Sales Engineer

Pacific Coast Trane•Sunnyvale, CA

6d•Onsite

About The Position

Pacific Coast Trane, the San Francisco district office representing the Trane Company, is seeking a Sales Engineer for its Service Sales team in Sunnyvale, California. The role develops long-term relationships with building-owner customers and grows account penetration and retention, with a focus on mechanical service, maintenance, repair, and equipment replacement. The position provides HVAC equipment and system solutions that address customers’ technical, financial, and performance needs, and guides opportunities from initial customer discovery through proposal, agreement, and transition to operations. The work is in person, with flexibility to work outside normal business 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 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.

Responsibilities

Develop HVAC equipment and system solutions for customer problems, accounting for financial and performance considerations.
Use account management processes to identify key customers and develop action plans to grow accounts.
Assess customer needs and market opportunities; identify opportunities with existing and new customers.
Coordinate acquisition teams and assign appropriate sales team members and next steps for opportunities.
Build relationships with buying influences, including facility managers, project managers, project engineers, and purchasing personnel.
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, change-outs, indoor air quality, energy solutions, time-and-material services, and fixed-price services.
Contact responsible parties to secure service contract renewals and prepare required management activity reports.
Collect project data, assess office capabilities, validate preliminary information, and conduct facility walk-throughs.
Develop, evaluate, and discuss potential solutions with customers.
Estimate projects using Trane business systems, integrating equipment, controls, subcontractors, and services.
Develop project fulfillment schedules and prepare, finalize, and validate proposals with customers.
Determine proposal pricing and selling strategy; prepare, negotiate, and review agreements and project scopes.
Present and review proposals or contracts with buying influences and follow up with them.
Prepare transition documents and communicate project readiness to the operations team.
Resolve major scope deviations with the team after Project Scope Validation.
Answer customer technical questions about HVAC systems, Trane products, and relevant industry matters.