Owner Direct Equipment Sales Engineer

Havtech • Columbia, MD

5d

About The Position

Havtech is seeking an Owner Direct Equipment Sales Engineer to develop long-term relationships with owner accounts and increase account penetration and customer retention. The role provides innovative HVAC solutions across a portfolio of commercial equipment, controls, and services, and partners with customers on commercial HVAC projects.

The engineer manages the sales process from account planning and opportunity identification through project development, proposal preparation, negotiation, and transition to the operations team. The position also develops account-specific business plans, provides business activity reports and forecasts, and offers HVAC system-related consultation that considers financial and performance needs.

This position has no direct supervisory responsibility. It requires at least 20% travel. The work environment is usually quiet. The role regularly involves sitting, using hands, reaching, and talking or hearing; standing and walking are frequent, and occasional lifting or moving of up to 10 pounds is required.

Requirements

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

Responsibilities

• Use the account management process to identify key customers and develop action plans for account growth.
• Identify potential opportunities with existing and new customers.
• Collect project data and assess it against the office’s capabilities.
• Convert leads into opportunities by selecting the appropriate sales process, identifying project team members, assigning responsibilities, and communicating next steps.
• Gather and validate preliminary information, including through facility walk-throughs and construction plan reviews.
• Determine project needs, constraints, and responsibilities to meet customer HVAC system design and installation requirements.
• Develop, evaluate, and discuss possible solutions with customers.
• Develop preliminary project fulfillment schedules.
• Handle project take-off, equipment and controls selection, pricing, and integration of equipment, controls, and services.
• Prepare and review proposals and validate preliminary proposals with customers.
• Determine proposal pricing and selling strategy.
• Review contract terms and conditions against Havtech contract standards.
• Present proposals and negotiate price, terms, and conditions with customers.
• Follow up with buying influences.
• Prepare transition documents and communicate project readiness for assignment to the operations team.
• Resolve major scope deviations with the team after Project Scope Validation.
• Develop and execute account-specific business plans to establish long-term mutual support requirements and successful partnerships.
• Provide total account business activity reports and annual forecasts.
• Develop HVAC system-related solutions for customer problems, including financial and performance-based considerations.
• Assess customer needs and current market opportunities.
• Coordinate with the sales team to support customer penetration and project acquisition.
• Coordinate with owners on writing project specifications.
• Coordinate with estimators on interpreting specifications and preparing proposals.

Benefits

• Comprehensive medical, dental, and vision plans.
• Company-paid life insurance and disability coverage.
• 401(k) with match.
• Paid holidays.
• Paid time off.
• A gratitude day to give back to the community.

What This Job Offers

• Job Type: Full-time