Controls Sales Engineer

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Full Time Columbia, MD, US

30+ days ago Requisition

P roviding innovative heating, ventilating and air conditioning (HVAC) solutions to building owners and contractors since 1984, today Havtech/ACES is one of the Middle Atlantic’s largest and most experienced commercial HVAC equipment suppliers.

With a focus on innovation, the company works with customers to:

• Improve building comfort
• Increase efficiency
• Reduce total cost of ownership

The company represents many of the most innovative HVAC equipment and building automation system manufacturers serving the technology, healthcare and educational markets. Havtech’s experienced sales engineers, service technicians, training staff and relationships with industry organizations and owners, engineers and contractors have established it as a key partner for any commercial HVAC project.

Havtech is a fast-paced and growing company looking for talented, innovative professionals who want to be part of a future focused team that provides high quality solutions that make sense to its customers and communities, both financially and environmentally. If you are bright, driven, and customer oriented, then you belong at Havtech.

A successful Controls Sales Engineer is expected to garner controls revenue and achieve margin goals by supporting ACES’s mission to deliver exceptional customer service through the sale and execution of projects involving HVAC equipment, building automation systems and mechanical services. This individual will be tasked to identify and sell HVAC and automation solutions that can help the client achieve their environmental, operational, financial, and people goals.

• Prospects to locate and develop relationships with new clients.
• Develops general working knowledge of ACES' offerings.
• Utilizes account management processes for target customers.
• Develops and implements specific action plans that improve project closure rate and produce profitable business.
• Develops and delivers presentations for prospective clients.
• Converts leads into opportunities. Develops opportunities into win-win customer and Havtech projects.
• Leads or supports, depending on the opportunity, coordinated sales efforts involving multiple ACES'sales groups.
• Works effectively in a team selling environment.
• Works with existing and prospective clients to understand project goals.
• Improves project closure rate through high level business relationships.
• Collects and communicates to operations the pertinent project information required to create quality project estimates.
• Coordinates and attends site reviews as required.
• Periodically develops project estimates for opportunities not involving design documents.
• Confirms project scope and bill of material with customers.
• Determines recommended selling strategy and initial pricing.
• Presents the proposal and negotiates price and contract terms and conditions with customers.
• Maintains a working knowledge of current local utility incentive programs and leverages rebates to improve project closure rate and margins.
• Follows up with buying influences to secure orders.
• Coordinates or engages in the project execution process as required.
• Resolves deviations in scope with the client to preserve client experience and satisfaction.
• Consistently ascertains customer needs and current market opportunities.
• Develops positive relationships with Havtech Leadership and employees.

This position has no supervisory responsibilities.

• Bachelor of Science in a technical or business related field, MBA preferred.
• Five years of experience in BAS Sales, Engineering or Marketing.
• CEM, LEED AP, PE accreditations or certificates preferred.
• Excellent oral/written communication skills.
• Ability to travel within a defined region at least 20% of the time.
• Ability to function independently and deliver results.

The physical demands described here are representative of those that…