What are the responsibilities and job description for the Commercial HVAC Sales Representative position at Estes Heating and Air Conditioning Inc?
Description
Primary Job Function: A Comfort Consultant’s primary duty is to sell the company’s products and services in a regional territory. Manage all assigned accounts taking care of the all your customer's needs. Sell preventive maintenance, repairs, equipment & controls. Interface between Estes Services and the customer as needed.
Essential Duties (other duties may be assigned as needed):
- Drive new sales for the company in a professional manner consistent with the company’s integrity and customer-care standards.
- Determine needs and then provide solutions that solve the customer’s issues and generate a high rate of referral-based sales.
- Present a proposal at the customers’ business, always present the proposal in person, never mail or fax this to the customer.
- Perform sales presentations, as outlined in company selling process, using approved company presentation materials and methods.
- Offer financing as needed on proposals.
- Educate potential customers on value: Inform customers of all special promotions, the benefits of high efficiency equipment and optional equipment and products.
- Additional duties that are incidental to and in conjunction with a Comfort Consultant’s own sales or solicitations including transferring all required information / communications after the call based on company process standards. This includes all pictures of the job and all necessary notes, drawings etc., to adequately communicate the job to the operations department in order for them to make the perfect installation; completing required sales reporting; being available to answer questions that may arise; and returning to completed jobs for quality checks, plant referral seeds and hang door hangers, pick up yard sign.
- Refine communication skills and improve customer satisfaction processes.
- Keep appointments with customers as scheduled.
- Spend most, if not all, of a Comfort Consultant’s time is spent on sales or sales-related activities in the field.
- Participate in training as requested.
- Comfort Consultant’s start the sales process before they reach the customer’s home and generally leave their house for 10 hours a day, 5-6 times a week, to engage in selling or sales-related activities.
- Follow company procedures for generating referrals.
- Participate in all sales meetings.
- Represent the company in a professional manner consistent with the company’s integrity and customer-care standards.
- Must demonstrate learning-retention and field-level application of knowledge and skills attained from all trainings provided
- Design the job correctly the first time with the correct equipment, materials, and labor.
- Turn in pictures of each job to Drive Folder before 7:30am on day of install.
- Type a full and complete work description of each job in job builder.
- Document.. Have the customer sign where they declined any work or solutions recommended.
- Follow up with customers and prior proposals.
- Visit at least one of your job sites a week.
- Attend one installer meeting per month. Installer meetings are every Thursday morning at 7:30am.
- Attend one service tech meeting per month. Service tech meetings are every Tuesday morning at 7:30am.
- Reach a goal of 55% annual Gross Profit Margin on your jobs for the year.
- If you do have a mistake on a job, take ownership of your mistake and work with the Install Manager or Sales Manager to rectify the mistake.
- Always maintain a positive attitude.
Requirements
Required Qualifications
- 2 years consultative sales experience
- Comfortable working directly with consumers in their home
- Ability to use Company-furnished technology products
- Have an acceptable MVR report and capable of being insured by Estes Services’ auto insurance provider.
- Pass a background record check and have valid driver’s license
Desired Qualifications
- 5 years’ experience outside sales
- Goal orientated with a strong desire to succeed
- Excellent customer service skills
Strong interpersonal & communication skills
- Good writing skills
- Professional appearance
- Solid organizational and sales pipeline management skills
- Strong understanding of the psychology of sales
Physical Demands:
- Must be able to work in extreme weather and climate conditions (hot attics, year-round outdoor conditions, etc.);
- Must be able to stand, crawl, bend, stoop, kneel or climb repeatedly (up to 25 times an hour), or for long periods of time (four up to two hours);
- Must be able to lift or carry up to 75 pounds unassisted, and lift above shoulder level;
- Must be able to work in tight, poorly lit and cramped conditions;
- Must be able to climb ladders and occasionally work at height;
- Must be able to execute all of the above functions and meet all of the above demands safely, posing no threat to themselves or those around them while doing so, and must willingly comply with applicable safety regulations in the completion of all work.
Disclaimer
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this job. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
