Service Agreement Sales Representative

Overview:

As a Service Agreement Sales Representative, you will drive revenue growth through the sale of preventive maintenance agreements and services for mechanical systems. This role requires a proactive approach to prospecting, sales strategy, customer relationship management, and collaboration with internal and external stakeholders. You will be expected to exceed annual sales goals, establish long-term client partnerships, and support the company’s growth objectives.

Responsibilities:

Bookings & Sales Performance:

• Consistently achieve or exceed annual sales goals by closing service agreements.
• Actively manage quotes, ensuring high conversion rates and driving aggressive sales growth.

Sales Skills & Customer Engagement:

• Qualify leads effectively, deliver persuasive sales presentations, and address customer questions with professionalism and expertise.
• Utilize a solution-oriented approach to overcome objections and guide prospects toward closing.

Time Management:

• Plan and schedule appointments efficiently to maximize productivity and align with customers' timeframes.
• Maintain organized schedules to ensure responsiveness and optimal use of time.

Surveys, Appraisals, and Pricing:

• Conduct thorough appraisals of mechanical systems to assess maintenance needs and apply appropriate company pricing structures.
• Interpret technical documents, including drawings and equipment specifications, to recommend suitable maintenance plans.

Account Expansion:

• Identify and implement strategies to expand service coverage and increase account value through additional service offerings for existing clients.

Market Development & Lead Generation:

• Proactively identify new prospects within assigned markets, swiftly follow up on leads and referrals, and establish strong customer rapport.
• Maintain an active backlog of quotes to support consistent sales performance.

Customer Relationship Management:

• Address customer concerns promptly, ensuring positive outcomes and fostering long-term relationships.

Mechanical Systems Knowledge:

• Maintain a working knowledge of HVAC and mechanical systems to evaluate system components, recommend appropriate maintenance programs, and identify project opportunities for other teams.

Sales Presentation Strategy:

• Understand prospect organizations and decision-making processes to deliver tailored presentations that anticipate objections and drive commitment.

Credit & Collections:

• Apply company credit policies, providing feedback to minimize risk and coordinating with customers on payment issues to ensure timely collections.

Internal & External Relations:

• Collaborate effectively with field, office, and management teams to identify growth opportunities and resolve issues.
• Cultivate productive relationships with customers, vendors, and other external agents to represent company interests and maximize profits.

Documentation & Reporting:

• Prepare clear, concise, and timely reports, proposals, and booking packages, and maintain thorough records of any delays, special conditions, or schedule changes.

Qualifications:

• Knowledge: Basic HVAC knowledge, mechanical systems understanding, and proficiency in office software applications.
• Experience: Minimum of 5 years in sales or related experience, preferably in HVAC preventive maintenance service agreements.
• Skills & Abilities: Strong organizational skills, keen attention to detail, excellent communication abilities, and a commitment to exceptional customer relations. Must have an insurable driving record and the ability to support colleagues in a team setting.