Special Services Sales Representative

About the role

The Special Services Sales Rep plays a pivotal role in driving sales and revenue for the organization by identifying, pursuing, and closing opportunities for the company's electrical systems and solutions. With a focus on building and maintaining client relationships, this role involves in-depth knowledge of electrical systems, effective communication of electrical solutions, and collaboration with internal teams. The representative conducts market analysis, prepares proposals, and ensures customer satisfaction through pre-sales and post-sales support.

Responsibilities

• Primary responsibility is revenue growth and backlog development for Special Services
• Estimating and project support activities are performed in service of closing and expanding sales opportunities
• Responsible for pipeline development, forecasting of future backlog and revenue attainment
• Meet or exceed annual sales and gross margin targets
• Actively develop add-on work such as service agreements and repeat business
• Use data to drive sales strategy and prioritization
• Proactive outreach to existing clients for expansion opportunities
• Strategic prospecting within target portfolios
• Leveraging referrals, service history and installed base (Turnover from Construction Services)
• Support Department management as needed
• Maintain and develop assigned service accounts
• Identify and pursue potential customers through networking and customer referrals
• Identify project bid opportunities via research, internal leads, and networking
• Provide estimates to customers by self-performing, utilizing Express Service Manager, or utilizing the Pre-award Dept
• Provide design build electrical solutions and estimates as needed
• Gather all necessary documentation for preparation of bids
• Interpret project specifications and drawings
• Develop competitive bid estimates based on reviewing and evaluating all available documentation and site conditions
• Attend pre-bid meetings and perform site walks as needed
• Create, manage, and update Opportunities in AX
• Develop relationships with general contractors, tenants, property managers, and building owners
• Prepare / secure all necessary bid documents such as bid bonds, certifications, insurance info, subcontractor lists, etc. on larger bid jobs
• Meet with engineering / design department to give direction on engineered jobs
• Maintain project files
• Follow up with engineering to review projects’ status
• Identify value engineering opportunities on each job
• Provide accurate material list for procurement to technician or PM
• Meet with technician or PM assigned to job for start-up and review of project
• Attend job-site meetings
• Depending on job size, make several job site visits to ensure installation is progressing on schedule
• Assist with processing change orders as needed
• Follow up with customers after project completion to receive feedback and open communications for add-on work and or service agreements
• Perform cold calls to create more work for the current and future backlog

Qualifications

• 5+ years’ experience with the sales of Electrical Service and Projects
• Experience in engaging with property managers, facility managers, and stationary engineers
• General knowledge of electrical installation and methods
• Construction knowledge and experience
• Knowledge of other trades involvement and responsibilities in construction
• Working knowledge of electrical and construction codes
• Ability to read electrical, mechanical, structural, and architectural plans
• Experience with performance metrics, process improvement, and Lean techniques
• Proficient in Microsoft Word and Excel
• Computer based estimating program knowledge preferred
• Clean driving record
• Dependable, self-starter, good attitude, good work ethic, ability to work with many different personalities and management styles
• Strong Communication and Networking skills
• Strong Negotiating Skills
• Strong Sales and Marketing Skills
• Strong Presentation Skills

Physical Requirements

• Ability to verbally communicate: convey detailed and accurate instructions and information
• Ability to hear with or without correction in order to receive and interpret detailed information
• Required to sit at a desk work station for long periods of time
• Push, pull, lift, and carry at least 10 pounds
• Frequently required to walk and stand
• This position may involve infrequent site visits which will require the ability to walk on uneven surfaces, climb stairs and wear appropriate personal protective equipment
• Required to have visual acuity with or without correction in order to read contract documents, analyze data, view a computer monitor, and proof-read documents to identify errors
• Required to use fingers and hands: type using a computer keyboard, handle, feel, and reach
• May occasionally be required to stoop, kneel, and crouch