Sales Engineer

Critical Systems•Rockville, MD

About The Position

The Sales Engineer is responsible for developing long-term customer relationships and maximizing account penetration and customer retention with contractor, consulting engineer and architect accounts. ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following: Has a competitive nature with a tenacious will to win. Uses 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. 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. Develops relationships with multiple buying influences in the customer’s organization. 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 takeoff, 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 Critical System 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 consulting engineers in writing project specifications. Coordinates with Application Engineers in the interpretation of specifications and preparation of proposals.

Requirements

Bachelor’s degree in Electrical/Mechanical Engineering, Construction or Engineering Technology, or other related areas and 5+ years of field sales experience, or equivalent, preferred
5-10 years HVAC experience
Well developed sales skills
Excellent oral/written communication skills
Well developed presentation skills
Excellent customer relations skills
Marketing & market planning knowledge
In-depth knowledge of target market industries
Ability to travel at least 20% of the time
Ability to function independently and deliver results

Responsibilities

Developing long-term customer relationships
Maximizing account penetration and customer retention with contractor, consulting engineer and architect accounts
Using account management process to identify key customers and to develop specific action plans to grow identified accounts
Identifying potential opportunities with existing and new customers
Converting 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
Developing relationships with multiple buying influences in the customer’s organization
Gathering and validating preliminary information and performs facility walk-through, construction plan review or other requirements
Determining project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements
Developing, evaluating, and discussing possible solutions with customer
Developing preliminary project fulfillment schedule
Responsible for project takeoff, selection, pricing, and integration of equipment, controls, and services
Responsible for the preparation and review of the proposal
Validating the preliminary proposal with customer
Determining proposal price and selling strategy
Reviewing and comparing contract terms and conditions with Critical System contract standards
Presenting the proposal and negotiates price, terms, and conditions with customer
Following up with buying influences
Preparing transition documents and communicates project readiness for assignment to operations team
Resolving major deviations from scope with team after Project Scope Validation
Determining 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
Providing total account business activity reports and annual forecasts
Providing knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations
Consistently ascertaining customer needs and current market opportunities
Assembling, coordinating and interacts with sales team as needed for customer penetration and project acquisition
Coordinating with consulting engineers in writing project specifications
Coordinating with Application Engineers in the interpretation of specifications and preparation of proposals