What are the responsibilities and job description for the Middle Market Sales Manager position at Daikin Comfort North America?
The Middle Market Sales Manager sells HVAC products, services and systems as part of the Middle Market Team requiring technical knowledge of engineering, application and cost effectiveness, for new or existing customers. The Commercial Account Manager will work in conjunction with the outside salespeople of Thermal Supply.
Position Responsibilities may include:
• Contacts and interacts directly with potential, new, and existing customers or clients to present information and explain available products and services offered, utilizing persuasive sales techniques for commercial opportunities.
• Assists in design of commercial systems focusing mainly on Daikin VRV, Light Commercial and RAQA opportunities and the products that go with them to complete a package or system.
• Able to calculates and quotes prices.
• Able to answer all questions concerning Daikin products, services, and systems.
• Works with customers and manufacturers to determine how products or services could be designed or modified to best suit customer’ needs.
• Capable of designing and laying out Daikin VRV systems and controls.
• Able to close transactions and secures sales.
• Works closely with Sales reps to help develop design build opportunities. Their job is to do the “heavy lifting” needed to turn clients from using competitive products to using Daikin/Thermal supported products.
• May work with appropriate internal departments to obtain support and assistance in meeting customers' needs from both Thermal Supply and Air Reps.
• Provides technical training for clients and employees.
• Proposes changes in equipment or use of materials resulting in cost reduction or operation improvement, i.e. value engineering.
• Demonstrates to potential customers how and why products and services would suit customer needs better than competitors products.
• Work with clients and customers to provide products and services that can be provided thru Air Reps that Thermal normally cannot provide.
• Implement the usage of light commercial controls to promote cloud based analytics and access.
• Creates prospect list and gets new accounts.
• Contacts and interacts directly with potential, new, and existing customers or clients.
• Establishes equipment selection, pricing and calculates quotes.
• Analyzes and determines customer’s product needs, recommends service(s) best suited for them, and prepares and presents proposals to sell services that address those needs.
• Prepares scope of work forms or agreements, closes transactions, and secures sales.
• Establishes professional customer relationships with appropriate customer personnel.
• Keeps informed of new service technologies and changes that might affect services offered.
• Keeps informed of company contract procedures and pricing models.
• May work with appropriate internal departments to obtain support and assistance in meeting customers' needs.
• Perform additional projects/duties to support ongoing business needs.
Nature & Scope:
• Applies practical knowledge of job area typically obtained through advanced education and work experience
• Encouraged to seek continuous improvements
• Performs a range of mainly straightforward assignments
• Works independently with general supervision
• Problems faced are difficult but not typically complex
Knowledge & Skills:
- Working knowledge of Microsoft Word, Excel, and Outlook is required.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Superior problem solving skills
• Proven ability to manage detail on multiple projects simultaneously
• Demonstrated ability to work effectively, both independently and as part of a team, and strong interpersonal skills.
Experience:
3 years of sales experience with Light Commercial, controls and associated equipment.
Education/Certification:
• High School Diploma
• AA or BS not required but preferred
People Management: No
Physical Requirements / Work Environment: Must be able to perform essential responsibilities with or without reasonable accommodations. Travel may be required.
Reports To: Director, Manager Sales
The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes pertaining to individuals with disabilities.
