Position Summary :
HVAC Design-Build Sales Engineer will play a critical role in driving business growth by developing and delivering customized solutions for clients in the commercial HVAC, building automation, and energy solutions sectors. This position combines advanced technical expertise with strategic sales capabilities to address client needs, foster relationships, and grow business opportunities.
You will engage with clients to thoroughly understand their requirements and develop tailored scopes of work, ensuring the creation of high-quality, cost-effective proposals. Leading collaboration with internal teams-including engineering, estimating, and building automation-you will ensure the design and delivery of solutions that are both technically sound and aligned with client specifications.
In addition to managing relationships, this role requires proactive identification of growth opportunities, staying informed about the latest industry trends, and maintaining effective communication with clients throughout project timelines. By providing timely, innovative solutions, you will ensure client expectations are met and exceeded, positioning the company as a trusted partner in the HVAC and energy solutions market.
Job Functions :
Customer Engagement and Sales Development
- Build and maintain strong relationships with existing clients and prospects, ensuring satisfaction and identifying opportunities for growth.
- Identify, qualify, and prioritize sales leads, aligning opportunities with company capabilities and timelines.
- Present tailored HVAC, building automation, and energy management solutions, demonstrating value-driven proposals that address client needs.
- Manage the sales process from initial contact to contract, ensuring seamless communication and addressing client concerns.
- Take the lead collaborating with internal teams to ensure competitive, feasible proposals that meet client expectations and operational capabilities.
- Monitor market trends and customer feedback to refine sales strategies and identify new business opportunities.
- Build and maintain strong relationships with existing clients and prospects, ensuring satisfaction and identifying opportunities for growth.
- Identify, qualify, and prioritize sales leads, aligning opportunities with company capabilities and timelines.
- Present tailored HVAC, building automation, and energy management solutions, demonstrating value-driven proposals that address client needs.
- Manage the sales process from initial contact to contract, ensuring seamless communication and addressing client concerns.
- Collaborate with internal teams to ensure competitive, feasible proposals that meet client expectations and operational capabilities.
- Monitor market trends and customer feedback to refine sales strategies and identify new business opportunities.
Project Design and Estimation
Take the lead collaborating with engineering, estimating, and building automation teams to develop accurate, detailed scopes of work that align with client specifications and budgets.Create competitive, comprehensive proposals that include technical and design considerations for HVAC, building automation, and energy solutions.Ensure designs are optimized for cost-effectiveness, efficiency, and sustainability, adhering to industry standards with company best practices.Work with estimating teams to develop precise cost estimates and adjust for scope or material changes.Regularly update project estimates and maintain clear communication with clients and internal teams to ensure alignment with the customers scope, budget, and timelines.Project Coordination and Communication
Oversee smooth project handovers, ensuring all details are communicated to internal teams for efficient execution.Foster cross-departmental collaboration and maintain communication with clients and teams to address challenges and ensure timely delivery.Monitor project progress, adjust plans as necessary, and provide clients with regular updates on status, risks, and timelines.Allocate resources efficiently to meet project deadlines, ensuring quality and safety standards are upheld.Facilitate regular project review meetings to keep all stakeholders informed and adjust plans as needed.Proactively communicate with customers to provide updates and insights on the direction of the design prior to submitting the final quote.Data Management and Market Strategy
Leverage CRM and data analytics tools to track sales activities, customer interactions, and project progress for accurate forecasting.Continuously update CRM for real-time visibility into lead status and sales progress, ensuring informed decision-making.Use market insights to refine sales strategies, prioritize high-value opportunities, and identify emerging business prospects.Conduct competitive analysis and adapt strategies to maintain business growth and market leadership.Collaborate with marketing to provide insights and improve strategies based on customer needs and market conditions.Qualifications :
10 years of industry experience, with at least 5 years in HVAC solution development or technical sales.Proven success in technical sales, customer relationship management, and project coordination.Skills and Competencies :
Proficient in CRM systems, Microsoft Word, Excel, PowerPoint, and building automation platforms.Strong understanding of HVAC engineering practices, mechanical aptitude and problem-solving ability.Excellent communication skills, both verbal and written.Exceptional organizational skills and the ability to manage multiple projects.Adaptable and self-motivated with the ability to thrive in dynamic environments.Personal Attributes :
Integrity, honesty, and results-driven mindset.High energy, passion for customer solutions, and collaborative team spirit.Performance Metrics (KPIs) :
Sales Performance and Quotas
Yearly Sales Quota Achievement : Ensure individual and team sales quotas are consistently met or exceeded on a monthly basis to remain on track for achieving the annual sales quota. (To be established at the beginning of each fiscal year.)Revenue Growth : Achieve a monthly revenue increase of at least 10% to meet annual growth targets.Customer Engagement
Lead Follow-Up Time : Respond to 100% of new leads within 24 hours.Customer Meeting Scheduling : Arrange an initial meeting with the customer and a Sales Engineer within five business days of first contact.Proposal Delivery Timeliness : Deliver 95% of proposals within the customer's requested timeframe.Budget Discussion Success Rate : Clarify the customer's budget during initial meetings whenever feasible.Customer Follow-Up : Follow up with 100% of customers within 48 hours after delivering proposals.Efficient and Accurate Data Collection
Data Completeness Rate : Maintain a high accuracy rate in data collected during site surveys and customer interactions.Data Handoff Timeliness : Provide all required project data to estimating and engineering teams promptly to meet proposal deadlines.Prioritizing Opportunities
High-Priority Lead Focus : Allocate resources to leads with a high probability of conversion or profitability.Proposal Success Rate : Aim to maintain a targeted win rate for submitted proposals, approximately 30%, adjusted for current company and market trends.Milestone Tracking : Define and achieve 100% of project milestones for prioritized leads.Proposal Scope and Clarity
Proposal Accuracy Rate : Ensure all proposals include clear and comprehensive scopes of work, accurately detailing inclusions and exclusions.Upselling Opportunities
Upsell Conversion Rate : Incorporate upsell options into project proposals where appropriate and achieve the highest possible close rate for these opportunities.Follow-On Sales Rate : Secure follow-on sales for completed projects by offering complementary services or upgrades whenever appropriate.New Business Development
New Customer Acquisition : Generate new customer contacts monthly through networking, targeted presentations, or marketing initiatives.Marketing Initiative Success : Deliver at least one presentation per quarter targeting specific industries, geographic areas, or offerings (e.g., energy solutions).Customer Feedback
Feedback Response Rate : Collect feedback surveys from 90% of customers after proposals are delivered.Customer Satisfaction Score : Achieve an average customer satisfaction rating of 4.5 / 5 or higher on feedback surveys.Actionable Insights : Identify and implement at least two process improvements per quarter based on customer feedback.Why should you join the Controlled Air, Inc. team?
We are excited to announce that Yanmar Group has officially acquired Controlled Air Inc., ushering in a new era of innovation and expansion in the HVAC and energy solutions sector. Join our team and be a part of our collaborative and innovative environment, where we're dedicated to designing and building intelligent systems that prioritize high performance, energy efficiency, and customer satisfaction. Controlled Air, Inc. provides opportunities for professional growth and attractive benefits. Join our growing team today! Controlled Air Inc. is an Equal Opportunity Employer Apply on our website : Work with Controlled Air Inc. - Controlled Air Inc.
This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. This job description also does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of job change.
AA / EOE
