Service Solutions Sales Leader

at  Damuth Trane

Damuth Trane (Voted as one of the Best Places to Work in Virginia for 2024) is seeking a Service Solutions Sales Leader for our office in Chesapeake, Virginia.
**Damuth Trane has provided comfort solutions for commercial, industrial, educational, government, and healthcare facilities since 1970. As the local Trane franchise, Damuth Trane represents a full line of HVAC equipment, service, controls and parts. Damuth Trane has been honored as one of the Best Places to Work in Virginia since 2011.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION & EXPERIENCE

• Required - Bachelor’s degree in Engineering or related degree from four-year college or university; and four years Sales Engineering or related experience; or equivalent combination of education and experience.
• Required – Previous sales leadership experience
• Preferred – Experience selling and/or leading in a Trane Sales Office
• Preferred – Experience with reading and understanding financial statements
• Preferred – Experience with setting yearly budgets
• Preferred – Experience with creating and executing operating plans

SPECIAL SKILLS

• Required – Strong computer skills including Microsoft Excel, Word and Outlook
• Required - Exceptional communication skills; both written and oral.
• Required - Strong organizational skills.
• Required - Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Required - Ability to write reports, business correspondence, and procedure manuals.
• Required - Ability to effectively present information in one-on-one and small group situations to customers, clients and other employees of the organization.

Certificates, Licenses & Registrations

• Required - Valid Driver’s License and good driving record required

PHYSICAL REQUIREMENTS

• Required - Mobility within the office and on jobsites
• Required - Able to lift and carry 25 pounds

OTHER REQUIREMENTS

• Required - Ability to pass drug screening.
• Required - Ability to pass formal background check.
• Required - Able to prove U.S. employment eligibility without requiring sponsorship now or in the future.
• Required - Willing to travel locally as required.
• Required - Regular travel requirements with occasional overnight stays.
• Required - Flexibility to work overtime/weekends, as needed.

PRIMARY ROLE

To provide Damuth’s 5-Star Experience to internal and external customers by providing direction for the Service Solutions Sales Team through setting objectives, meeting corporate goals, developing policies and procedures, monitoring area activities and managing performance. Lead sales of Commercial Building Service Agreements, Commercial Building improvement projects, and Commercial Building Automation projects.

Essential Duties & Responsibilities include the following. Other duties may be assigned.

• Establishment and accountability for setting and achieving annual sales goals
• Establishment and accountability for setting and achieving annual operating plan objectives
• Establishment and accountability for setting and achieving Service Solutions Sales Team annual budgets
• Coaching of Service Solutions Sales team staff
• Assignment of Account Responsibilities, Sales Leads and Opportunities to Account Managers or other Damuth staff
• Understanding and usage of Damuth CRM tools for coaching, achieving sales results, and assisting operational staff with business forecasting
• Approve expense account expenditures of Service Solutions Sales Team
• Approve and initial all Service Solutions Sales Team credits, variances, and sales concessions
• Conducts performance reviews within Company guidelines
• Recruit onboard and train sales personnel
• Learns, implements, and supports Company processes for regular individual and sales team meetings with the sales leader for team meetings, account reviews, opportunities reviews, monthly commitments and updates, and sales team training
• Assists sales personnel in resolving customer problems
• Serves clients by answering inquiries and responding to special requests
• Responsible for maintaining client’s satisfaction by investigating concerns, implementing corrective action and communication
• Communicates clients perceptions by gathering feedback and sharing information with managers and staff; works collaboratively with the Marketing Leader in this area.
• Represents Damuth Trane in interactions with clients, factories, professional organizations, and other departments
• Provide Damuth’s 5-Star Experience. Our commitment is to have our clients feel understood, respected, valued, impressed and championed during every interaction.
• Flexibility to work overtime/weekends, as required

OTHER RESPONSIBILITIES:

• Must have neat personal appearance
• Must be courteous and diplomatic
• Business is to be conducted with the highest level of personal integrity
• Maintain a positive demeanor – keep a smile on your face and “in your voice”
• Continue education for professional and personal growth

SUPERVISORY RESPONSIBILITIES

Supervises associates in the Service Solutions Sales Team. Responsible for the overall direction, coordination, and evaluation of this unit. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include

• Interviewing, hiring, and training employees.
• Planning, assigning, and directing work.
• Appraising performance.
• Coaching and mentoring.
• Addressing complaints and resolving problems.
• Conducts performance reviews within Company guidelines. Completed within 30 days of due date.
• Follows good leadership principles:
• Set the right example for them by my own actions in all things
• Be consistent in my temperament so that they know how to “read” me and what to expect from me
• Be fair, impartial, and consistent in matters relating to work rules, discipline, and rewards
• Show a sincere, personal interest in them as individuals without becoming overly “familiar”
• Seek others’ counsel on matters that affect their jobs and be guided, as much as possible, by their judgment
• Allow them as much individuality as possible in the way their jobs are performed, as long as the quality of the end result is not compromised
• Make sure they always know in advance what I expect from them in the way of conduct and performance on the job
• Be appreciative of their efforts and generous in praise of their accomplishments
• Use every opportunity to teach them how to do their jobs better and how to help themselves advance in skill level and responsibility
• Show them that I can “do” as well as “manage” by pitching in to work beside them when my help is needed