Sales Management in Training

Sales Management Training Program – Commercial Distribution

SUMMARY

As Havtech’s Commercial Distribution Sales business continues to grow, Havtech is seeking upcoming or recent graduates looking to join our sales and management team.

Our Sales and Management Training program is a 12 to 18-month sales and leadership development program that focuses on developing the acumen to enable new college graduates to learn the business and develop the skills to lead a team or manage their own sales accounts. This role would develop candidates for Territory Management or a Leadership position within HCD. In this program, you will have a chance to apply and expand customer service and sales skills while working with internal stakeholders to drive sales growth of Havtech’s Commercial Distribution business.

Part of this program includes enrollment in selective training programs offered by leading manufacturers represented by Havtech that are designed for graduates pursuing a career in HVAC. This training schedule includes a comprehensive overview of the Havtech Commercial Distribution business, visiting manufacturer factories, classroom-based lectures, and interactive learning modules. You will learn Havtech’s core product lines, our sales process, and ways to hone your skills in order to support our number one priority, our customers.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:

• Learn about the Commercial Distribution sales process by creating estimates and proposals for HVAC products and systems for commercial aftermarket projects:
  • Understanding of how to select and price replacement parts and equipment to meet customer needs.
  • How to prepare proposals and pricing to meet customer requirements while ensuring competitive positioning.
  • How to develop sales strategy and manage customer communications.
• Learn Havtech’s manufacturer product lines and products, such as:
  • DAIKIN COMFORT TECHNOLOGIES, DAIKIN APPLIED, BOSCH, GPS, UNITED COOLAIR, CAMUS and many additional manufacturers Havtech represents in order to offer innovative customers solutions.
  • Learn and understand all commercial aftermarket systems and products: Chillers, Compressors, Ductless Split Systems, Light Commercial, Fan Coil Units, Water Source Heat Pumps, Boilers & Hydronics and many other products.
• Learn the order fulfillment processes by supporting the Inside Sales Department, including:
  • How to identify and process customer orders and respond to customers’ inquiries and questions for HVAC parts, equipment, and supplies.
  • How to proactively build awareness of products, services, and promotions in conversations with customers and in performing outbound calls to prospect and current customers.
  • How to apply critical thinking and problem-solving skills to resolve potential customer problems with innovative solutions.
  • How to effectively collaborate and build relationships with other businesses within Havtech such as Havtech New Equipment, Air Distribution, Service and Solutions.
• Learn the basics in account management by supporting Territory Sales Managers in the selling process, including:

• How to identify, develop, and maintain relationships with multiple buying influencers within the customer’s organization.
• How to maintain sales activity within the Havtech ERP system
• How to validate the preliminary proposal with a customer and negotiate price, terms, and conditions.
• How to review and compare contract terms and conditions with Havtech contract standards.
• How to develop and execute an account-specific business plan to identify the long-term, mutual support requirements required to facilitate a strong, profitable, and successful partnership.
• How to acquire and evaluate market data and develop strategies to maximize sales opportunities and market share including regular solicitation of customer feedback.
• How to proactively educate purchasers on their warranties by learning Havtech’s coverage and claims procedures

• Learn industry processes following a sale, including:

  • Coordinate with internal associates to ensure an optimal and consistent customer experience is achieved.
  • How to determine project needs, constraints, and responsibilities to meet all the customer’s HVAC system design and installation requirements.
  • How to develop a project fulfillment schedule.

QUALIFICATIONS include the following:

• Bachelor’s degree is required. A degree in Engineering, Business, Marketing or other related areas is a plus.
• Career path interests in becoming a successful Territory Manager or leader for the business.
• Strong interest in the HVAC Industry and a related career path.
• Experience in working with mechanical contracting or related HVAC industry experience is a plus.
• Excellent communication, interpersonal, and relationship-building skills.
• Comfort building relationships under difficult circumstances.
• Ability to function independently and deliver results.
• Determined, persistent, and confident.