Damuth Trane (Voted as one of the Best Places to Work in Virginia for 2018) is seeking a Controls Account Manager for our office in Chesapeake, Virginia.


**Damuth Trane has provided comfort solutions for commercial, industrial, educational, government, and healthcare facilities since 1970. As the local Trane franchise, Damuth Trane represents a full line of HVAC equipment, service, controls and parts. Damuth Trane has been honored as one of the Best Places to Work in Virginia for eight consecutive years; 2011 through 2018. 

Normal Hours: 8:00 a.m. - 5:00 p.m., Monday-Friday

General Info
Job Type: Full-Time
EOE/AA, Drug Free Workplace

 

This is a technical sales position - Commission + Base  

Primary Role

To provide exceptional customer service to internal and external customers by developing long-term client relationships. This technical sales position will be the key point of contact for clients, answering queries, providing technical advice and introducing new products. This role will maximize account penetration and client retention with contractors, consulting engineer/architect and building owners with the goal of increasing controls systems and hardware sales.  

Essential Duties & Responsibilities include the following:

*Other duties may be assigned.

  • Ability to be client’s key point of contact for, answering queries, providing technical advice and introducing new products.
  • Ability to provide pre- and post-sales technical advice and support about HVAC controls.
  • Identify potential opportunities with existing and new clients.
  • Assign appropriate sales process, identify appropriate contact within client’s organization, and communicate next steps in process.
  • Utilize Account management process to identify key clients and to develop specific action plans to grow identified accounts.
  • Develop relationships with multiple buying influences in client’s organization, including executive level customers, facility managers, project managers, project engineers, construction and purchasing.
  • Gather and validate preliminary information and performing facility walk throughs, construction plan reviews or other requirements.
  • Determine project needs and constraints to meet client’s HVAC controls system design and installation requirements.
  • Develop, evaluate, and discuss possible solutions with clients.
  • Develop project fulfillment schedule with project team.
  • Prepare, finalize & review preliminary proposal.
  • Determine proposal price & selling strategy.
  • Present the proposal and negotiate price, terms, and conditions with client.
  • Follow up with buying influences.
  • Prepare transition documents and communicate project readiness for assignment to operations team.
  • Resolve deviations from scope with team after Project Scope Validation.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Education & Experience

  • Required - High School Diploma or equivalent
  • Required - Bachelor's degree in engineering, business or equivalent from four-year college or university OR 4 years relevant experience; or equivalent combination of education and experience.
  • Required – Ability to complete the Controls Trane Graduate Training course within (1) year form hire date.
  • Required - Strong technical understanding of HVAC systems with the ability to write control specifications, sequences, and diagrams for consulting engineer clients. 

Special Skills

  • Required – Ability to travel to and attend the Controls Trane Graduate Training course (CGTP utilizes an intermittent schedule consisting of (3) – 4 or 5 week classroom sessions in St. Paul, with (2) – 2-week bridge times back at their office.)
  • Preferred - Demonstrated experience in design, takeoff, and pricing of Building Automation Systems.
  • Required - Ability to communicate effectively in person, by phone and through written communication.
  • Required - Exceptional customer service skills
  • Required - Strong organizational skills 

Certificates, Licenses & Registrations

  • Required - Valid Driver’s License and good driving record 

Other Requirements

  • Required - Ability to pass drug screening
  • Required - Ability to pass formal background check
  • Required - Able to prove U.S. Employment eligibility
  • Required - Willing to travel locally as required
  • Required - Flexibility to work overtime/weekends, as needed 

Customer Service

  • Provide Gold Standard customer service. Be reliable, be responsive, make customers feel valued, be empathetic, and be competent.
  • Return all customer inquiries within 24 hours. Answer customer calls and e-mail quickly, thoroughly and, pleasantly. Communicate with customers in a friendly, professional, and patient manner. 
  • Perform all duties with the goal of building and maintaining long-term customer relationships.
  • Immediately address any customer’s concern. Request the involvement of other Company personnel as required.  Notify Team Leader of any major concerns and the action taken to resolve it.
  • Never say or act as though something is not your job.

Teamwork

  • Demonstrate and promote a spirit of cooperation and teamwork throughout the Company.
  • Provide backup support for other team members.
  • Continually look for ways to improve our processes and ability to serve our customers effectively.
  • Improve your personal performance on a continual basis. Suggest training programs or other opportunities for improvement to your Team Leader as they apply.
  • Practice Shared Values
  • Treat other with uncompromising truth
  • Lavish trust on your associates
  • Mentor unselfishly
  • Be receptive to new ideas, regardless of their origin
  • Take personal risks for the organization’s sake
  • Give credit where it’s due
  • Do not touch dishonest dollars
  • Put the interest of others before your own 

Safety

  • Use safe work practices in the office and promote safe practices in the field.
  • Complete required safety training on time.
  • Proper PPE equipment must be used at all times within industrial facilities and in construction zones.
  • Notify Team Leader or Safety Director of any unsafe conditions.
  • Comply with all customer safety requirements during jobsite visits. 

Other Responsibilities

  • Must have neat personal appearance
  • Must be courteous and diplomatic
  • Business is to be conducted with the highest level of personal integrity
  • Maintain a positive demeanor – keep a smile on your face and “in your voice”
  • Continue education for professional and personal growth

 Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is regularly required to stand, use hands and fingers to handle or feel, and talk or hear.
  • The employee frequently is required to walk; reach with hands and arms; and stoop, kneel, crouch or crawl and climb ladders.
  • The employee is occasionally required to sit.
  • The employee must regularly lift and/or move up to 25 pounds.
  • Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. 

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • This position works in a typical office environment with occasional visits to job sites which includes outdoor work and work in mechanical/equipment rooms.
  • During the job site visits, the employee is frequently exposed to risk of electrical shock and occasionally exposed to wet and/or humid conditions; moving mechanical parts; high, precarious places; fumes or airborne particles; and outside weather conditions.
  • The noise level in the work environment is usually moderate.

 

How to Apply

Go to the following website and apply online: http://www.damuth.com/careers/

Please note that applications and resumes are accepted online only. If you do not have access to the internet, you may use the online resources at our main office. Please call Human Resources at (757) 558-0200 in advance to schedule an appointment to apply.

Damuth Trane is an at-will employer; employed associates and Damuth Trane are free to end the employment relationship at any time, with or without notice or cause. 

EOE/AA, Drug Free Workplace 

EEO Statement 
The Company is an equal opportunity employer as well as a government contractor that shall abide by the requirements of 41 CFR 60-300.5(a), which prohibits discrimination against qualified protected Veterans and the requirements of 41 CFR 60-741.5(A), which prohibits discrimination against qualified individuals on the basis of disability.

Benefits

  • Medical Insurance
  • Dental Insurance
  • Vision Insurance
  • Life Insurance
  • Disability Insurance (Company Paid)
  • Paid Time Off (Sick and Vacation Time)
  • Short and Long Term Disability (Company Paid)
  • Maternity and Paternity Leave
  • Jury Duty Pay
  • Bereavement Leave
  • 401(k) and Profit Sharing Plan
  • ...and more!
Equal Opportunity Employer, including disabled and veterans.
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