HVAC Modernization Sales Engineer – Retrofit Solutions

carrier

Malaysia

On-site

MYR 180,000 - 260,000

Full time

3 days ago

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Job summary

Carrier Malaysia is seeking a Modernization Sales Engineer to drive profitable growth by identifying and securing HVAC modernization opportunities across Carrier installations and third-party equipment.

The role blends technical HVAC knowledge with consultative selling and commercial acumen to deliver energy-efficiency and lifecycle solutions. You will manage lead generation, site assessments, proposals, negotiations and handover to operations.

Qualifications

Bachelor's/Diploma in a relevant engineering field.
5+ years in HVAC, building services, technical sales or modernization.
Experience with chiller/AHU/FCU and BMS is preferred.

Responsibilities

Identify and develop HVAC modernization opportunities within Carrier installed base and targeted third-party equipment.
Develop relationships with building owners, developers, consultants, facility managers, property managers and key decision makers.
Conduct site surveys and assess existing HVAC systems to identify modernization, replacement, retrofit and energy-efficiency opportunities.
Develop and maintain a pipeline of modernization opportunities in line with annual sales and gross profit targets.
Prepare account strategies and opportunity plans for key customers and strategic buildings.
Drive customer engagement from initial opportunity identification through proposal, negotiation and order closing.
Work closely with Service, Sales, Application Engineering and other Carrier business units to maximize cross-selling opportunities.
Evaluate existing chillers, AHUs, FCUs, pumps, cooling towers, controls/BMS and associated HVAC systems.
Develop technically and commercially viable modernization solutions, including: Chiller replacement Chiller plant optimization AHU/FCU replacement HVAC controls and BMS upgrades Variable-speed drive and pump optimization Energy-efficiency improvements Refrigerant transition/HCFC phase-out related modernization Equipment retrofit and replacement Third-party equipment modernization
Work with Application Engineering/factory resources to develop equipment selection, system design and technical proposals.
Prepare technical proposals, cost estimates, ROI/payback calculations and energy-saving assessments.
Present technical solutions and value propositions to customers and consultants.
Prepare quotations, commercial proposals and tender submissions.
Establish project pricing and ensure appropriate gross margin in accordance with Carrier guidelines.
Lead commercial negotiations with customers and support contract finalization.
Monitor sales pipeline, forecast, order intake and gross profit performance.
Ensure all commercial assumptions, exclusions, scope and risks are clearly documented before order acceptance.
Conduct a formal handover of every secured modernization project to the Operations/Project team.
Ensure all contractual, technical and commercial information is complete before project execution starts.
Prepare and submit a Sales-to-Operations Handover Checklist, including: Signed contract/PO Scope of work Approved quotation Technical specifications Drawings and equipment selections Project schedule Payment terms Performance bond Insurance requirements Warranty requirements Approved subcontractors Customer/consultant requirements Site constraints Commercial assumptions and exclusions Any outstanding technical or commercial risks
Remain responsible for customer relationship and commercial support during execution but not for day-to-day project execution, which sits with Operations/Project Management.
Build a database of aging HVAC assets and potential modernization opportunities.
Develop relationships with consultants to influence specifications and create early-stage opportunities.
Monitor competitor activity, market trends, technology development and regulatory requirements.
Promote Carrier modernization technologies, energy-efficiency solutions, controls, digital services and sustainability initiatives.
Support seminars, technical presentations, customer workshops and industry events.