Career & Employment Answers
for the Building Industry

Statement of Job:

To fulfill sales quota consistently from strong prospective lead pipeline/backlog from cold calls to some warm leads. Hunter disposition required.

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We are the state’s largest full service mechanical contractor concentrating on Service Maintenance for commercial, industrial and institutional heating, air conditioning and ventilation.



MUST HAVE: 5+ years Sales Experience; "PROFESSIONAL and Seasoned" Sales Rep. needed.

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Reports & Documentation:

In a timely fashion, prepare complete, clear and concise reports, proposals, booking packages and required company paperwork; maintain written supportive information relative to delays, changes, special conditions and schedules, etc.

*Provide support for any special projects as assigned by your manager. These special projects, at the determination of your manager, may or may not become part of this position’s primary responsibilities

Prospective Customer Development:

• Discover the prospect’s decision-making process.
• Ability to read and uncover customer gestures and indicators to position a sale to/for “THEM.”
• Anticipate then answer objections.
• Commit the prospect to a decision making timetable eloquently without perceived “sales” pressure.
• Able to qualify prospects, make effective sales presentations, answer questions and objections in a
proficient and responsible manner. Aggressively manage pricing and proposals to close sales.
• Build rapport and productive working relationships with customers, technicians and other outside agents.
• Able to identify prospective customers in assigned market.
• Promptly follow up on leads and referrals.
• Establish customer rapport and identify needs.
• Maintain an active backlog of quotes to assure booking goal is consistently met.
• Be able to recognize project opportunities and pass leads to appropriate personnel.
• Building new customer relationships and proficient at maintaining them
• Making sales presentations using various methods
• Negotiating pricing expert
• Authority in positioning our maintenance contracts as customer solution
• Significant Sales training and/or 10+ years experience in the HVAC industry
• Strong computer skills
• Ability to work independently
• Ability to communicate technical information to the non-technical
• Promptly address customer concerns to assure resolution and maintain long-term positive relationships.
• Strong Organizational skills – Time management - Communication skills

Maintenance Agreement Escalation & Salvage:

Know the customer and understand market forces to effectively sell price escalations. Promptly respond to notices of cancellation with a well-researched salvage plan.

Time Management:

Able to plan and efficiently schedule appointments and manage time to assure sales targets are attained.

Credit and Collections:

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.