Service Sales Engineer

Hoffman & Hoffman Inc•Charlotte, NC

7h•Hybrid

About The Position

Hoffman Building Technologies is seeking a customer-centric, confident, and self-motivated technical sales professional to manage and grow our building automation service customer base. Our target markets include but are not limited to healthcare, office buildings, government buildings and sites, higher education, K-12 schools, pharmaceutical/life sciences, industrial, data centers, and specialty buildings. The role of the Service Sales Engineer is to drive new sales for HBT in a professional manner consistent with HBT’s integrity, core values, and customer-care standards. The Service Sales Engineer will use their technical and financial expertise, as well as critical thinking and relationship-developing skills to determine customer needs and provide solutions that solve customer issues and generate a high rate of overall customer satisfaction. HBT Service Sales Engineers drive business through long-term owner-direct selling of new Building Automation Systems (BAS), service agreements, BAS system upgrades, energy efficiency projects, tenant improvement projects, and training, and are expected to grow HBT’s End User client base.

Requirements

Strong knowledge of HVAC Systems and/or building automation systems is preferred.
Knowledge of Alerton, Distech, Delta, Tridium BAS systems is helpful, but not required.
Knowledge of local, state, and federal regulations involving energy reduction and conservation measures.
Knowledge of other industry regulations such as Healthcare, Life Sciences, etc. would be helpful.
Strong verbal and written communication skills (via phone, email and in-person)
Excellent organizational & time management skills with an ability to think proactively and prioritize work in a constant fast-paced, multi-tasking environment
High attention to detail and accuracy
Professional appearance is a requirement
Must be mechanically inclined and possess a strong understanding of the psychology of sales
Solid sales pipeline management skills
Excellent customer service skills
Strong problem solving and analytical thinking skills
Work independently (Must be self-motivated) and with a team; consistently meet deadlines.
Demonstrate sound judgment, critical thinking capability, and good decision-making skills
Must be comfortable with dealing with all levels of clients up to and including the C-Suite
High Energy individual
Ability to work occasional evenings and weekends to meet deadlines
Ability to travel occasionally, with some overnight stays
Successfully build relationships—strong people skills.
Provide prompt solutions, with highly responsive and superior customer service to inquiries and requests—This is important to my customer, so it is important to me
Ability to effectively use Excel, Word, Outlook, and basic computer skills or the ability to learn them quickly
Ability to effectively lead small teams
Must possess a valid driver’s license

Nice To Haves

Bachelor’s Degree (preferably in engineering, math, or the sciences), preferred but not required.
2-5+ years’ experience in technical sales (preferably HVAC and/or Building Automation—Construction or Service), business development, consulting within similar industries as HVAC/Building Automation and/or Energy Efficiency is preferred, however, we will also consider sales professionals with technical or financial experience or other related sales experience utilizing critical thinking and sales influencing skills within software or other service industries and a proven track record of success.
Knowledge of and strong networking relationships within the South Carolina market, especially with building owners/end-users is not required but is strongly desired.

Responsibilities

Provide a wide range of solutions including Building Automation System (BAS) replacements, system upgrades, energy services projects, and service agreements.
Collaborate with other sales engineers, account managers, and construction/service operations personnel when pursuing strategic sales objectives.
Responsible for planning and executing an annual sales plan to consistently achieve goals and forecast results.
Develop, collaborate, and implement strategic account plans and strategic selling plans to support major opportunities and account growth.
Develop and maintain a qualified funnel of sales opportunities and new account targets.
Become a subject matter expert in BAS product and service solutions and educate the market & especially end-user customers with regard to HBT’s capabilities and develop a value proposition stating the benefits for each client.
Identify opportunities to address customer needs and eliminate their “pain” with HBT solutions & services.
Work with sub-contractors and supplier partners to develop cost-effective solutions for HBT end-user customers.
Present in-person proposals at the customer’s facility.
Perform sales presentations, using approved company presentation materials and methods.
Focus on educating customers on the value of our solutions.
Own the full sales process, including lead generation/identifying opportunities, qualifying the opportunities, surveying sites, estimating, proposal development, and closing activities.
Create customer account profiles and conduct monthly or quarterly account management meetings with your largest end-user customers.
Prospect for expanding HBT’s end-user customer base in the company’s Charlotte Office footprint.
Transfer all required information / communications after booking a project or service agreement based on company process standards.
Stay in contact with service sales manager with monthly one-on-ones and weekly activity updates.
Provide monthly sales forecasts per company standards.
Manage all activities through company provided CRM.
Collaborate with HBT’s Construction Sales Engineers during their pre-bid activities to leverage end-user/owner relationships.
Follow up on field technician generated referrals and leads.
Participate in sales meetings.
Represent HBT at industry events, trade organizations, networking events, and charitable benefits.
Regularly interface with customers through entertaining, educating, building relationships, and providing any assistance necessary to maintain trusted advisor status.
Provide feedback to sales management, operations, and engineering teams on market conditions.
Work closely with other Hoffman Companies to collaborate and team-up for maximizing the Hoffman & Hoffman offerings to all Hoffman & Hoffman end users.
Represent the company in a professional manner consistent with the company’s integrity and customer-care standards (core values).
Other duties as assigned by Service Sales Manager.