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Company Overview
We are an engineering firm whose services and value revolve around our industry-leading controls expertise and our unique hands-on project delivery approach. We offer a full life-cycle range of services from project development, HVAC/BAS control system design, Control System Optimization, project integration, commissioning, and field engineering services.
As a growing team, we are looking for proactive staff with an entrepreneurial spirit. We seek to hire individuals who are looking to invest in themselves and grow with a team of dedicated professionals in an environment centered around continuous improvement.
Position Overview
Enica is searching for a candidate to fill the role of Sales Engineer for automation, energy, and operations engineering projects. This fully dedicated sales position requires someone who is a problem solver and goal facilitator for our customers. You will be identifying the highest value path forward for customers to resolve their complex automation, energy, and operational challenges in their critical facilities. You will be delivering unique services in the building industry - requiring you to continuously educate our clients. You will teach customers about their own infrastructure, energy profile, and operational circumstance as well as what our services can deliver for them.
Responsibilities
Management is the prerequisite responsibility in sales and should be considered the most important. The more successful you are as a manager, the more successful you will be in sales. At Enica, you will be expected to manage yourself, your client relationships, customer projects, opportunities, your new customer pipeline, the work others do to support you, marketing activities, and the like.
Management is considered the continuous and relentless act of predicting, triaging, planning, executing (by yourself and others), tracking progress vs. plan, adjusting the plan, and repeating all the above.
Management applies heavily to everything we do in sales because…
- Deal flow: Deal flow is proportional to good results in sales. Being swift in your actions and maintaining a high throughput aligned with the 4 expected outcomes will guarantee results.
- Time kills all deals: There is often not enough time to execute everything without breaking the rule “time kills all deals”, so prioritizing deals for maximum result – and not immediate result – can be challenging. You will be expected to be a proficient manager of yourself, your customers, your sales, your accounts, other Enica staff supporting sales, and the alignment of expectations between your customers and Enica's engineers.
Opening doors will be your primary activity. Without it, you will not have customers to sell to. When you join our team, you'll be opening doors to new customers on new accounts - an activity that should never cease regardless of how long you have been with the company. Opening doors to new accounts will take many forms - everything from phone calls to regular participation in industry events - and your success will be proportional to your level of creativity, drive, and positive attitude.
Once you have accounts to manage, you'll be opening doors to new contacts on those accounts to achieve your expansion goals. To achieve this, you will be opening doors to new customer projects - the lifeblood of our sales – new opportunities, and new service lines based on the pains and goals of our customers.
Accurate qualification is the only way to determine probability and prevent yourself from wasting time. You will be responsible for the qualification of deals, accounts, and contacts. When it comes to deals, there is a playbook to qualifying that will be made available to you. Enica's qualification playbook, or any qualification playbook for that matter is essential to avoiding wasted time and controlling outcomes of your funnel.
In some cases, you may not be the specific individual doing all the qualifications on an account, contact, or deal, but you will be the one responsible for getting these things qualified via successful management of them.
Compensation
- Compensation structure is base salary + commission + account-goal-based bonuses. The mix will be based on the risk appetite of the candidate and level of deal-flow achieved.
Other Benefits & Perks
- Traditional and ROTH 401k retirement plan with annual company match of 3% whether you contribute or not
- 15 paid days off per year, after 5 years of employment, paid days off increase to 20 days, after 10 years of employment, paid days off increase to 25 days.
- ~13 annual paid holidays - 8 regular annual holidays plus any workdays during the holiday week (December 26 – December 31)
- Medical, Dental and Vison healthcare plans with a medical plan option 100% subsidized by the company
- Mobile device reimbursement plan
- Pre-tax commuter benefits
- Choice of Lenovo X1 carbon, X1 Yoga or Microsoft Surface PC
- A packed company event calendar - annual camping trips, volunteering, nights out, etc.
