Outside Sales Engineer
ABCO HVACR Supply + Solutions - Connecticut - Stamford, CT

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Reports to: VP of ABCO Engineering Resources

Based in: Stamford, CT Office – Territory is entire state of CT

Job purpose : To drive and promote specifications of ABCO’s product lines, both for Design Build as well as Plan and Spec, and act as a leader in the region to close profitable business. This will directly contribute to ABCO’s mission of exceeding customer’s highest expectations by:
  • developing and maintaining relationships with Architects, Engineers, Building Owners, and Contractor Customers, and facilitating their specification ABCO’s product offerings in the most effective and efficient manner
  • managing ABCO AER projects from inception to completion, including liaising with all involvedparties to ensure projects are accurate, complete, and returned in a timely manner.
  • marketing and selling the full ABCO product offering through account management and development, the implementation of strategic sales plans, presentations to customers, and the utilization of all available resources and skill sets.
  • Experience : a minimum of 3 years in an Outside Sales Engineer role with established customer relationships in the territory
  • Education : Engineering Degree
  • Skills and traits :
    • Organized with the ability to manage multiple priorities
    • Personable
    • Detail oriented
    • Critical thinker
    • Ability to work well independently and as a member of a team
    • Strong written and verbal communication skills
    • Team player
    • Flexible/ adjusts easily
    • Polished and professional
    • Assertive
    • Working knowledge of the Microsoft Suite; CRM knowledge a plus
  • Travel : Willing to travel within all areas of Connecticut (company car provided)

Key responsibilities and accountabilities:
  • Plan and Spec
    • Develops and maintains relationships with Architects and Engineers and assists them in the specification of ABCO’s applied products
    • Helps determine the most effective layout of projects
    • Educates Architects and Engineers about products through a variety of approaches, including presentations as well as one-on-one meetings
    • Provides industry knowledge in addition to ABCO product knowledge in order to facilitate and support sales
  • Design Build
    • Coordinates with Sales Account Managers and Branch teams to help mechanical contractors lay out projects and address any issues
  • Quotation Management and Project Fulfillment
    • Act as regional representative responsible for driving and increasing sales and improving project close ratios
    • Receive requests for quotations and prepare responses in an accurate and timely manner
    • Prepare cost estimates by analyzing proposals and project requirements
    • Confer with customers, sales account managers, and/or inside sales engineers to assess equipment needs and to determine system requirements for projects
    • Plan and modify product configurations to meet customer needs
    • Generate submittals which include accurate drawings and product data
    • Track assigned AER projects from project conception to completion utilizing ABCO’s CRM software, Tour de Force
    • Recommend improved products or equipment to customers, specifying how such changes will lower costs or increase efficiency
    • Coordinate directly with vendors to ensure product deliveries are scheduled and occur on time
  • Account Management
    • Maintain existing account list and house account list
    • Add and develop new accounts in all business segments, including:
      • Refrigeration account development
      • Commercial dealer development
    • Ensure positive customer relationships
    • Act professionally and ethically
  • Time Management
    • Prioritize and coordinate multiple simultaneous time sensitive projects and tasks
    • Schedule sales calls in a timely and efficient manner
    • Utilize Outlook Calendar to schedule sales calls and meeting schedule
    • Utilize Phocas Software to identify customers nearby to one another to aid efficiency in scheduling
    • Utilize all modes of communication to aid in efficiency (ex. phone calls, emails, texts)
  • Marketing
    • Products
      • Have a comprehensive knowledge of and be able to communicate ABCO’s diverse product offerings and their applications
      • Communicate new product offerings and product updates to customers
      • Maintain sufficient levels of current product literature and support materials
    • Vendor Programs
      • Understand and be able to intelligently communicate the benefits of vendor offered programs
      • Maintain up-to-date knowledge of programs and their implementation
      • Relay information requests and strategic marketing requests to appropriate departments
      • Maintain sufficient levels of current vendor literature and support materials
    • ABCO Programs
      • Understand and be able to intelligently communicate the benefits of programs offered by ABCO, including:
        • ABCO University
        • ABCO EXPO Trade Show
        • ABCO Adventure Trip
      • Maintain adequate levels of current program literature and support materials
  • Communication
    • Maintain an open flow of communication, both verbally and written, among the following:
      • Customers
      • Sales Management
      • Branch Management
      • Applications Engineers
      • Product Management
    • Utilize all available resources to create informative and compelling customer presentations
    • Communicate competitive information to appropriate sales and product management personnel on in a timely manner
  • Professional Development
    • Continually increase knowledge of Commercial HVAC and Refrigeration
    • Participate in training and seminars as required
    • Attend ABCO University classes that take place in your territory or market

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