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Havtech · 2 months ago

Senior Sales Engineer

Richmond, VA

Full-time

Onsite

Senior Level

Havtech is a leading supplier of HVAC solutions, serving the technology, healthcare, and educational markets since 1984. The Senior Sales Engineer is responsible for developing long-term customer relationships and maximizing account penetration and retention, while providing innovative HVAC solutions across a portfolio of industry-leading equipment.

ElectronicsHardwareHeating Ventilation and Air Conditioning (HVAC)Information TechnologyManufacturingReal Estate

Responsibilities

Utilizes Account management process to identify key customers and to develop specific action plans to grow identified accounts

Identifies potential opportunities with existing and new customers

Collects project data and compares to the office’s capabilities

Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process

Develops relationships with multiple buying influences in the customer’s organization

Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements

Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements

Develops, evaluates, and discusses possible solutions with customer

Develops preliminary project fulfillment schedule

Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services

Responsible for the preparation and review of the proposal

Validates the preliminary proposal with customer

Determines proposal price and selling strategy

Reviews and compares contract terms and conditions with Havtech contract standards

Presents the proposal and negotiates price, terms, and conditions with customer

Follows up with buying influences

Prepares transition documents and communicates project readiness for assignment to operations team

Resolves major deviations from scope with team after Project Scope Validation

Determines needs, develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership

Provides total account business activity reports and annual forecasts

Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations

Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition

Coordinates with consulting engineers in writing project specifications

Coordinates with Estimators in the interpretation of specifications and preparation of proposals

Qualification

HVAC industry knowledgeCustomer relations skillsPresentation skillsMarketing knowledgeEngineering degreeIndependent functioningOral communicationWritten communication