Owner Direct Equipment Sales Engineer

Havtech LLC•Columbia, MD

2h•Hybrid

About The Position

Providing innovative heating, ventilating and air conditioning (HVAC) solutions to building owners since 1984, today Havtech is one of the Middle Atlantic’s largest and most experienced commercial HVAC equipment suppliers. With a focus on innovation, the company works with customers to improve building comfort, increase efficiency, and reduce total cost of ownership. The company represents many of the most innovative HVAC equipment and building automation system manufacturers serving the technology, healthcare and educational markets. Havtech’s experienced sales engineers, service technicians, training staff and relationships with industry organizations and owners have established it as a key partner for any commercial HVAC project. Havtech 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 Havtech.

Requirements

Bachelor’s degree in Mechanical/Electrical 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.

Responsibilities

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.
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 Havtech 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 Owners in writing project specifications.
Coordinates with Estimators in the interpretation of specifications and preparation of proposals.