HVAC Commercial Sales Engineer (Remote)

Johnson Controls, Inc.; Atlanta (GA); Remote; USD 70,000 - 100,000; Full time

Job summary

A leading company in the HVAC/R industry seeks a Business Development professional to drive commercial growth through distribution partners. The candidate will leverage their HVAC expertise to build relationships, develop strategies, and augment sales for commercial equipment. This role requires a strong background in mechanical engineering, excellent interpersonal skills, and the ability to travel frequently.

Qualifications

• Minimum of 5 years’ HVAC/R or System Design experience.
• Strong customer relationships driving penetration of commercial equipment solutions.
• Ability to travel at least 50 - 60% of time.

Responsibilities

• Support business development and commercial growth strategies.
• Create sales tools and brand-specific promotions.
• Deliver technical presentations for commercial equipment.

Skills

Customer Relationship Management

Strong Interpersonal Skills

Business Acumen

Technical Presentation Skills

Education

Bachelor's degree in Mechanical Engineering

Tools

Microsoft Office

Job description

What you will do

You will provide technical and sales expertise supporting the continued, profitable growth of our Coleman commercial equipment business through our distribution channel partners. The equipment focus is Commercial Packaged Rooftops 3-50 tons, Commercial Split Systems, and Controls (single zone and multi zone). You will work closely with the Coleman regional account managers, distributor partners, contractors, and engineers to assess their commercial equipment needs and identify growth opportunities.

How you will do it

Business Development:

• Assist our existing Regional Account Managers (RAM) to build out the commercial growth strategy for our channel partners; work together on achieving our AOP maintaining profitable results for our channel partners.

• Develop strategic account executive level business relationships; become a Trusted Advisor with our key partners.

• Create brand-specific promotions geared towards increasing sales, training content, & contractor base.

• Create new sales tools for distributors to increase ease of doing business, i.e.: Playbook & Linecard; Quote Sheet; Navigator How-To Guides; Matrix Calculator

• Identify growth targets & shift strategy mindset within the sales team to win with previously nonexistent customers.

Product:

• Supplement existing point of contacts (RAM or Application Engineering) with complex take offs, spec interpretation, navigator selections, pricing, lead times and customer service.

• Differentiate our equipment and products from our competitors.

• Prepare and deliver technical presentations for commercial equipment, Selection Navigator, or services to existing and prospective customers.

• Sell factory inventory for both stocking and winning job-specific opportunities: discounted R-410a & safety stock.

• Support new product introductions & major industry changes (i.e., A2L) with appropriate sales training.

• Assist our channel partners calling on specifying engineers, installing contractors and end users to recommend solutions that serve the customer’s requirements, objectives, and business needs.

• Serve as the primary resource for communication through product management.

• Help update distributor ERP information for stocked distributor skus.

Cross-function Collaboration:

• Lead Commercial Excellence through collaboration with the pricing, pre-sales application engineering, customer service and factory scheduling teams.

• Assist commercial demand planning with sales director & factory scheduling teams.

• Gather feedback from channel partners on existing products and map out any deficiencies to relay back to our Product Management Team on unmet market needs and customer expectations.

• Interface with commercial Tech Support, follow up and provide escalation as needed on issues that may come up.

What we look for

Required

• Minimum of 5 years’ HVAC/R or System Design experience.

• Bachelor's degree in Mechanical Engineering or related field.

• Strong customer relationships driving penetration of commercial equipment solutions.

• Provide commercial equipment solutions and Controls System Designs as per the customer's requirements.

• Strong business acumen with the ability to counsel and develop relationships with customers.

• Strong interpersonal and communication skills.

• Experience with all Microsoft Office applications.

• Ability to travel at least 50 - 60% of time.

Preferred

• Master’s degree in related field.