Sales Engineer

Pacific Coast Trane•Sunnyvale, CA

10d•$90,000 - $120,000•Onsite

About The Position

Pacific Coast Trane, the San Francisco district office representing Trane Company, is seeking a Sales Engineer to join its Service Sales team in Sunnyvale, California. The role develops long-term relationships with building-owner customers and grows account penetration and retention, focusing on mechanical service, maintenance, repair, and equipment and system replacement. The position is in person and involves providing HVAC solutions, managing accounts and sales opportunities, estimating and proposing projects, negotiating agreements, and coordinating transitions to operations. The employee may need to work outside normal hours as required.

Requirements

Bachelor’s degree in engineering or business, plus completion of the Trane graduate training course; alternatively, an equivalent combination of education and experience.
3–5 years in a Trane sales role, or equivalent combination of education and experience.
Working knowledge of HVAC systems, service agreements, and Microsoft Office.
Ability to interpret contracts, technical documents, and regulations; write reports and business correspondence; and present confidently to managers, clients, and groups.
Ability to calculate discounts, commissions, percentages, and measurements, and apply basic algebra and geometry.
Ability to define problems, gather data, draw sound conclusions, and interpret technical instructions, diagrams, and multiple variables.
Valid driver’s license and proof of personal insurance.
Ability to meet the stated physical demands, including regularly sitting; occasionally standing, walking, reaching, and lifting or moving up to 10 pounds; and having close vision, peripheral vision, depth perception, and the ability to adjust focus.

Responsibilities

Develop HVAC equipment and system solutions for customer problems, considering financial and performance requirements.
Manage accounts, identify key customers, and create action plans to grow accounts and improve customer retention.
Assess customer needs and market opportunities; identify opportunities with existing and prospective customers.
Coordinate acquisition teams and sales processes, assign team members, and communicate next steps.
Build relationships with multiple buying influences, including facility managers, project managers, project engineers, and purchasing staff.
Develop and execute account-specific business plans and provide account reports and annual forecasts.
Maintain an acceptable rate of business acquisition.
Prepare quotes for service repairs, equipment change-outs, indoor air quality (IAQ), energy solutions, time-and-material work, and fixed-price services.
Contact responsible parties to secure service-contract renewals and prepare required management activity reports.
Collect project data, compare projects with office capabilities, gather or validate preliminary information, and conduct facility walk-throughs to assess opportunities.
Develop, evaluate, and discuss possible solutions with customers.
Estimate projects by analyzing equipment, controls, subcontractors, and services using Trane business systems.
Develop preliminary project fulfillment schedules and prepare and finalize proposals.
Enter customer and project information into business systems and validate preliminary proposals with customers.
Determine proposal pricing and sales strategy.
Prepare, negotiate, and review agreements and project scopes; present and review proposals or contracts with buying influences and negotiate scope.
Follow up with buying influences and prepare transition documents to communicate project readiness to the operations team.
Resolve major scope deviations with the team after Project Scope Validation.
Answer customers’ technical questions about HVAC systems, Trane products, and the relevant industry.
Work outside normal hours when required.