Commercial Sales Consultant

Commercial Sales Consultant – Engineering Excellence

Reports To: Director of Business Development

Stats: Full-time

Category: Office

Location: 27280 Haggerty Road. Farmington Hills, MI 48331

Pay:$85,000+ base salary (dependent on experience) plus commission

Join the team of experts and realize your true potential!

Why You Should Join the Engineering Excellence Team?

Our team consists of the very best; we believe in doing what is right for our customers and our employees. We provide our employees with the training, support and an opportunity for unlimited professional growth. Join our winning team by applying today!

Position Summary: The Commercial Sales Consultant is an outside sales position responsible for developing Engineering Excellence commercial sales and services to increase revenue, through customer presentations and lead generation. Primary responsibilities include selling HVAC Preventive Maintenance and HVAC Planned Unit Replacements Programs. The target market is local or regional owner operated facilities. Examples are financial, telecommunications, healthcare, manufacturing, property management, and distribution centers. The sales consultant should be highly ambitious, results oriented, and self-motivated. Leads are acquired by cold calling, networking, and relationship building.

Responsibilities:

• Generates local Preventative Maintenance contracts in target vertical markets through various customer prospecting techniques such as cold calling, customer referrals, personal networking, and customer contact.
• Generates commercial replacement, retrofit, and service-contract sales through various customer prospecting techniques such as cold calling, customer referrals, personal networking, and customer contact.
• Works closely with branch and regional managers to support potential/customer needs
• Utilizes CRM system to document activity and sales.
• Demonstrates professionalism, diplomacy, and tact to uphold company’s community reputation. Represents the company professionally, honestly, and ethically in all business matters and concerns
• Consults with commercial customer on HVAC and indoor-air quality needs, delivers sales presentation utilizing company-established sales process, and closes sale to provide the customer with the best solution for the customer’s budget. Suggest additional and/or alternative products or service to meet customer needs.
• Utilizes relevant systems and information, prepares the proposal for the commercial customer. Explains technical information to the customer in an easy-to-understand language.
• Utilizes Engineering Excellence marketing data & tools to maximize sales effectiveness.
• Prepares and/or completes all required documentation and obtains customer’s signature.
• Actively manages and maintains relationships with strategic commercial customers and supports the ongoing relationships with these customers.
• Works with internal staff to ensure that work is scheduled and completed according to company standards and the customer’s satisfaction.
• Updates company systems following defined processes and procedures in order to process paperwork and information for new accounts and maintain records of results from all sales visits.
• Meets or exceeds set Key Performance Indicators including:
  • Revenue Growth
  • Close Rate
  • Lead Generation
  • Service Agreement sales
• Effectively communicates with customer to resolve concerns, issues, or complaints in order to assure total customer satisfaction.
• Comply with all Engineering Excellence safety policies, procedures, and practices.
• Performs similar/other duties as assigned.

Desired Skills and Qualifications:

• Bachelor’s degree or equivalent experience.
• Proven sales experience with emphasis on business-to business selling, “cold-calling” and generating sales from personal networking and lead generation.
• Knowledge of commercial service sales concepts, practices, and procedures.
• Solid skills working with Microsoft Office, contact management software, and CRM databases
• Excellent communication skills and strong relationship-management and coaching skills.
• Ability to build long-term relationships with customers.
• Ability to work cooperatively with technical, administrative, and support staff.
• Good organizational skills and ability to manage multiple priorities simultaneously
• Knowledge of the commercial HVAC industry preferred
• Self-starter with a desire to learn and to grow the business.
• Demonstrated commitment to the delivery of customer-focused service.
• Must be able to work independently and exercise judgment and discretion within authorized limits.
• Excellent written, verbal communication and organizational skills.
• Basic knowledge of the fundamentals of the operational functionality of commercial heating, air conditioning, and ventilation equipment as well as related accessories.
• Knowledge of basic mathematics (addition, subtraction, multiplication, and division)
• Understanding of basic business accounting to understand job costing, profit margin, and cost of sales.
• Ability to stand, to walk, and to climb stairs and ladders to access HVAC equipment which is often on a rooftop of the commercial building. Ability to read product data and to take measurements.
• Valid driver’s license with acceptable driving record.

About Us: For over four decades, Engineering Excellence has been the leader in National Commercial HVAC service and maintenance. Engineering Excellence provides HVAC-R coverage in the US and Canada including Alaska and Hawaii. We have self-performing HVAC technicians as well as a network of 500+ mechanical contracting service providers delivering nationwide HVAC unit replacements, maintenance, service, audits and energy consulting. Learn more: www.engineeringexcellence.com

What Do We Offer You as an Engineering Excellence Employee?

Engineering Excellence offers a comprehensive benefits package designed to support employees and their families in managing their health and wellness needs. Following is a summary of the many benefits that could be available to you as an Engineering Excellence valued employee.

• Competitive Pay, including incentive opportunities for many positions
• Paid Time Off and Company Holiday Pay
• Medical /Dental /Vision Insurance programs
• 401(k) Retirement Savings Plan with company matching contributions
• Life Insurance, for you and options you can elect for your family
• Company paid Short-term disability
• Short-term and Long-term disability insurance options, that protects you and your family if you are unable to work
• Supplemental benefit programs such as: Legal advice, pet insurance, health advocacy programs
• Training opportunities through our Experts University
• Career Development opportunities