Job description
Reports to: Sales Manager
Position Overview
Under minimal direction, this Equipment Sales role is responsible for the sale of commercial and industrial HVAC equipment and systems to owners, engineers, architects, contractors and consultants throughout Philadelphia, PA and surrounding area. In partnership with H.C. Nye Company, Inc. you will build and manage long term customer relationships with your assigned customers, accounts and the manufacturers.
Essential Job Functions
- Demonstrates technical expertise to develop credibility, loyalty, trust and commitment.
- Utilize account management process to identify key customers and to develop specific action plans to grow identified accounts.
- Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements.
- Effectively write, present and communicate bids. Negotiates value and closes the sale.
- Positively and credibly influences system design and solutions with customers. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
- Manages multiple, ongoing, projects particularly focusing on selling HVAC equipment, service and systems.
- Builds partnering relationships with customers and manufacturers contractors. Understands the customer's business and speaks their language.
- Responsible for supporting and assisting in the accounts receivable collection process.
- Addresses customer's operational and environmental objectives, needs and requirements and sell solutions.
- Solicits support from and communicates effectively with the entire sales team and inside sales supports staff.
- Assists in the development of the sales team.
- Keeps management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving.
- Utilize account management process to identify key customers and to develop specific action plans to grow identified accounts.
- Develop long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners. Work toward making our company the preferred supplier of HVAC equipment.
- Identify potential opportunities with existing and new customers.
- Convert leads into opportunities
- Develop relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
- Gather and validate preliminary information and perform facility walk-throughs, construction plan review or other requirements.
- Determine project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements.
- Develop, Evaluate, and discuss possible solutions with customer.
- Develop preliminary project fulfillment schedule.
Responsibilities:
- Project take-off, selection, pricing, and integration of equipment, controls, and services.
- Preparation and review of the proposal.
- Validate the preliminary proposal with customer.
- Determine proposal price and selling strategy
- Presents the proposal and negotiate price, terms, and conditions with customer
- Prepare transition documents and communicate project readiness for assignment to operations team.
- Resolve major deviations from scope with team after Project Scope Validation.
- Determine 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.
- Provide total account business activity reports and annual forecasts
- Assemble, coordinate and interact with sales team as needed for customer penetration and project acquisition.
- Coordinate with consulting engineers in writing project specifications.
- Coordinate with Estimators in the interpretation of specifications and preparation of proposals.
- Respond to customer needs by identifying systems, products, generating quotes and closing orders.
- Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes.
- Assist customers in answering technical questions on HVAC systems, our products, and system application alternative, installation, operation, maintenance, and problem resolution
- Factory training and customer visits - Some travel required
Requirements
- Bachelors Degree in Engineering, Business or related field and three or more years of HVAC Equipment Sales or related experience; or equivalent combination of education and experience. MBA and/or progressive field sales experience is a plus.
- Heating Ventilation Air Conditioning or Construction industry experience is a must.
- Excellent initiative, and interpersonal communications skills.
- Demonstrate ability to influence the market at key levels.
- Strong PC skills in Microsoft Word, Excel, PowerPoint, and Outlook.
- Use of company Sales software (FACTS) is required
- Maintain current input of proposals
- Log project design information in a timely manner
- Follow up on projects quoted in timely manner
Benefits
- Favorable commission Sales position.
- Draw to be negotiated
- Sales Representative, as an employee of H. C. Nye Company will be eligible for the following benefits:
- Medical, dental and vision insurance availability
- 401(k) after 1 year of employment.
- Expense reimbursements (ie) mileage, cell phone, & lunches.
Other Skills/Abilities
Language Skills
Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.
Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret graphs.
Reasoning Ability
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations. Mental stamina for problem solving and prioritizing multiple tasks.
Environmental Requirements Will be required to work in an office environment and possibly, occasionally in the field.
Physical Demands
While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds, frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization. H.C. Nye Company, Inc. is an Equal Opportunity Employer
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