Commercial Sales Consultant l

Engineering Excellence Incorporated; Massachusetts; On-site; USD 60,000 - 90,000; Full time

Job summary

Engineering Excellence Incorporated is seeking a motivated HVAC sales professional to drive commercial replacement, retrofit, and service-contract opportunities in the Massachusetts area. You will prospect via cold calls, referrals, and networking, consult on HVAC/IAQ needs, and close sales that fit the customer’s budget while leveraging our marketing data to maximize effectiveness.

The role demands strong communication, relationship-building, and the ability to work with cross-functional teams

Qualifications

• Bachelor’s degree required.
• Proven B2B sales experience in HVAC or related field.
• Strong communication and relationship-building skills.
• Ability to work independently and manage multiple priorities.
• Knowledge of basic business accounting and cost of sales.

Responsibilities

• Prospect and close commercial replacement, retrofit, and service-contract sales.
• Consult with commercial customers on HVAC and indoor-air quality needs.
• Prepare proposals and explain technical information in plain language.
• Maintain records in company systems and manage customer relationships.
• Meet or exceed revenue growth, close rate, and lead generation KPIs.

Skills

Cold-calling

Lead generation

Relationship management

Microsoft Office

Customer communication

Time management

Education

Bachelor’s degree

Tools

CRM software

Job description

Welcome!

Key Responsibilities:

• Generates commercial replacement, retrofit, and service-contract sales through various customer prospecting techniques such as cold calling, customer referrals, personal networking, and customer contact.

• Demonstrates professionalism, diplomacy, and tact to uphold company’s community reputation. Represents the company professionally, honestly, and ethically in all business matters and concerns

• Consults with commercial customer on HVAC and indoor-air quality needs, delivers sales presentation utilizing company-established sales process, and closes sale to provide the customer with the best solution for the customer’s budget. Suggest additional and/or alternative products or service to meet customer needs.

• Utilizes relevant systems and information, prepares the proposal for the commercial customer. Explains technical information to the customer in an easy-to-understand language.

• Utilizes Engineering Excellence marketing data & tools to maximize sales effectiveness.

• Prepares and/or completes all required documentation and obtains customer’s signature.

• Actively manages and maintains relationships with strategic commercial customers and supports the ongoing relationships with these customers.

• Works with internal staff to ensure that work is scheduled and completed according to company standards and the customer’s satisfaction.

• Updates company systems following defined processes and procedures in order to process paperwork and information for new accounts and maintain records of results from all sales visits.

• Meets or exceeds set Key Performance Indicators including:

• Revenue Growth

• Close Rate

• Lead Generation

• Service Agreement sales

• Effectively communicates with customer to resolve concerns, issues, or complaints in order to assure total customer satisfaction.

• Comply with all Engineering Excellence safety policies, procedures, and practices.

• Performs similar/other duties as assigned.

Health & Safety Roles & Responsibilities:

• Reports any unsafe acts, conditions and hazards to direct supervisor/manager immediately.

• Reports any contravention of legislation or company policy, procedure or program to direct supervisor/manager immediately.

• Corrects substandard acts or conditions within area of control.

• Uses and maintains appropriate personal protective equipment (PPE) as prescribed by company program(s) or procedure(s)

• Never removes or renders ineffective any safety guards, devices, or clothing prescribed to be in place or worn.

• Complies with the general rules as prescribed by company program(s) procedure(s)

• Operates devices or equipment as prescribed by company program(s) or procedure(s)

• Participates in any safety initiatives, teams, or committees.

• Reports all injuries or incidents as prescribed by company program(s) or procedure(s) immediately.

• Provides input on developing safety initiatives and plans to eliminate exposures that could cause accidents.

• Does not perform act that may endanger the safety or well being of others

• Does not engage in any pranks, contests, or rough boisterous behavior.

• Works in compliance with applicable legislative requirement

Desired Skills & Qualifications

• Bachelor’s degree; 0-2+ years experience.

• Proven sales experience with emphasis on business-to business selling, "cold-calling" and generating sales from personal networking and lead generation.

• Knowledge of commercial service sales concepts, practices, and procedures.

• Excellent communication skills and strong relationship-management and coaching skills.

• Ability to build long-term relationships with customers.

• Ability to work cooperatively with technical, administrative, and support staff.

• Solid skills working with Microsoft Office, contact management software, and databases

• Good organizational skills and ability to manage multiple priorities simultaneously

• Knowledge of the commercial HVAC industry preferred

• Self-starter with a desire to learn and to grow the business.

• Demonstrated commitment to the delivery of customer-focused service.

• Must be able to work independently and exercise judgment and discretion within authorized limits.

• Excellent written, verbal communication and organizational skills.

• Basic knowledge of the fundamentals of the operational functionality of commercial heating, air conditioning, and ventilation equipment as well as related accessories.

• Knowledge of basic mathematics (addition, subtraction, multiplication, and division)

• Understanding of basic business accounting to understand job costing, profit margin, and cost of sales.

• Ability to stand, to walk, and to climb stairs and ladders to access HVAC equipment which is often on a rooftop of the commercial building. Ability to read product data and to take measurements.

• Valid driver's license with acceptable driving record.

Minimum Experience: 0 - 2 years Minimum Education: Bachelor’s Degree Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.

The job description is not intended to be a complete list of all responsibilities, duties or skills required for the job and is subject to review and change at any time, with or without notice, in accordance with the needs of Engineering Excellence.

Engineering Excellence is committed to making our workplace accessible to individuals with disabilities and will provide reasonable accommodations, upon request, for individuals to participate in the application and hiring process. To request an accommodation, please email [e-mail]