Plan and Spec Sales Professional

About the role

The Plan & Spec Sales Professional is a key driver of sales growth within the new construction and retrofit specification market in the Georgia territory. This individual is responsible for proactively managing the sales lifecycle from plan identification and estimating through bid submission and closure. A critical part of this role is the technical interpretation of project documents, fostering relationships with key players, and ensuring adherence to EMCOR's core values and culture.

Key Responsibilities

• Plan & Specification Analysis: Read and interpret mechanical blueprints, plans, and specifications to fully understand project scope and system requirements.
• Specification Influence (V/E): Proactively identify opportunities to introduce or substitute one of our control products into the specification, even if not originally listed, through effective technical consultation and value engineering with consulting engineers.
• Estimating & Proposal Development: Utilize internal estimating tools to accurately cost and develop comprehensive, compliant proposals for projects and new automation opportunities.
• Operational Alignment: Work closely with the Operations team (including Project Managers and Field Service Supervisors) to validate project scope, estimate labor costs, and ensure the proposed solution can be executed profitably and on schedule.
• Targeted Prospecting: Identify and target engineers, general contractors, and mechanical contractors to drive specification adoption and bid inclusion.
• Channel Partnership: Partner with controls product distributors for manufacturers like Distech and Schneider to leverage channel resources and influence specification decisions.
• Value Articulation: Effectively articulate the financial and operational value of the BAS solution to both technical and financial buyers.
• Negotiation & Closure: Manage the bid process, negotiate contract terms, and efficiently close deals.
• Pipeline Management: Proactively prospect for new customers and opportunities and maintain accurate CRM data.
• Technology Utilization: Proactively leverage modern sales and productivity tools, including Generative AI, to optimize time spent on market research, content drafting, and proposal customization, thereby maximizing efficiency and lead volume.

Required Skills and Qualifications

• A minimum of 0-5 years of progressive experience in technical sales, preferably within the HVAC, building automation, or commercial construction industry.
• Demonstrated ability to read and interpret mechanical blueprints, plans, and technical specifications.
• Experience or strong aptitude for using estimating tools and developing detailed, professional proposals.
• Proficiency with Microsoft Office products and strong general computer skills are required.
• Familiarity with or a strong aptitude for leveraging modern productivity tools, including generative AI applications, is highly valued.
• Proven ability to consistently meet or exceed targets for prospecting and opportunity creation (Pipeline Generation & Management).
• Strong verbal and written communication skills and the ability to articulate a technical value proposition.
• Basic familiarity with project management principles, including managing bid timelines and coordination.
• Strong knowledge of major control products and systems (e.g., Tridium N4, Schneider, Carrier, Trane, Distech, Johnson Controls, and Honeywell).
• A strong, unwavering commitment to a safety-first culture and adherence to all company safety standards and procedures.
• Must embody EMCOR's core values and culture.
• Travel: 50%