Location: Birmingham, AL
Job Code: 109074-02
UTC Climate, Controls & Security is the leading provider of heating, air conditioning and refrigeration systems, building controls and automation, and fire and security solutions. UTC Climate, Controls & Security is a unit of United Technologies Corp. (NYSE: UTX), a leading provider to the aerospace and building systems industries worldwide.
Develop long-term customer relationships with assigned accounts such as contractors, consulting
engineers or owners. Position Automated Logic Corporation as the preferred supplier of building
automation products within their assigned accounts to get "last look" with contractors, "default
spec" with consulting engineers, and "trusted advisor" status with account owners. Ensure
customer retention of assigned accounts.
Partner with other sales engineers to maximize profit generation from accounts through influence
on specifications (owners, consulting engineers) and market pricing (contractors). Utilize Branch
Operations sales tools to plan and document progress as well as increase business penetration at
existing accounts. Achieve quarterly quotas and annual sales plans.
Build partnering relationships with assigned accounts to drive the penetration of ALC offering. Maintain frequent face-to-face contact with decision makers. Actively listen, probe and identify concerns. Understand the customer's business and speaks their language. Develop credibility, loyalty, trust, and commitment.
With assigned contractors, perform take-offs and bid the all projects with the full spectrum of ALC offerings. With assigned consulting engineers, drive specifications towards all ALC offerings. With assigned owner accounts, drive a preference for Automated Logic offerings.
Demonstrate technical knowledge by writing the specification or matching the proposal to the building specifications to provide value to the customer and favorably position Automated Logic.
Qualify and assess potential customers. Team with other Sales Engineers on individual projects based on account assignments. Honor credit split guidelines and refer leads to other business segments.
Utilizes applicable sales tools effectively (CRM, estimating software, etc.) to plan and document progress as well as increase business opportunity within accounts. Manage a high level of activity of the pipeline in Salesforce.com with a focus on sales phase, close date, and probability of close as well as other pertinent information.
Solicit support from and communicate effectively with internal staff to ensure customer satisfaction. Develop relationships with other Sales Engineers and Project Engineers to deliver quality results.
Act as the customer's advocate in interactions with Automated Logic to ensure the customer obtains the best value from our offerings. Participates in final project walkthrough with the project manager.
Keep management informed of progress and account status.
Attend and present at trade shows. Participate in professional organizations.
Represent ALC as a leader in local industry associations.
Bachelor`s degree in engineering, business, or a related discipline is required.
Ability to relate to people at all levels, and to communicate both on a technical and nontechnical
Knowledgeable in DDC control theory and HVAC systems.
Committed to integrity in business.
Excellent writing, communication & presentation skills.
Possess valid state motor vehicle license and safe driving record.
Experience with Microsoft Windows XP/Vista/7 and Microsoft Office
A minimum of three years of building automation or HVAC controls sales experience.
PE license and/or LEED AP is preferred
United Technologies Corporation is An Equal Opportunity/Affirmative Action Employer.
United Technologies - 19 months ago