Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer s problems including financial and performancebased consideration
Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.
Identifies potential opportunities with existing and new customers.
Converts leads into opportunities by assigning the appropriate sales process identifying the required project team members making assignments and communicating the next steps in the process.
Develops relationships with multiple buying influences in the customer s organization including project managers project engineers construction purchasing and accounts payable.
Gathers and validates preliminary information and performs facility walk through construction plan review or other requirements.
Determines project needs constraints and responsibilities to meet all of the customer s HVAC system design and installation requirements.
Develops evaluates and discusses possible solutions with customer.
Responsible for project takeoff selection pricing and integration of equipment controls and services.
Responsible for the preparation and review of the proposal.
Validates the preliminary proposal with customer.
Determines proposal price and selling strategy.
Reviews and compares contract terms and conditions with the companys contract standards.
Presents the proposal and negotiates price terms and conditions with customer.
Follows up with buying influences.
Prepares transition documents and communicates project readiness for assignment to operations team.
Resolves major deviations from scope with team after Project Scope Validation.
Determines needs develops and executes an account specific business plan to identify the long term mutual support requirements required to facilitate a strong profitable and successful partnership.
Provides total account business activity reports and annual forecasts
Consistently ascertains customer needs and current market opportunities.
Assembles coordinates and interacts with sales team as needed for customer penetration and project acquisition.
Estimates projects by analyzing and integrating equipment controls subcontractors and services for each project using the companys business systems.
Regularly update Market Coverage System on found/bid/win jobs
Requirements
Bachelors degree in mechanical engineering
Has existing dealings with general contractors or industrial end users
Ability to read analyze and interpret engineering documents.
Able to solve complex problems. Integrates and interprets data from diverse sources to find solutions
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables
Learning agility strong communication skills at all levels disciplined result oriented and integrity are critical competencies and values required.
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