Senior BA Project Sales Representative

Harris Brand•Phoenix, AZ

15h•Onsite

About The Position

This role involves identifying and developing retrofit projects for building automation systems, including modernizing, upgrading, or replacing existing systems. The representative will leverage their knowledge of HVAC and Building Automation Systems to understand customer needs, identify inefficiencies, and propose solutions that enhance facilities while reducing operational costs. The position requires a systems-thinking mindset, the ability to interpret technical documents, and strong sales and customer relationship skills.

Requirements

Proven track record and the ability to identify retrofit building automation including modernizing, upgrades, or replacements in building automation.
Reside in the Baltimore/Washington area.
Strong customer facing skills - ability to effectively communicate with clients.
5+ years of knowledge of HVAC, mechanical, and electrical and components.
5+ years of experience with customer relationship development/maintenance.
Strong communication and interpersonal skills.
Ability to effectively work in a team environment.
Understanding of energy use, sustainability, and operational waste in systems.
Ability to interpret drawings, equipment, and job conditions.
Ability to survey/identify systems and understand the prospect’s needs and problems.
Ability to provide prospects with solutions to problems.
Ability to translate knowledge, experience, and solutions into proposals that will enhance the customer’s facility while reducing costs to operate, maintain, and repair systems.
Working knowledge of HVAC and Building Automation systems, including how components interact at the system level.
Understanding of energy use, sustainability considerations, and sources of operational inefficiency or waste.
Systems-thinking mindset: ability to evaluate the full building system and how the components function to meet the customer’s business expectations.
Ability to determine repair, modification, replacement, and/or upgrade requirements to provide prospects with solutions to problems.

Responsibilities

Identify retrofit building automation opportunities, including modernizing, upgrades, or replacements.
Develop accurate scopes of work and requirements for new and retrofit projects by reviewing drawings, specifications, equipment, and job conditions.
Translate technical findings and customer requirements into practical, cost-effective solutions.
Evaluate project requirements, including system sizing, quantities, distances, labor, materials, subcontractors, and associated costs.
Align technical solutions with customer financial considerations and return-on-investment expectations.
Develop proposals using standard operating procedures.
Present proposed solutions in a professional, consultative manner.
Maintain an accurate, up-to-date sales pipeline using the Harris CRM.
Maintain an active backlog of quotes to support consistent booking performance and sales goal achievement.
Identify new opportunities through prospecting, networking, referrals, and existing customer relationships.
Promptly follow up on leads and referrals.
Cross-sell and up-sell controls, service agreements, and mechanical project work.
Qualify opportunities and answer questions and objections with professionalism, clarity, and technical confidence.
Plan and efficiently schedule appointments, site visits, and follow-ups for maximum productivity.
Conduct all business in alignment with Harris values.
Maintain timely, clear, and professional communication with assigned accounts, prospects, and opportunities.
Promptly address customer concerns to assure resolution of problems.
Build strong rapport and productive working relationships with customers, vendors, and Harris team members.
Effectively represent the company’s interests in all activities.
Participate in training sessions, industry events, and networking opportunities as assigned.
Maintain consistent attendance to meet customer and team expectations.
Perform additional responsibilities as requested to meet business objectives.