Equipment Sales Engineer
Tozour Energy Systems - King of Prussia, PA

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DESCRIPTION

Works with: Sales Manager, Sales Admins and Support Team, Service Personnel, clients and customers.

Works as a technical sales consultant to engineers, architects, contractors and owners / developers in the design, application and sales of environmental systems solutions for commercial, industrial, and institutional buildings.

We are specifically looking for an experienced salesperson. Must have experience selling products/services similiar to Trane's product line.

DUTIES

  • Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.
  • Develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners. Works toward making our company the preferred supplier of HVAC equipment.
  • Identifies potential opportunities with existing and new customers.
  • Collects project data and compares to the office's capabilities.
  • Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
  • Develops relationships with multiple buying influences in the customer's organization, including project managers, project engineers, construction, purchasing, and accounts payable.
  • Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.
  • Determines project needs, constraints, and responsibilities to meet all of the customer's HVAC system design and installation requirements.
  • Develops, evaluates, and discusses possible solutions with customer.
  • Develops preliminary project fulfillment schedule.
  • Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.
  • Responsible for the preparation and review of the proposal.
  • Validates the preliminary proposal with customer.
  • Determines proposal price and selling strategy.
  • Presents the proposal and negotiates price, terms, and conditions with customer.
  • Follows up with buying influences.
  • Prepares transition documents and communicates project readiness for assignment to operations team.
  • Resolves major deviations from scope with team after Project Scope Validation.
  • Determines 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.
  • Provides total account business activity reports and annual forecasts.
  • Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer's problems, including financial and performance-based considerations.
  • Consistently ascertains customer needs and current market opportunities.
  • Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
  • Coordinates with consulting engineers in writing project specifications.
  • Coordinates with Estimators in the interpretation of specifications and preparation of proposals.
  • Responds 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.
  • Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution
  • Other responsibilities as required.
QUALIFICATIONS

Bachelor's degree in Engineering from a four-year college or university and 3-5 years of experience selling HVAC equipment; or equivalent combination of education and experience.

Demonstrated ability to influence the market at the necessary levels.

Ability to work with all levels of staff. Must be able to multi-task, openly communicate, work well with others and carry a positive attitude
(Sales Personality a MUST!). Mature, credible and comfortable in dealing with customers and vendors. Able to get along with others and be a team player.

Local Travel Required- Must have valid driver's license.

  • Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.
  • Develops long-term customer relationships with assigned accounts such as contractors, consulting engineers or owners. Works toward making our company the preferred supplier of HVAC equipment.
  • Identifies potential opportunities with existing and new customers.
  • Collects project data and compares to the office's capabilities.
  • Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
  • Develops relationships with multiple buying influences in the customer's organization, including project managers, project engineers, construction, purchasing, and accounts payable.
  • Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.
  • Determines project needs, constraints, and responsibilities to meet all of the customer's HVAC system design and installation requirements.
  • Develops, evaluates, and discusses possible solutions with customer.
  • Develops preliminary project fulfillment schedule.
  • Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.
  • Responsible for the preparation and review of the proposal.
  • Validates the preliminary proposal with customer.
  • Determines proposal price and selling strategy.
  • Presents the proposal and negotiates price, terms, and conditions with customer.
  • Follows up with buying influences.
  • Prepares transition documents and communicates project readiness for assignment to operations team.
  • Resolves major deviations from scope with team after Project Scope Validation.
  • Determines 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.
  • Provides total account business activity reports and annual forecasts.
  • Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer's problems, including financial and performance-based considerations.
  • Consistently ascertains customer needs and current market opportunities.
  • Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
  • Coordinates with consulting engineers in writing project specifications.
  • Coordinates with Estimators in the interpretation of specifications and preparation of proposals.
  • Responds 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.
  • Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution
  • Other responsibilities as required.

Tozour Energy Systems - 6 months ago - save job - block
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About this company
Tozour-Trane is YOUR total facility service provider! Owners of commercial and institutional facilities face many challenges including...