Sales Engineer - Service Modernization Solutions
Carrier International Sdn Bhd
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Job summary
Carrier International Sdn Bhd in Malaysia is seeking a Sales Engineer - Service Modernization Solutions to identify and develop modernization opportunities across Carrier and third-party HVAC installations. You will lead technical solution development, drive proposals, and manage commercial negotiations from lead to order closure with cross-functional teams.
The role requires a strong background in HVAC systems, 5+ years of B2B technical sales, site assessments, and the ability to translate
Qualifications
- Bachelor's degree in Mechanical Engineering or related field.
- Minimum 5 years in HVAC, building services, or related sales.
- Experience with chiller, AHU, FCU or central cooling plant preferred.
- Strong negotiation and presentation skills.
Responsibilities
- Identify modernization opportunities and develop sales in existing Carrier base.
- Conduct site surveys and assess HVAC systems for modernization.
- Prepare proposals, cost estimates, ROI calculations, and energy-saving assessments.
- Lead commercial negotiations and close orders.
- Handover projects to Operations with complete documentation.
Skills
Education
Tools
Job description
- Identify and develop HVAC modernization opportunities within existing 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.
Technical Solution Development
- 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.
Commercial Management
- 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.
Project Handover
- 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.
Customer & Market Development
- 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.
The Carrier Modernization Sales Engineer is responsible for driving profitable growth of Carrier's HVAC modernization business by identifying, developing and securing modernization opportunities across existing Carrier and third-party HVAC installations.
The role combines technical HVAC knowledge, consultative selling and commercial acumen to develop solutions that address customers' equipment aging, reliability, energy efficiency, sustainability and operational requirements.
The Sales Engineer will own the opportunity from lead generation through order award, including customer engagement, site assessment, solution development, proposal, negotiation and commercial closure.
Upon order award, the Sales Engineer will conduct a formal sales-to-operations handover to ensure a clear transfer of contractual, technical and commercial responsibilities to the Project/Operations team.
The key objective is to grow Carrier Modernization revenue and gross profit while establishing Carrier as the preferred partner for HVAC lifecycle modernization and energy-efficiency solutions.
- Bachelor's Degree/Diploma in Mechanical Engineering, HVAC/Refrigeration, Electrical Engineering, Building Services Engineering or related discipline.
- Professional engineering certification or relevant HVAC qualification would be an advantage.
- Minimum 5 years of relevant experience in HVAC, building services, mechanical engineering, technical sales, service or modernization.
- Experience in chiller, AHU, FCU, HVAC controls/BMS or central cooling plant is preferred.
- Proven experience in B2B technical sales, solution selling, tendering or project-based sales.
- Experience dealing with building owners, developers, consultants, facility management companies and contractors is preferred.
- Good understanding of HVAC systems and central chilled-water plants.
- Ability to interpret HVAC drawings, equipment schedules, specifications and technical documents.
- Ability to conduct basic HVAC site assessments and identify modernization opportunities.
- Understanding of energy efficiency, lifecycle cost, equipment replacement and retrofit solutions.
- Ability to develop basic ROI/payback and energy-saving calculations.
- Familiarity with AutoCAD, Microsoft Office and CRM/SAP systems is an advantage.
- Strong quotation, tender and proposal preparation skills.
- Good understanding of project costing, pricing, margin and commercial terms.
- Strong negotiation and presentation skills.
- Ability to manage sales pipeline and achieve revenue and gross-profit targets.
- Strong customer relationship and stakeholder management skills.
- Strong business development and entrepreneurial mindset.
- Customer-focused and consultative approach.
- Able to translate technical problems into commercially viable solutions.
- Strong communication, presentation and negotiation skills.
- Able to work independently while collaborating with Engineering, Service and Operations teams.
- Results-oriented with strong ownership and accountability.
- Willing to travel to customer and project sites.
Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
Join the team of experts developing tomorrow's cutting-edge heating and cooling innovations Carrier improves the world around us; Carrier improves people’s lives; our products and services improve building performance; our culture of improvement will not allow us to rest when it comes to the environment. For further information on Carrier, please visit www.carrier.com
To be our customers’ first choice for air-conditioning, heating, refrigeration, controls, fire and security solutions globally.
We make the world a better place to live. We create comfortable, efficient, healthy, safe and secure environments, and ensure the global food supply is transported and preserved for safe consumption.
Quality is the common denominator of all we do.
We strive for continuous growth to reinforce our leadership position.
We achieve world-class financial performance.
We continuously improve the productivity of our assets and resources.
We maintain the highest ethical standards.
We are environmentally responsible and drive to sustainability.
We care for our employees’ health and safety.
We actively support the communities in which we do business.
We are a company of ideas, committed to research and development.
Our heritage inspires us to reach the next innovative, powerful and marketable idea.
We listen to our customers and treat them with respect.
We are committed to excellence in customer satisfaction.
We listen to our employees and treat each other with respect.
We are committed to employee and management development.
We value diversity in individuals and cultures.
UTC Climate, Controls & Security is a family of remarkable companies defined by its leading global brands and renowned for its unyielding commitments to innovation and environmental sustainability.
More than that, the UTC Climate, Controls & Security family may be unique in its legacy of founding entrepreneurs, men who not only built significant and lasting businesses, but who defined and even invented their industries. These extraordinary entrepreneurs are today a very real part of UTC Climate, Controls & Security’s success in the vision and values they shared, and their names an essential part of the unit’s competitive advantage.
Willis Carrier changed the world in 1902 when he designed the first modern air-conditioning system, provided the underlying framework for the design of air-conditioning systems with his 1911 Rational Psychrometric Formulae, and brought comfort air to the public with his centrifugal chiller. Dr. Carrier is the acknowledged Father of Air Conditioning, and his legacy of environmental stewardship today remains an important part of Carrier’s ongoing innovation and leadership.
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