Outside Sales Representative - Preventative Maintenance

Job Description:

The purpose of your role as an Outside Sales Representative - Preventive Maintenance Under direct supervision of Sr Solutions Consultants, learn how to sell HVAC and plumbing maintenance agreements through cold calling, prospecting, lead generating, and establishing relationships with prospective clients. This individual will work with the General Manager and Sr Solutions Consultant to update records and provide additional services to our current customer base.

The intent of this role is to learn about the business and the services that Harris provides to become more effective at selling Maintenance Agreements.

Research businesses in selected vertical markets to identify leads. Partner with the Maintenance Solutions Advisor to make cold calls and observe the process. Learn the art of cold calling through various media as required in representatives’ specific area or as designated by Sales Manager and/or General Manager. Emphasize product features based on analyses of customers' needs and company service capabilities. Compute customer's owning and operating costs pertaining to HVAC, plumbing, and energy.

Estimate savings from new service agreements. Prepare sales presentations or proposals to explain agreement applications. Develop and identify prospects from current clients, referral leads, and other sources. Understand the prospect’s organization and decision-making process. Anticipate and answer objections. Commit the prospect to decision making timetable. Know the customer and understand the market forces to effectively sell price escalations. Promptly respond to notices of cancellation with a well-researched salvage plan.

Execute business development action plans for defined vertical markets. Monitor sales activities through CRM. Provide input and feedback on issues relevant to prospect programs and needs. Build rapport and productive working relationships with customers, vendors, and other outside agents. Effectively represent the company’s interests and outside agents to maximize profits.

Accurately appraise and inventory systems components, evaluate general conditions and recommend the best maintenance solution. Recognize project opportunities and pass leads to appropriate personnel. Plan and attend industry trade lunch and learns to acquire basic HVAC and plumbing knowledge.

Monitor and review outdated customer agreements and update to current format and standards. Work with current customers to install Building Advice monitors. Analyze data that the monitors produce and, in collaboration with the service team, communicate recommendations to reduce cost and energy to the customer. Assist with the Customer CARE program to reach out to current customers to monitor customer satisfaction and improve customer retention.

Communicate customer concerns or issues to the Service team. As directed by the General Manager or Service Manager, conduct a site visit to address customer service needs.

Ride along with Service Technicians to develop relationships and acquire an understanding of services that company provides. Build and maintain rapport and positive working relations with field, office, and management personnel to resolve problems, exploit opportunities, and maximize profits.

Participate, when appropriate, with operations in vendor selection, timely purchase and delivery to assure prompt customer service. In a timely fashion, prepare complete, clear, and concise reports, proposals. Understand credit policy. Feedback information and observations to the company to minimize risk exposure. Understand collections policy and interface with customer as required to resolve collection issues and assure prompt payment.

• Bachelor’s degree in a business or technical field preferred
• 2+ years of prior customer service experience
• 1+ years of prospecting and appointment setting/cold calling
• 2+ years of proven ability to strategize, present, and close sales
• 2+ Years of Microsoft Office Experience
• Willingness and ability to learn and apply Conceptual Sales techniques