needs.
Utilizes relevant systems and information, prepares the proposal for the commercial customer. Explains technical information to the customer in an easy-to-understand language.
Utilizes Engineering Excellence marketing data & tools to maximize sales effectiveness.
Prepares and/or completes all required documentation and obtains customer’s signature.
Actively manages and maintains relationships with strategic commercial customers and supports the ongoing relationships with these customers.
Works with internal staff to ensure that work is scheduled and completed according to company standards and the customer’s satisfaction.
Updates company systems following defined processes and procedures in order to process paperwork and information for new accounts and maintain records of results from all sales visits.
Meets or exceeds set Key Performance Indicators including: Revenue Growth, Close Rate, Lead Generation, Service Agreement sales
Effectively communicates with customer to resolve concerns, issues, or complaints in order to assure total customer satisfaction.
Comply with all Engineering Excellence safety policies, procedures, and practices.
Performs similar/other duties as assigned.
Reports any unsafe acts, conditions and hazards to direct supervisor/manager immediately.
Reports any contravention of legislation or company policy, procedure or program to direct supervisor/manager immediately.
Corrects substandard acts or conditions within area of control.
Uses and maintains appropriate personal protective equipment (PPE) as prescribed by company program(s) or procedure(s)
Never removes or renders ineffective any safety guards, devices, or clothing prescribed to be in place or worn.
Complies with the general rules as prescribed by company program(s) procedure(s)
Operates devices or equipment as prescribed by company program(s) or procedure(s)
Participates in any safety initiatives, teams, or committees.
Reports all injuries or incidents as prescribed by company program(s) or procedure(s) immediately.
Provides input on developing safety initiatives and plans to eliminate exposures that could cause accidents.
Does not perform act that may endanger the safety or well being of others
Does not engage in any pranks, contests, or rough boisterous behavior.
Works in compliance with applicable legislative requirement