Project Sales Engineer

Description

About the company:

Established in Raleigh, NC in 1971, Piedmont Service Group is a privately held energy efficiency and facilities services company focused exclusively on helping commercial, industrial, institutional, and government organizations operate and maintain their buildings in a safe, healthy, and efficient manner.
 

Our offices located across the Carolinas and Virginia allow us to serve our clients with a team of local accredited and licensed professionals. Piedmont is committed to building lasting relationships with the customers we serve and fully understanding our customers’ needs to provide the best solution for each client.

Position title:                Project Sales Engineer

Reports to:                   Sales Manager or GM Construction

Subordinates:               None

Primary Function:          Redeem annual sales plan in assigned markets at Company approved pricing standards.  Develop assigned key accounts or service accounts.

Contracts:

Closes annual sales quota (quote will be determined based on experience level)

Sales Skills:

Qualifies prospective opportunities, makes effective sales presentations, answers questions and objectives in a proficient and responsible manner.  Aggressively manages quotes to close sales.

Time Management:

Plans and efficiently schedules appointments and manages personal time to assure maximum productivity.

Surveys:

Surveys mechanical systems.  Understands prospects’ needs and problems.  Determines repair, modification and/or replacement requirements to provide prospects with solutions to problems.  Interpret drawings, equipment, and job conditions.

Engineering:

Provides Design modification/repair/replacement recommendations and to document these so the customer and the operations department understands fully what is required.  Understanding of all codes relative to HVAC systems.

Pricing:

• Able to do conceptual estimating or budgeting of HVAC systems for all types of commercial/industrial buildings.
• Prepare written proposals on all projects estimated.

Account Expansion:

Understands customer cost to own, operate, and maintain facilities.  Able to translate that understanding into proposals and sales that will enhance customer’s facility while reducing long-term owning and operating costs.

Market Development:

• Identifies prospects in assigned market. Promptly follow up on leads and referrals.  Establish customer rapport and identify needs.  Maintain an active backlog of quotes to assure assigned contract goal is consistently met.
• Generating service leads in the normal course of selling construction and coordinate with the Service Department.

Customer Relations:

Promptly addresses customer concerns to assure resolution of problems and maintain long-term positive relationships.

Mechanical System Knowledge:

Competent understanding of mechanical systems.  Able to identify problems and propose cost effective solutions.

Sales Presentation Strategy:

Understands prospect’s organization and decision-making process.  Anticipate and answer objections.  Commit the prospect to a decision making timetable.

Credit & Collections:

Understands credit policy.  Feed back information and observations to the Chief Financial Officer to minimize risk exposure.  Understand collections policy and interfaces with customer as required to resolve collection issues and assure prompt payment.

Company Relations:

Builds and maintains rapport and positive relations with field, office and management personnel to resolve problems.

External Relations:

Builds rapport and productive working relationships with customer, vendors, and outside agents.  Effectively represents the company’s interests to outside agents to maximize profits.

Purchasing:

Participates, when appropriate, with operations in vendor selection, timely purchase and delivery to assure prompt installations.

Documentation:

In a timely fashion, prepares complete, clear and concise reports, proposals, contract packages and required company paperwork.  Prepare the job file as required by the Operations Group before the job turnover meeting and review the contract documents with the Project Manager.

Special Projects:

Provides support for any special projects as assigned by your manager.  These special projects, at the determination of your manager, may or may not become part of this position’s primary responsibilities.

Requirements

• The ideal candidate will have 3+ years' proven successful experience in the development of mechanical solutions within the commercial and industrial markets in the assigned market.
• Complete working knowledge of HVAC and Building Automation Systems. Such knowledge must include but not be limited to Chiller, Boilers, WSHP, AHU's, RTU's/Split Systems, CRAC units, Duct systems, Pipe & Pipe fitting, and Direct Digital Controls.
• 3+ years' experience estimating and presenting full conceptual solutions to customers within the commercial and industrial markets.
• Exemplary customer relationship and negotiating skills.
• Candidate must have proven success in "trusted advisor" and "ROI" selling methods.
• Strong organizational, interpersonal, and team-oriented skills.
• Knowledge and utilization of Microsoft Office & Project and Salesforce CRM software.
• Vendor & subcontractor relationships and combined experience in the buy-out of subs, equipment & materials.
• Must have experience in writing proposals, purchase orders and reviewing contractual documents.
• Believe in a strong team environment and that the safety of oneself and fellow employees is paramount.

PSG is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender identity, sexual orientation, national origin, disability, or status as a protected veteran.