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Controls Sales Engineer
Richmond, VirginiaJob Description: Controls Sales Engineer
A successful Controls Sales Engineer is expected to generate controls revenue and achieve margin goals by delivering exceptional customer service through the sale and execution of projects involving HVAC equipment, building automation systems, and mechanical services. This individual will identify and sell HVAC and automation solutions that help clients achieve their environmental, operational, financial, and personnel goals.
Essential Functions and Responsibilities
The responsibilities of this role include, but are not limited to:
Qualifications
Physical Demands
The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
A successful Controls Sales Engineer is expected to generate controls revenue and achieve margin goals by delivering exceptional customer service through the sale and execution of projects involving HVAC equipment, building automation systems, and mechanical services. This individual will identify and sell HVAC and automation solutions that help clients achieve their environmental, operational, financial, and personnel goals.
Essential Functions and Responsibilities
The responsibilities of this role include, but are not limited to:
- Prospecting to locate and develop relationships with new clients.
- Developing a general working knowledge of company offerings.
- Utilizing account management processes for target customers.
- Developing and implementing specific action plans to improve project closure rates and generate profitable business.
- Delivering presentations for prospective clients.
- Converting leads into opportunities and developing them into successful projects.
- Leading or supporting coordinated sales efforts involving multiple sales groups.
- Working effectively in a team-selling environment.
- Collaborating with existing and prospective clients to understand project goals.
- Enhancing project closure rates through strong business relationships.
- Collecting and communicating pertinent project information to operations for accurate project estimates.
- Coordinating and attending site reviews as required.
- Developing project estimates for opportunities not involving design documents.
- Confirming project scope and bill of materials with customers.
- Determining recommended selling strategies and initial pricing.
- Presenting proposals and negotiating pricing and contract terms with customers.
- Maintaining a working knowledge of local utility incentive programs and leveraging rebates to enhance project success.
- Following up with key decision-makers to secure orders.
- Engaging in the project execution process as necessary.
- Resolving scope deviations with clients to ensure satisfaction.
- Continuously identifying customer needs and market opportunities.
- Developing positive relationships with leadership and colleagues.
Qualifications
- Bachelor of Science in a technical or business-related field; MBA preferred.
- Five years of experience in BAS Sales, Engineering, or Marketing.
- CEM, LEED AP, PE accreditations or certificates preferred.
- Excellent oral and written communication skills.
- Ability to travel within a defined region at least 20% of the time.
- Ability to work independently and deliver results.
Physical Demands
The physical demands described here are representative of those that must be met to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
- Regularly required to sit; use hands to handle, or feel; reach with hands and arms; and talk or hear.
- Frequently required to stand and walk.
- Must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.