Owner Sales - Commerical HVAC

Description of Principle Duties

• Assist in developing improvements and perform duties with a consistent approach in areas such as:
• Maintain relationships with key stakeholders at all levels at each account.
• Meet or exceed individual objectives as set by Sales Team Leader.
• Be an active participant in the Entrepreneurial Operating System (EOS).
• Work with Sales Team to meet or exceed annual Revenue and Profit goals established by EVP of Sales.
• Become an expert on the equipment/systems that we represent and how to feature them to owners.
• Drive flat specifications, allowances, alternates, and Basis-of-Design’s and influence direct purchases.
• Set up special purchasing agreements as applicable.
• Work with the entire sales team to help each other meet business objectives.
• Maintain customer information and activity in CRM.
• Participate in quarterly conversations with Sales Team Leader to review core values, GWC and discuss any issues.
• Driving revenue by proactively selling service and maintenance contracts to equipment owners, building long-term customer relationships and ensuring ongoing support and satisfaction.
• Travel within territory will be required. 50%-75% of the time spent will be out of the office.
• Other roles and responsibilities as assigned.

To maintain an Owner Account

• Must establish EEI manufacturers as acceptable on owner master specifications.
• Must manage and participate in all aspects of projects that involve owner account, including but not limited to:
• Narrative creation assistance (Owner)
• Design and equipment selection assistance (Engineering Team)
• Take-off, scope, and quote preparation assistance (Applications Engineering Team)
• Price setting and scope review assistance (Contractor Team)
• Follow-up on quote – if direct to owner (Owner)
• Submittal generation assistance (Applications Engineering Team)
• Commission Split agreement based on included matrix.
• Assisting in coordinating shipment, start-up and owner training (Project Management Team)
• Account reviews with the EVP of Sales will be done as needed to ensure sales are as projected with each key owner account.

Education, Experience and Qualifications

• Bachelor’s degree required. Preferably in Technical or Engineering.
• Minimum 5 Years experience as an Account Executive with a focus on Owner Sales.
• Knowledgeable regarding ASHRAE recommendations, HVAC industry, and/or refrigeration.
• Strong mathematics and physics understanding.
• Education and experience with the construction and engineering industry, with specific experience in dealing with construction drawings, specifications, construction schedule and processes is a plus.

Knowledge/Skill Set

• Effective interpersonal and customer service skills
• Strong written, verbal and presentational communication skills
• Must have the ability to switch quickly between tasks based on priority and timeline
• Works well within a team dynamic to ensure timely execution of tasks
• High computer proficiency (comfort with word, excel and using an internet browser)
• Critical thinking ability, willingness to learn