POSITION SUMMARY/OBJECTIVE: 

The incumbent cultivates customers and opportunities for the Company through the sale of renewable maintenance contracts and fixed price projects. S/he seeks out prospects, obtains appointments with those prospects, garners interest in our contracts/projects, and closes sales at approved pricing standards.S/he understands the total range of Company offerings, and hands off opportunities to designated individuals when appropriate. 

KEY TASKS & RESPONSIBILITIES:

• Redeems annual booking quota through the sale of renewable maintenance contracts and fixed price projects in assigned markets/territories at standard company pricing levels. 
• Maintains a robust pipeline of potential customers, leverages sales abilities to obtain first appointments, and converts them into sales opportunities when timing is ideal. 
• Delivers effective “first call” presentations to establish the true viability of prospects. 
• Develops action plans for high probability prospects with the goal of closing a sale. 
• Maintains a thorough understanding of costs associated with owning, operating, and maintaining a building, and utilizes this knowledge to review these costs with prospects in various markets.
• Using company-provided tools, surveys buildings to identify all mechanical equipment, and establishes an understanding of how its mechanical and control systems work. 
• Prices various maintenance products or project opportunities and determines the best product/approach for each prospective customer, based on information obtained during the initial call. 
• Develops professional proposals, customized to the needs of each project, presents proposals to prospects, overcomes objections, and closes sales. 
• Participates in the renewal, salvage, collection, or escalation of contracts with existing customers.
• Maintains accurate sales logs and submits reports to management to communicate booking and selling activity within a specified time frame.
• Conducts client visits and climbs inside/outside ladders to gain rooftop access to mechanical equipment.
• Acts as a team player and assists others in the Company in obtaining or retaining business when needed.
• Assumes an active role in industry-specific organizations on behalf of the Company. 

CONDUCT STANDARDS:

• Maintains appropriate Company confidentiality at all times.
• Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations.
• Cultivates and promotes the “Hearts & Minds” safety culture.
• Consistently exemplifies the Core Values of the Company (we CARE, we ACT WITH INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE).

WORK ENVIRONMENT:

• This position operates primarily in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, and filing cabinets. 
• Work duties may regularly necessitate walk throughs of local job sites, during which the incumbent may utilize basic tools (measuring tape, screwdriver, wrench, etc.), and be intermittently exposed to the conditions typically associated with a construction site.

PHYSICAL DEMANDS:

• In performing the duties of this job, the incumbent is regularly required to sit, stand, talk, walk, hear, and possess an appropriate degree of both visual acuity and manual dexterity. 
• S/he may frequently be required to climb, stoop, crouch, crawl, reach, and/or perform repetitive motion. 
• This is considered a light work position, which means possible exertion of up to twenty (20) pounds of force occasionally, and/or up to ten (10) pounds of force frequently, and/or a negligible amount of force constantly to lift, carry, push, pull, or otherwise move objects.

TRAVEL:

• This position may require up to 70% local travel, primarily to client offices/meetings and job sites.

MINIMUM QUALIFICATIONS:

• 2+ years of applicable selling experience.
• Strong attention to detail and ability to multitask in a fast-paced environment.
• Intermediate computer skills, including proficiency with Microsoft Office (Excel in particular).
• Aptitude for successfully negotiating with diverse audiences. 
• Capacity to leverage communication/interpersonal skills to develop and enhance business relationships.

PREFERRED QUALIFICATIONS:

• College degree or advanced education preferred.
• Advanced knowledge of the HVAC/controls industry.