ACTIVE SALES METHODOLOGY

Responsible for the growth of The Company by expanding market share through the sale of an entire portfolio of product and service offerings. Promote complex and comprehensive whole building solutions to customers at the executive and owner level, with minimal direction.

Targets and initiates contact with new prospective customers. Qualifies potential sales opportunities for all lines-of-business.  Generates and cultivates leads to create long-term, large volume influential relationships.

Persuasively sells with an entrepreneurial mindset, The Company offerings by providing unique application-specific solutions, within any sector of the national vertical market to:

  • Enterprise, President, and C-Level customers
  • Municipalities and governmental bodies
  • Building owners and facilities directors
  • Property managers and developers
  • Mechanical contractors
  • Consulting engineers
  • Service companies
  • Other rep firms
  • Competitors

Leverages targeted projects by strategically bundling sales packages that incorporate multiple types of applied equipment and services across The Company’s departments, including:

  • Chillers, Air Handlers, Fan Coils, VAV and Energy Recovery Systems
  • Custom, Semi-Custom and DX Equipment, Modular Chiller Plants
  • 100% Outside Air, IAQ, and Air Purification Technologies
  • Variable Refrigerant Volume (VRV/VRF) Systems
  • Water Source Equipment and Cooling Towers
  • Variable Frequency Drive (VFD) Packages
  • ECM Motors and Fan Arrays
  • Boilers, Pumps and Hydronics
  • Building Automation Systems (BAS)
  • Life Cycle Cost Analysis & Reporting
  • Turn-Key Installations and Retrofits
  • System Design and Energy Upgrades
  • Extended Parts and Labor Warranties
  • Service Agreements and Maintenance Contracts

Actively promotes complete building solutions spanning the entire depth of The Company key portfolio offerings and works comfortably in all selling environments including:

  • Plan and spec competitive bidding
  • Owner-direct design/build
  • Government contracts
  • Sole-source negotiated projects

Uncovers opportunities to initiate the sale of original service agreements, and expand the scope of existing accounts, including conversions to multi-year contracts, pull-through repair work, equipment sales, and turn-key projects, providing long-term financial growth opportunities.

Proactively expands the depth of The Company offerings, using a focused Growth Philosophy and a vertical market approach. Finds and develops new outside key partner vendors, to build strong turnkey installation teams with subcontractors, other equipment reps and even competitors when necessary.

SALES STRATEGY and IMPLEMENTATION

Executes orders in a team environment and simultaneously inhabits the roles of owner-direct sales, outside consulting-sales engineer, service sales representative, and project manager. With an ownership-mentality and a collaborative Growth Philosophy, oversees and is responsible for:

  • Owning the process from start to finish with a global approach
  • Uncovering leads and opportunities
  • Making cold-calls and getting introductions
  • Managing CRM pipelines, following up on leads and bids
  • Consulting directly with owners and engineers to influence designs
  • Calling on building contractors and construction managers
  • Driving specs strategically toward our products
  • Reading and interpreting plans and specs
  • Researching the market for competitive analysis of rival offerings
  • Accurately and effectively estimating projects using multiple digital products
  • Writing detailed, accurate bid proposals using the entire MSOffice Suite of software
  • Negotiating and closing sales with customers
  • Negotiating pricing with vendors, suppliers, and subcontractors
  • Executing orders with manufacturers, other rep firms and vendors
  • Delegating authority professionally and diplomatically
  • Providing concise project turnovers to other team members
  • Maintaining control over subcontractors on turnkey projects
  • Supervise project management, equipment startups and commissioning
  • Monitoring job accounting through A/R and A/P reports and draw schedules
  • Managing schedules of deliveries, and coordinating startups
  • Profitably closing out jobs and getting final payments
  • Providing post-sale support, follow up and warranty

Secures major opportunities using purchasing vehicles such as:

  • National Sales Accounts & GSA Contracts
  • Cooperative Purchasing Agreements
  • Piggy-Backing off of Existing Pre-Bid Contracts
  • Lease Financing
  • Equipment Rentals

Assesses competitor offerings to gain market intelligence on new technology in the commercial HVAC, Mechanical, Hydronics and Building Automation industry.  Inform positioning strategies on complex building solutions and value propositions across the construction industry in the commercial, industrial, and institutional segments.

Differentiates The Company’s products and services by leveraging knowledge of competitors’ business strategies and product offerings.

Consults diplomatically with customer gatekeepers to collaboratively negotiate their purchasing processes and roadblocks to find mutually beneficial ways to influence and close sales.

Plans and documents progress toward quota goals by utilizing applicable sales tools effectively (Salesforce, CRM pipeline projections, etc.) to leverage insight from weekly, monthly, and quarterly milestone meetings to gain a competitive edge in the market.

Informs management regularly on progress of financial targets, margins, and status of key accounts. Responsibly manages projects with a conservative business approach in making economically sound decisions.

Presents timely market data to senior leadership compiled from industry analytics such as Dodge Reports to assess and provide total addressable market (TAM) econometrics for use in corporate strategy and forecasting reporting.

TEAM BUILDING and LEADERSHIP

 Builds partnering relationships with customers at the executive level to work with their preferred contractors and engineers to implement sales of The Company’s equipment and building services. Understands the customer’s business model, actively listens, speaks to their needs, and offers influential and collaborative value driven propositions.

Builds partnering relationships within The Company by assisting in the development of teams for solutions sales, and marketing strategies. Implements these strategies by exercising a shared and active Growth Philosophy among the team members.

Builds partnering relationships with the vendors of The Company and fellow service companies by seeking out opportunities for vendors to become our customers, and our customers to become our vendors, when teaming up is mutually beneficial.

Leads sales teams by fostering internal relationships for interoffice rapport. Offers support and communicates clearly with the team. Provides leadership by demonstrating a self-starter work ethic, proactively provides training and promotes diversity of thought and feedback.

Collaborates with other sales teams on strategic projects when called upon. Develops and actively maintains relationships between all of The Company business organizations, using a well-developed organizational matrix.  Shares cooperatively in the division of commissions and responsibilities across departments in team-selling situations.

Accepts delegation of authority, direction, and constructive criticism freely from others. Professionally and diplomatically delegates authority to others when necessary.

Delegates services and solutions to specific sales teams to offer differentiated market segmented project proposals based on vertical market, geography, customer, or equipment type.

TRAINING and MARKETING

Actively trains and mentors internal team members on software, processes, procedures, and salesmanship. Provides training to technicians and engineering graduates on psychrometrics, fan laws, refrigeration, systems-design, building controls, and hydronics fundamentals.

Develops and presents lunch-and-learns for facility directors, owners and engineers on new equipment, systems or building solutions offerings.

Delivers owner training presentations for job closeout requirements, leveraging the opportunity to meet facility management executives and building owners and to make introductions to our service team to proactively begin a service relationship for maintenance contract sales and pull-through work.

Acquires new knowledge by attending conferences and trade shows. Participates in professional organizations. Analyzes current literature on competitors’ offerings.  Participates in continuing education courses for personal and professional development.

Evaluates product positions and develops targeted sales campaigns by market segmentation according to industry trends.

Produces original strategic marketing material and case-studies on successful projects for both internal presentations and industry publications.

Hosts events for The Company’s customers with key targeted accounts at industry conventions, sponsors local functions, and factory plant tour trips.