Controls Sales Engineer

Employer
Cowles Search
Location
Columbia, MD
Posted
Jul 17, 2017
Closes
Aug 07, 2017
Function
Engineer, Sales
Industry
Engineering, Other
Hours
Full Time
Job Description A successful Controls Sales Engineer is expected to garner controls revenue and achieve margin goals by supporting our mission to deliver exceptional customer service through the sale and execution of projects involving HVAC equipment, building automation systems and mechanical services. This individual will be tasked to identify and sell HVAC and automation solutions that can help the client achieve their environmental, operational, financial, and people goals. ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following. Other functions may be assigned. Prospects to locate and develop relationships with new clients. Develops general working knowledge of our offerings. Utilizes account management processes for target customers. Develops and implements specific action plans that improve project closure rate and produce profitable business. Develops and delivers presentations for prospective clients. Converts leads into opportunities. Develops opportunities into win-win customer and Havtech projects. Leads or supports, depending on the opportunity, coordinated sales efforts involving multiple sales groups. Works effectively in a team selling environment. Works with existing and prospective clients to understand project goals. Improves project closure rate through high level business relationships. Collects and communicates to operations the pertinent project information required to create quality project estimates. Coordinates and attends site reviews as required. Periodically develops project estimates for opportunities not involving design documents. Confirms project scope and bill of material with customers. Determines recommended selling strategy and initial pricing. Presents the proposal and negotiates price and contract terms and conditions with customers. Maintains a working knowledge of current local utility incentive programs and leverages rebates to improve project closure rate and margins. Follows up with buying influences to secure orders. Coordinates or engages in the project execution process as required. Resolves deviations in scope with the client to preserve client experience and satisfaction. Consistently ascertains customer needs and current market opportunities. Develops positive relationships with leadership and employees. SUPERVISORY RESPONSIBILITIES This position has no supervisory responsibilities. QUALIFICATIONS Bachelor of Science in a technical or business related field, MBA preferred. Five years of experience in BAS Sales, Engineering or Marketing. CEM, LEED AP, PE accreditations or certificates preferred. Excellent oral/written communication skills. Ability to travel within a defined region at least 20% of the time. Ability to function independently and deliver results. Company Description My firm, Cowles Search, does most of its work in the field of HVAC controls, building automation, plus fire/life-safety/security all around the United States. Primarily, the roles we fill are for Controls Engineers, Controls Technicians, and Sales Engineers. We will also work to recruit for Project Managers and other related roles in HVAC, building systems, contracting and energy conservation. Our common client is a Controls Contractor, anywhere from a 10-person company to a $100M company with hundreds of employees, and from small markets to very large metropolitan markets. In many markets, we are placing fire alarm, life safety and security (card access and CCTV) salespeople, system designers, IT/Network electricians, inspectors and management/leaders.