Commercial Sales Consultant

at  Engineering Excellence

COMMERCIAL SALES CONSULTANT – ENGINEERING EXCELLENCE

Reports To: Director of Business Development
Stats: Full-time
Category: Office
Location: 27280 Haggerty Road. Farmington Hills, MI 48331
Pay:$85,000+ base salary (dependent on experience) plus commission

DESIRED SKILLS AND QUALIFICATIONS:

• Bachelor’s degree or equivalent experience.
• Proven sales experience with emphasis on business-to business selling, “cold-calling” and generating sales from personal networking and lead generation.
• Knowledge of commercial service sales concepts, practices, and procedures.
• Solid skills working with Microsoft Office, contact management software, and CRM databases
• Excellent communication skills and strong relationship-management and coaching skills.
• Ability to build long-term relationships with customers.
• Ability to work cooperatively with technical, administrative, and support staff.
• Good organizational skills and ability to manage multiple priorities simultaneously
• Knowledge of the commercial HVAC industry preferred
• Self-starter with a desire to learn and to grow the business.
• Demonstrated commitment to the delivery of customer-focused service.
• Must be able to work independently and exercise judgment and discretion within authorized limits.
• Excellent written, verbal communication and organizational skills.
• Basic knowledge of the fundamentals of the operational functionality of commercial heating, air conditioning, and ventilation equipment as well as related accessories.
• Knowledge of basic mathematics (addition, subtraction, multiplication, and division)
• Understanding of basic business accounting to understand job costing, profit margin, and cost of sales.
• Ability to stand, to walk, and to climb stairs and ladders to access HVAC equipment which is often on a rooftop of the commercial building. Ability to read product data and to take measurements.
• Valid driver’s license with acceptable driving record.
  About Us: For over four decades, Engineering Excellence has been the leader in National Commercial HVAC service and maintenance. Engineering Excellence provides HVAC-R coverage in the US and Canada including Alaska and Hawaii. We have self-performing HVAC technicians as well as a network of 500+ mechanical contracting service providers delivering nationwide HVAC unit replacements, maintenance, service, audits and energy consulting. Learn more: www.engineeringexcellence.com

• Generates local Preventative Maintenance contracts in target vertical markets through various customer prospecting techniques such as cold calling, customer referrals, personal networking, and customer contact.
• Generates commercial replacement, retrofit, and service-contract sales through various customer prospecting techniques such as cold calling, customer referrals, personal networking, and customer contact.
• Works closely with branch and regional managers to support potential/customer needs
• Utilizes CRM system to document activity and sales.
• Demonstrates professionalism, diplomacy, and tact to uphold company’s community reputation. Represents the company professionally, honestly, and ethically in all business matters and concerns
• Consults with commercial customer on HVAC and indoor-air quality needs, delivers sales presentation utilizing company-established sales process, and closes sale to provide the customer with the best solution for the customer’s budget. Suggest additional and/or alternative products or service to meet customer needs.
• Utilizes relevant systems and information, prepares the proposal for the commercial customer. Explains technical information to the customer in an easy-to-understand language.
• Utilizes Engineering Excellence marketing data & tools to maximize sales effectiveness.
• Prepares and/or completes all required documentation and obtains customer’s signature.
• Actively manages and maintains relationships with strategic commercial customers and supports the ongoing relationships with these customers.
• Works with internal staff to ensure that work is scheduled and completed according to company standards and the customer’s satisfaction.
• Updates company systems following defined processes and procedures in order to process paperwork and information for new accounts and maintain records of results from all sales visits.
• Meets or exceeds set Key Performance Indicators including:
• Revenue Growth
• Close Rate
• Lead Generation
• Service Agreement sales
• Effectively communicates with customer to resolve concerns, issues, or complaints in order to assure total customer satisfaction.
• Comply with all Engineering Excellence safety policies, procedures, and practices.
• Performs similar/other duties as assigned.