Commercial Sales Spec

our team • Mahwah, NJ

3d • $86,900 - $120,000 • Hybrid

About The Position

This is a position with The Marley Company, a parent company which provides administrative support to the SPX Enterprises HVAC Heating businesses (such as WM Technologies, LLC, Marley Engineered Products, LLC, Patterson-Kelley, LLC) and includes all Weil-McLain® branded products. As a Commercial Sales Specialist, you will be responsible for achieving sales goals for commercial boiler products through the Company’s network of Manufacturers’ Representatives within your assigned geography. Where there is no assigned Manufacturers’ Representative, you will be responsible for all sales activities. As a front-line Commercial Sales Specialist, you will strengthen the company’s commercial market presence, with a particular focus on condensing boiler solutions, and drive preference for Weil-McLain products throughout the specification and sales process. You will support projects throughout the entire sales cycle by providing both pre- and post-sales expertise to contractors, consulting engineers, distributors, and other channel participants.

Requirements

• Minimum of 5 years of sales experience within the hydronic heating, plumbing, HVAC, and/or industrial mechanical equipment industries.
• Experience managing Manufacturers’ Representatives and/or distributor relationships.
• Territory management experience with demonstrated success achieving sales objectives.
• Experience managing CRM systems, sales opportunities, and sales funnels.
• Strong mechanical aptitude and ability to understand commercial boiler applications and systems.
• Ability to travel extensively throughout the assigned territory, including overnight travel.

Nice To Haves

• Knowledge of Building Management Systems (BMS) and building automation applications.
• Strong verbal presentation, communication, and relationship-building skills.
• Strong written communication skills.
• Effective negotiation and influencing skills.
• Proficiency with Microsoft Office applications, including Outlook, Excel, and PowerPoint.
• Strong problem-solving and issue-resolution capabilities.
• Demonstrated conceptual and strategic thinking abilities.
• Experience working with consulting engineers, specifying engineers, and design-build contractors.
• Knowledge of commercial boiler systems, hydronic heating systems, and related HVAC applications.

Responsibilities

• Build and maintain relationships with contractors, facility engineers, consulting engineers, distributors, housing authorities, utilities, and local, state, and federal agencies.
• Develop a thorough understanding of the competitive landscape, market dynamics, and customer needs within the assigned territory.
• Identify and pursue opportunities to increase revenue and market share for commercial condensing boiler products.
• Aggressively target top-tier mechanical contractors, design-build firms, and key projects to convert competitive specifications to Weil-McLain solutions.
• Build deep technical relationships with consulting and specifying engineers to establish Weil-McLain condensing boilers as the preferred Basis of Design (BOD) on commercial projects.
• Position Weil-McLain condensing boilers as the preferred approved alternate where competitor products have already been specified.
• Serve as a technical boiler expert capable of understanding and communicating complete boiler system layouts, configurations, and application requirements.
• Intercept open projects and effectively communicate the Weil-McLain value proposition to convert competitive opportunities.
• Maintain strong customer relationships to preserve and grow market share within existing cast iron and condensing boiler product lines.
• Develop and maintain strong working relationships with distributor sales teams, purchasing teams, and leadership personnel.
• Maintain accurate quote logs, opportunity pipelines, and sales funnel visibility utilizing CRM tools.
• Track project wins, losses, conversion rates, and sales performance metrics.
• Meet or exceed territory sales goals and performance objectives.
• Identify, qualify, and advance new commercial project opportunities on a consistent basis.
• Pursue large project opportunities with and without assigned Manufacturers’ Representative support.
• Maintain a disciplined schedule of face-to-face customer meetings with contractors, consulting engineers, distributors, and representatives.
• Develop and deliver compelling customer-focused presentations that clearly differentiate Weil-McLain products and solutions from competitive offerings.
• Provide pre-sales application engineering support to Manufacturers’ Representatives, consulting engineers, and design-build mechanical contractors.
• Coordinate bid/specification and design-build project quotations and follow-up activities.
• Provide post-sales support to representatives, distributors, and installing contractors to ensure successful project execution and customer satisfaction.
• Hold Manufacturers’ Representatives accountable to established growth targets and performance expectations.
• Partner with Manufacturers’ Representatives to provide factory-backed sales support and participate in strategic customer meetings and project pursuits.
• Maintain knowledge of Monthly Representative Scorecard metrics and communicate results to representative principals.
• Develop and implement improvement plans when representative performance does not meet expectations.
• Train and coach representatives on effectively communicating the Weil-McLain value proposition and product offering.
• Build and maintain strong relationships with representative principals and field sales personnel throughout the territory.
• Continuously evaluate territory performance, market trends, and competitive activity to identify growth opportunities.
• Support strategic initiatives designed to increase market share, customer engagement, and revenue growth.
• Provide market intelligence and customer feedback to product management, engineering, and leadership teams.
• Participate in industry events, trade shows, training programs, and customer education activities.

Benefits

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans
• 401(k) match
• Competitive and performance-based compensation packages
• Bonus plans
• Educational assistance
• Leadership development programs
• Recognition programs

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree