Outside Sales Engineer

About Us:

Airsystem Sales, Inc. is a leading provider of engineered industrial ventilation control solutions across Tennessee, Kentucky, Mississippi, Arkansas, Virginia, and Georgia. Since 1985, Airsystem Sales has specialized in designing and supplying custom tailored solutions including dust collection, fume extraction, industrial ventilation, and much more for the industrial and manufacturing sectors.

Position Description:

OUTSIDE SALES ENGINEER – Nashville, TN

The Outside Sales Engineer is responsible for developing new business and managing existing accounts by identifying, designing, and delivering equipment/parts and/or engineered solutions to the customer’s needs. This role combines technical application engineering with consultative sales. This role requires strong prospecting skills and the ability to design complete systems that are tailored to the customer’s needs. This role will be responsible for the entire sales process for equipment and parts. You are responsible for addressing all phases of a sale, from prospecting, quoting, part/equipment application or designing systems, selling and closing, as well as post-sale and project management if applicable. ***NOTE: THIS POSITION WILL REQUIRE YOU TO MAKE COLD CALLS TO GET NEW BUSINESS***

Key Responsibilities:

• Prospecting on industrial accounts, engineers, and industrial consultants. You will be responsible for prospecting for new customers, cold calls and reporting weekly cold call efforts.
• Responsible for selling a wide variety of industrial air-handling equipment, fans, dust collectors, scrubbers, industrial vacuum equipment and systems using these products - our products are generally the most expensive in the marketplace.
• You will be selling complete systems, equipment, parts, and providing consulting/problem analysis services. You will be the main contact of the management of a project after a sale.
• You will be expected to become highly proficient with the equipment and its applications to successfully support customers and close projects.
• Selling cycle is approximately 6-18 months from bid to close for larger systems. Selling cycle for parts can be as short as a few days.
• A successful candidate in this role will transition into full ownership of an existing and established territory over a 6-year period. There is a structured yearly ramp-up in responsibility in account management.
• This role will handle 20% of existing accounts in the territory. 80% of accounts will be new accounts created through prospecting efforts.
• This position has a steep learning curve to be able to understand all the aspects of the role. You will learn from one of the best in the industry. You must quickly get up to speed to do it yourself.
• You must be self-motivated and driven, a self-starter, and willing to work alone most of the time. We will train, help with marketing efforts and our equipment suppliers will educate you about the products they manufacture. There is a corporate office team to support administrative aspects of this outside sales position
• You must demonstrate strong closing skills and learn to adapt to customers’ needs.
• You will be trained in the Sandler Sales System. You must be able to learn and adapt to using this step-by-step selling process.

Physical Demands and Working Conditions:

• This position requires physically challenging activities in an industrial environment, such as climbing access ladders to the top of dust collectors, roof tops, processes and storage bins. Practicing industrial safety standards is an absolute must.
• You will work in severe conditions at times - work can be cold, hot, and dirty. Industrial site visits for dust collectors, fans, and filters can be a very dirty environment.
• Work hours are as necessary to do the job - some long hours and some weekend work might be required based on the requirements of your customers.

Travel:

• You must travel the territory (This position will cover a multicounty territory in the middle to eastern TN area). Travel can depend upon your customers’ needs. This position often sees travel via car between 1 hour to 3 hours from the office in Brentwood, TN.
• Overnight stays will be necessary but should not be extended stays. Consulting/Problem Solving can be nationwide with trips being about six (6) times a year.
• Airsystem Sales will reimburse vehicle expenses for business travel. A personal vehicle will need to be used for travel. A valid driver’s license is required.

Skills/Qualifications:

• Engineering or technical degree preferred, but not necessary. A technical aptitude or background is required for you to design complete systems and to offer consulting advice for systems that need to be fixed and to understand the technical aspect of applying the products we sell.
• This position is open to entry-level candidates; however, individuals with industry or sales experience are preferred, as prior experience in industrial sales or engineered systems provides a significant advantage in ramp-up time and early earnings. Candidates with the right experience and skills set may also shorten the 6-year transition period mentioned above.
• You must have good problem-solving skills.
• You must be a team player, in that other Sales Engineers share ideas and help with the solutions to other customers’ problems.
• Strong verbal and written communication skills.
• Proficient in using a Windows operating system. Need to be proficient in Microsoft Word, Excel, Outlook, Teams and Hubspot. It is almost a must to understand iOS or android mobile operating software as well.

Compensation: Commission with a Draw

• $60,000.00 draw
• There is a 6-month grace period. After 6 months, the sales engineer must generate enough commissions to cover the $60,000 draw.
• Monthly paycheck is a draw against commissions paid out quarterly. If you want a guaranteed salary, this is not a job for you, but there is no limit on the amount of commission earned. You must make a minimum of $80,000 a year to be successful in this position in the first year.  
• You must be motivated by making at least $150,000 per year by year 3. This is a high-pressure sales position with absolute expectations where mediocre performance cannot be accepted.