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HVAC Maintenance Service Sales

3 months ago

Carlsbad, United States Couts Heating & Cooling Full time
Job DescriptionJob DescriptionSalary: $70K to $100K / per year


Job Description:  HVAC Maintenance  Service Sales



CLASSIFICATION PURPOSE

This exempt position is primarily responsible for driving revenue and ensuring customer satisfaction through the sale of maintenance and service agreements. The HVAC Service Sales Rep is critical to the overall growth and profitability of the HVAC Service business The chosen candidate will be responsible for initiating, establishing, and building profitable service relationships between new customers and COUTS HEATING & COOLING, INC.. Focus on selling renewable maintenance agreements as the key building block for establishing these relationships. The salesperson will work within an assigned geographic territory. Working as part of a local branch office and teaming with sales and operations professionals within the branch. Uses sales tools to plan and document sales progress as well as increase business opportunity in current accounts. Expected to obtain and close business monthly.

 

ESSENTIAL FUNCTIONS

The examples of functions listed in this job description are representative, but not necessarily exhaustive, of any one position in this job classification.  Management may assign other functions not listed herein at its sole discretion.

 

  • Follows a disciplined and professional process to identify, target, and qualify prospective new customers; takes advantage of market conditions and networks effectively to uncover new leads and contacts.
  • Contacts prospective customers and schedules appointments. Builds a referral network to identify new customers.
  • Conducts sales calls designed to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation, and control system equipment.
  • Develops a sense of urgency to resolve needs and positions Couts Heating & Cooling, Inc. as the supplier of choice. Proposes solutions to prospective customers' needs through written proposals and presentations.
  • Develops a sense of urgency to resolve needs and positions Couts Heating & Cooling, Inc. as the supplier of choice. Proposes solutions to prospective customers' needs through creative and innovative application of local branch service capabilities with a focus on selling renewable maintenance agreements with an emphasis on digital service offerings, sustainability, and decarbonization. Understands the customer's business and speaks their language.
  • Reviews and finalizes proposals with prospects and secures their commitment to the Couts Heating & Cooling, Inc. solution.
  • Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements, and supports the collections process.
  • Keeps management informed of progress and account status using the Couts Heating & Cooling, Inc. Salesforce.com tool and other means. Knows when to call for assistance from management to keep the sales process moving.
  • Develops and implements territory marketing plans consistent with the Couts Heating & Cooling, Inc. Building Solutions business strategy. Attends and presents at trade shows. Participates in professional organizations.
  • Represents Couts Heating & Cooling, Inc. professionally by conducting business according to the highest standards of quality, pride, integrity, and performance.

 

COMPETENCIES

  • Results Oriented: Maintains focus on outcomes; is initiative-taking and goal oriented; concentrates on meeting objectives, delivering to the required time, cost, and quality; holds performance as more important than process; sets specific, measurable goals, and takes efficient action to accomplish success.
  • Decision Quality: Consistently makes effective, timely, and sound decisions; solicits information from multiple sources prior to making a judgment; addresses goals, resources, and intangibles; considers implications and contingency plans associated with all decisions.
  • Administrative Efficiency: Demonstrates highly efficient time management skills; adept at multi-tasking to accomplish goals; demonstrates clear diligence; remains organized; places orders for job and office materials; applies support systems to ensure safety and efficiency.
  • Record Keeping: Maintains all relevant files, forms, and records accurately to ensure compliance with local, state, and federal law; stores documentation; tracks paperwork,
  • Customer Service: Consistently exceeds customer expectations; keeps customers well-informed, listens to them attentively, and addresses their concerns; enacts a personal approach to customer service.
  • Interpersonal Skills: Treats others with respect, collaboration, and support in such a way that work relationships are improved and morale is increased; is approachable; has effective communication skills. Self-motivation and steadfastness.


EDUCATION/EXPERIENCE

Required:

  • 2-3 previous progressive sales roles

Preferred:

  • Aptitude for technical knowledge with high level of attention to detail
  • Enviable presentation skills complete with the ability to captivate in both individual and group communications.
  • Selling of “service” and intangibles
  • Exposure to sales methodologies, standards, and disciplines.
  • Bonus Qualifications
  • Knowledge of Building HVAC Systems
  • Knowledge and experience in SalesForce.com
  • Post-secondary education

ESSENTIAL PHYSICAL CHARACTERISTICS

The physical characteristics described here are representative of those that must be met by an employee to successfully perform the functions required by this job classification.  Reasonable accommodation may be made to enable an individual with qualified disabilities to perform the functions of this job classification, on a case-by-case basis.

 

Frequent:  sitting, repetitive use of hands to operate computers, printers, and office equipment, standing, bending and stooping, twisting of waist side-to-side, turning and flexion of the neck, lifting and carrying objects weighing up to 50 pounds; normal manual dexterity and hand-eye coordination; corrected hearing; specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus and vision to normal range.

 

SPECIAL NOTES, LICENSES AND CERTIFICATIONS

Pre-employment:  Incumbents must sign the Confidentiality, Non-disclosure, and Non-solicitation Agreement prior to their first day on the job.

 

License:  A valid class C driver’s license, which must be maintained throughout employment in this job classification, is required at the time of appointment.  Employees in this job classification may be required to use their own vehicle.   

 

Language:  English communication skills are required of this position.   

 

Certifications:  While not required, a Microsoft Certification is preferred or a strong expertise in computer applications such as Word, Excel, and Power Point.

 

Working Conditions:  Work is in an office environment with associated noise, space, and computer screen exposure.  Occasional travel to various locations, external sites, and meetings is expected as part of this position. 

 

Background Investigation:  Incumbents must have a reputation for honesty and trustworthiness.  Misdemeanor and/or felony convictions may be disqualifying depending on type, number, severity, and recency.  Prior to appointment, candidates may be subject to a background investigation and/or drug test.

 

Introductory Period:  Incumbents appointed to this job classification serve an introductory period of three months.

 

KEY PERFORMANCE INDICATORS

The Key Performance Indicators for this position will be specified at the time of appointment.