Sales Engineer-in-Training
1 month ago
Sales Engineer-in-Training – Controls
SUMMARY
As the Havtech Solutions Sales business continues to thrive, Havtech is seeking upcoming or recent graduates looking to join our premier sales team.
Our Controls Sales Engineer-in-Training program is a 12 to 18-month technical sales development program for recent college graduates that focuses on developing technical and sales acumen. In this program, you will have a chance to apply and expand technical engineering and sales skills through practical experience as well as sales program training while working with internal stakeholders to drive sales growth of Havtech’s Solutions business.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:
Learn the basics in account management by supporting Senior Sales Engineers in the selling process, including:
- How to identify and develop relationships with multiple buying influencers within the customer’s organization.
- How to effectively collaborate with other businesses within Havtech such as Havtech Service, New Equipment, and Spectrum Energy.
- How to maintain business relationships that support Havtech’s success with corresponding support such as Sales Engineers, subcontractors, design consultants, mechanical contractors, commissioning agents, and material vendors.
- How to prepare and present proposals and negotiate prices, terms, and conditions with customers.
- How to review and compare contract terms and conditions with Havtech contract standards.
- How to develop and execute an account-specific business plan to identify the long-term, mutual support requirements required to facilitate a strong, profitable, and successful partnership.
Learn about the controls sales process by creating estimates and proposals for HVAC Automation Systems for new construction and renovation construction projects:
- Understanding of how to select and price HVAC controls equipment by reviewing plans and specifications for construction projects including Mechanical, Electrical, Structural, and Architectural requirements.
- How to prepare proposals and pricing to meet contract requirements while ensuring strong competitive positioning.
- How to develop a sales strategy and manage bid communications.
Learn Havtech’s manufacturer product lines and products, such as:
- Alerton, Honeywell, and many additional manufacturers Havtech represents to offer innovative customers solutions.
- Learn and understand HVAC and automation solutions that can help the client achieve their environmental, operational, financial, and people goals.
Learn the construction project management and order fulfillment processes by supporting the Applications Engineering Department, including:
- How to utilize plans, specifications, and knowledge of the controls/construction industry to analyze project needs and compile detailed cost estimates.
- How to generate preliminary and/or final submittals as required for timely production release and delivery/installation of equipment.
- Create detailed cost estimates including controller sizing charts, electrical estimates, scope definition, exceptions/exclusions, preliminary proposals, points list, and system riser/sketchers and cartoons.
Learn industry processes following a sale, including:
- How to gather and validate preliminary information and perform facility walk-throughs, construction plan reviews, and other requirements.
- How to determine project needs, constraints, and responsibilities to meet all the customer’s HVAC system design and installation requirements.
- How to develop a project fulfillment schedule.
- Coordinate or engage in the project execution process as required.
- Resolving deviations in scope with the client to preserve client experience and satisfaction.
- Demonstrate capabilities to be successful in the areas above, including sales process skills, estimating, and pricing accuracy, and industrial processes.
QUALIFICATIONS include the following:
- Bachelor of Science in a technical field or business-related field, Mechanical/Electrical Engineering, Construction, Engineering Technology, or other related areas is a plus.
- Aspires to become a successful Sales Engineer.
- Strong interest in the HVAC Industry and a related career path.
- Excellent communication, interpersonal and relationship-building skills.
- Comfort building relationships under difficult circumstances.
- Ability to function independently and deliver results.
- Determined, persistent, and confident.
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