1 PROJECT SALES REPRESENTATIVE
Reports to: Sales Manager
Primary function: With company-approved pricing standards, redeem annual booking plan in assigned markets and territories. Develop assigned key accounts. Assist in training of new sales representatives.
1.1 Levels of Accountability
Actions require approval
Actions require approval; begin suggesting ideas
Propose solutions; before implementing get approval
Approved to take action; inform afterwards
Take action; no regular reporting required
Note: Indicated below, for an individual fully qualified for the position, are the levels of accountability. With or without reasonable accommodation, all competency areas must be performed.
1.2 Areas of Expected Performance
After completing initial sales training program, the ability to close total annual weighted sales at a minimum of ten (10) times (X) annual salary should be implemented.
Perform first call meetings/presentations and respond to questions or objections in a positive, proficient, and responsible manner.
Close sales by aggressively managing quotes.
Maximize productivity by effectively managing personal time, planning, and scheduling appointments.
Surveys and Pricing—IV
Evaluate and survey mechanical systems, establish and resolve repair, modification, and/or maintenance requirements.
Conduct on-site facility/project audits for development and estimating.
Development of final project estimates.
Interpret drawings, equipment, and job conditions. Properly apply company's pricing policy system.
Provide modification/repair/replacement recommendations with documentation so the customer and the operations department understand what is required.
Apply company pricing standards to estimate cost of proposed repair, modification, or replacement.
Understand the customer's cost to own, operate, and maintain facilities.
Be able to translate that understanding into proposals and sales. This will enhance customer's facility while reducing long-term owning and operating costs.
Throughout the assigned market, identify the prospect and promptly follow up on leads and referrals.
Establish trustworthy relationships with the customer and identify their needs.
To assure booking goals are consistently met, maintain an active backlog of quotes.
Assure resolution of problems and maintain long-term positive relationships by promptly addressing customer concerns.
Mechanical System Knowledge—IV
Have a knowledgeable understanding of mechanical systems.
Be able to identify problems and propose cost-effective solutions.
Sales Presentation Strategy—IV
Understand the decision-making process of the prospect's organization. Anticipate and answer objections. Commit the prospect to a decision making timetable.
Credit and Collections—III
Understand the credit policy and offer feedback to the company so there is minimum risk exposure.
Ensure prompt payment by understanding the collections policy and review with customer as required. This can also be used to resolve all collections issues.
Resolve problems, build and maintain compatible and positive working relations with field, office and management personnel as well as maximizing profit.
Build trustworthy relationships with customers, vendors, and other outside agents.
Maximize profits by effectively representing the company's interests and outside agents.
When appropriate, participate with operations in vendor selection, timely purchase and delivery to assure prompt customer service.
In a timely manner, prepare complete, clear and concise reports, proposals, booking packages and required company paperwork.
Manage written supportive information relative to delays, changes, special conditions and schedules, etc.
Generate final contract scope of work and documentation.
Generate project booking documentation.
This position would report to and work from the Way Service, Ltd. Austin location.
Role: HVAC and BAS Project Sales Representative
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