Controls Service Sales

Controls Service Sales    

Reports to: Controls Turnkey & Aftermarket Sales Manager       

FLSA Status: Exempt

The Opportunity

We are seeking an experienced Controls Service Sales candidate. Must be detailed and customer service oriented and have excellent organizational skills.  Position requires a high level of correspondence with the Controls team and with customers & vendors. Must be able to work well with others in a fast-paced & high-volume environment.   

Responsibilities

• Establish contact with prospects and qualify potential buyers by scheduling sales calls, following up on leads, and utilizing MPSW marketing strategies to maintain a high level of sales activity (including prospecting, first calls, proposals, budgets, etc.)
• Close sufficient sales to meet or exceed sales plan objectives.
• Develop and maintain an active proposal backlog that will support achievement of sales plan objectives.
• Develop estimates and proposals for projects to include Controls system replacements and repairs & Preventive Maintenance (PM) Agreements
• Develop a sales plan to include segmenting based on customer type, priority, and qualification of opportunities, and maintain customer visit records.  Effectively allocate time with the goal of meeting and exceeding quota requirements.  Assume account management responsibility (installation, training, etc.) to assure complete customer satisfaction.
• Develop technical skills to thoroughly understand the functionality of installed systems as they relate to overall building function.
• Be knowledgeable of local and national codes, as well as customer-specific requirements, that drive specific system and building configurations.
• Provide leadership and input to others as requested or required to assist in the accurate estimation, design, installation, start-up, commissioning, and training for Controls Systems.
• Communicate with external and internal stakeholders (i.e., Controls Sales, Parts, Service Department, Engineers, Contractors, etc.) to ensure accurate and timely system design.
• Actively participate in outside organizations associated within our Industry.
• Develop and maintain sales and expense reports in a timely manner.
• Data entry for proposed repairs and/or PM agreements into CRM (Linx, etc.)
• Booking of sold proposals and/or PM Agreements to Service Department including turnover meetings and discussions with Service Sales, Service Management, and/or Service Dispatchers
• Track active, expiring, and expired PM agreements and send proposals for renewal 60-90 days prior to expiration of existing contract.  Ensure proper discussion with Customer for additional services, pricing levels, scope verification.  Verify existing agreement performance with Service Management and Service Dispatchers.

• Performs other duties as assigned

• Flexibility to work weekends, as required

The Required Profile

• Bachelor’s degree in engineering, business or related field and 3-5 years of Controls Sales experience
• Strong computer skills in MS 365 to include Word, Excel, PowerPoint, and Outlook
• HVAC, Mechanical Contracting, Engineering or Construction industry experience a plus

Other Skills/Abilities

Strategic Skills 

Ability to learn new skills and knowledge. Ability to understand concepts and complexity comfortably.  Open to change and will try anything to find solutions.  Able to handle uncertainty and make decisions without knowing the whole story

Operating Skills

Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way. Ability to figure out processes and simplify them in order to maximize workflow.

Behavior Skills 

Ability to manage people and situations when conflicts arise.  Ability to seize opportunities with the drive to complete goals. 

Personal and Interpersonal Skills

Ability to establish and grow relationships with customers through effective verbal and written communication.  Dedicated to the needs of the customers, manufacturers and peers and has the patience to actively listen to all business partners. Able to solve problems and skillfully negotiate with a minimum of noise while managing stress.  Demonstrates integrity and trust through appropriate directness and truthfulness.  Ability to understand personal strengths and weaknesses, seek feedback and improve upon shortcomings. 

Negotiating Skills

Ability to settle differences, compromise or reach agreement while avoiding argument and dispute.

Presentation Skills 

Ability to communicate and transfer knowledge in a precise, concise and logical manner.  Demonstrates professional facilitation skills and has a professional presence.

Environmental Requirements

Will be required to work in an office environment and frequently in the field.

Physical Demands

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.