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Hoffman & Hoffman, Inc. · 2 months ago

Service Sales Engineer

Charlotte, NC, US

Full-time

Hybrid

Mid, Senior Level

2+ years exp

Hoffman Building Technologies, Inc. is focused on providing innovative Building Automation System solutions. They are seeking a customer-centric Service Sales Engineer to manage and grow their building automation service customer base, driving sales and ensuring high customer satisfaction through technical expertise and relationship building.

Heating Ventilation and Air Conditioning (HVAC)Industrial ManufacturingManufacturingRetail

Comp. & Benefits

Responsibilities

Provide a wide range of solutions including Building Automation System (BAS) replacements, system upgrades, energy services projects, and service agreements

HBT operates as a team environment. We utilize the skills and relationships of our diverse sales and operations team members to work together to provide outstanding customer value by exceeding customer expectations. You are expected to collaborate with other sales engineers, account managers, and construction/service operations personnel when pursuing strategic sales objectives

Responsible for planning and executing an annual sales plan to consistently achieve goals and forecast results

Develop, collaborate, and implement strategic account plans and strategic selling plans to support major opportunities and account growth

Develop and maintain a qualified funnel of sales opportunities and new account targets

Become a subject matter expert in BAS product and service solutions and educate the market & especially end user customers with regard to HBT’s capabilities and develop a value proposition stating the benefits for each client. Identify opportunities to address customer needs and eliminate their “pain” with HBT solutions & services

Work with sub-contractors and supplier partners to develop cost effective solutions for HBT end-user customers

Present in-person proposals at the customer’s facility

Perform sales presentations, using approved company presentation materials and methods

Focus on educating customers on the **value** of our solutions

You will have ownership of the full sales process, including lead generation/identifying opportunities, qualifying the opportunities, surveying sites, estimating, proposal development, and closing activities

You will be required to create customer account profiles and conduct monthly or quarterly account management meetings with your largest end-user customers

You must have outstanding communication skills and the ability to think on your feet with regard to recognizing customer issues and providing recommended solutions

You must be focused on continuous education and continuous personal improvement, and you will be expected to participate in training as requested and needed

You will be expected demonstrate learning-retention and field-level application of knowledge and skills attained from all training provided

You must be focused on providing outstanding customer value, doing the right thing, and nothing less

Keep appointments with customers as scheduled

Prospect for expanding HBT’s end-user customer base in the company’s Charlotte Office footprint

Transfer all required information / communications after booking a project or service agreement based on company process standards. This includes turnover of proposal scope, all pictures of the project, all necessary notes, project schedule, risks, drawings etc., to adequately communicate the customer’s expected outcomes to the operations department in order for them to exceed customer expectations. The service sales engineer shall be required to be available to answer questions that may arise, attend customer meetings as necessary, and then must return to completed projects for owner training and quality checks, as well as plant referral seeds

Stay in contact with service sales manager with monthly one-on-ones and weekly activity updates. Provide monthly sales forecasts per company standards. This will include managing all activities through company provided CRM

Collaborate with HBT’s Construction Sales Engineers during their pre-bid activities to leverage end-user/owner relationships

This job entails some remote work; however, sales engineers are also generally expected to be in the office for collaboration with co-workers when not in the field with customers

Service Sales Engineers are expected to follow up on field technician generated referrals and leads

Participate in sales meetings

Represent HBT at industry events, trade organizations, networking events, and charitable benefits

Regularly interface with customers through entertaining, educating, building relationships, and providing any assistance necessary to maintain trusted advisor status

Provide feedback to sales management, operations, and engineering teams on market conditions

Work closely with other Hoffman Companies to collaborate and team-up for maximizing the Hoffman & Hoffman offerings to all Hoffman & Hoffman end users

Represent the company in a professional manner consistent with the company’s integrity and customer-care standards (core values)

Other duties as assigned by Service Sales Manager

Qualification

Building Automation SystemsHVAC SystemsSales Pipeline ManagementCustomer ServiceTechnical SalesCustomer Relationship ManagementCommunication SkillsProblem SolvingOrganizational SkillsTeam CollaborationTime ManagementCritical Thinking

Required

Bachelor's Degree (preferably in engineering, math, or the sciences), preferred but not required

2-5+ years' experience in technical sales (preferably HVAC and/or Building Automation—Construction or Service), business development, consulting within similar industries as HVAC/Building Automation and/or Energy Efficiency is preferred, however, we will also consider sales professionals with technical or financial experience or other related sales experience utilizing critical thinking and sales influencing skills within software or other service industries and a proven track record of success

Strong knowledge of HVAC Systems and/or building automation systems is preferred

Strong verbal and written communication skills (via phone, email and in-person)

Excellent organizational & time management skills with an ability to think proactively and prioritize work in a constant fast-paced, multi-tasking environment

High attention to detail and accuracy

Professional appearance is a requirement

Must be mechanically inclined and possess a strong understanding of the psychology of sales

Solid sales pipeline management skills

Excellent customer service skills

Strong problem solving and analytical thinking skills

Work independently (Must be self-motivated) and with a team; consistently meet deadlines

Demonstrate sound judgment, critical thinking capability, and good decision-making skills

Must be comfortable with dealing with all levels of clients up to and including the C-Suite

High Energy individual

Ability to work occasional evenings and weekends to meet deadlines

Ability to travel occasionally, with some overnight stays

Successfully build relationships—strong people skills

Provide prompt solutions, with highly responsive and superior customer service to inquiries and requests—This is important to my customer, so it is important to me

Ability to effectively use Excel, Word, Outlook, and basic computer skills or the ability to learn them quickly

Ability to effectively lead small teams

Must possess a valid driver's license

Preferred

Knowledge of and strong networking relationships within the South Carolina market, especially with building owners/end-users is not required but is strongly desired

Knowledge of Alerton, Distech, Delta, Tridium BAS systems is helpful, but not required

Knowledge of local, state, and federal regulations involving energy reduction and conservation measures. Also, knowledge of other industry regulations such as Healthcare, Life Sciences, etc. would be helpful