Commercial Sales Specialist

Responsibilities

• Build and maintain relationships with contractors, facility engineers, consulting engineers, distributors, housing authorities, utilities, and local, state, and federal agencies.
• Develop a thorough understanding of the competitive landscape, market dynamics, and customer needs within the assigned territory.
• Identify and pursue opportunities to increase revenue and market share for commercial condensing boiler products.
• Aggressively target top-tier mechanical contractors, design-build firms, and key projects to convert competitive specifications to Weil-McLain solutions.
• Build deep technical relationships with consulting and specifying engineers to establish Weil-McLain condensing boilers as the preferred Basis of Design (BOD) on commercial projects.
• Position Weil-McLain condensing boilers as the preferred approved alternate where competitor products have already been specified.
• Serve as a technical boiler expert capable of understanding and communicating complete boiler system layouts, configurations, and application requirements.
• Intercept open projects and effectively communicate the Weil-McLain value proposition to convert competitive opportunities.
• Maintain strong customer relationships to preserve and grow market share within existing cast iron and condensing boiler product lines.
• Develop and maintain strong working relationships with distributor sales teams, purchasing teams, and leadership personnel.
• Maintain accurate quote logs, opportunity pipelines, and sales funnel visibility utilizing CRM tools.
• Track project wins, losses, conversion rates, and sales performance metrics.
• Meet or exceed territory sales goals and performance objectives.
• Identify, qualify, and advance new commercial project opportunities on a consistent basis.
• Pursue large project opportunities with and without assigned Manufacturers’ Representative support.
• Maintain a disciplined schedule of face-to-face customer meetings with contractors, consulting engineers, distributors, and representatives.
• Develop and deliver compelling customer-focused presentations that clearly differentiate Weil-McLain products and solutions from competitive offerings.
• Provide pre-sales application engineering support to Manufacturers’ Representatives, consulting engineers, and design-build mechanical contractors.
• Coordinate bid/specification and design-build project quotations and follow-up activities.
• Provide post-sales support to representatives, distributors, and installing contractors to ensure successful project execution and customer satisfaction.
• Hold Manufacturers’ Representatives accountable to established growth targets and performance expectations.
• Partner with Manufacturers’ Representatives to provide factory-backed sales support and participate in strategic customer meetings and project pursuits.
• Maintain knowledge of Monthly Representative Scorecard metrics and communicate results to representative principals.
• Develop and implement improvement plans when representative performance does not meet expectations.
• Train and coach representatives on effectively communicating the Weil-McLain value proposition and product offering.
• Continuously evaluate territory performance, market trends, and competitive activity to identify growth opportunities.
• Support strategic initiatives designed to increase market share, customer engagement, and revenue growth.
• Provide market intelligence and customer feedback to product management, engineering, and leadership teams.
• Participate in industry events, trade shows, training programs, and customer education activities.

• Minimum of 5 years of sales experience within the hydronic heating, plumbing, HVAC, and/or industrial mechanical equipment industries.
• Experience managing Manufacturers’ Representatives and/or distributor relationships.
• Territory management experience with demonstrated success achieving sales objectives.
• Experience managing CRM systems, sales opportunities, and sales funnels.
• Strong mechanical aptitude and ability to understand commercial boiler applications and systems.
• Ability to travel extensively throughout the assigned territory, including overnight travel.
• Knowledge of Building Management Systems (BMS) and building automation applications (preferred).
• Strong verbal presentation, communication, and relationship-building skills (preferred).
• Strong written communication skills (preferred).
• Effective negotiation and influencing skills (preferred).
• Proficiency with Microsoft Office applications, including Outlook, Excel, and PowerPoint (preferred).
• Strong problem-solving and issue-resolution capabilities (preferred).
• Demonstrated conceptual and strategic thinking abilities (preferred).
• Experience working with consulting engineers, specifying engineers, and design-build contractors (preferred).
• Knowledge of commercial boiler systems, hydronic heating systems, and related HVAC applications (preferred).