Controls Sales Representative

H.T. Lyons, an HVAC mechanical contractor, is seeking a qualified Controls Sales Representative to develop and grow our controls business across the Northeast U.S. market, serving commercial, healthcare, institutional/higher education, and industrial sectors.

Essential Job Functions:

• Consistently ascertains customer needs and current market opportunities with a focus on Owner-direct controls work. Coordinates and/or facilitates acquisition team as needed for controls projects.
• Prospects, builds and manages long term partnerships with targeted building owner accounts, MEP consultants, and mechanical contractors to identify and evaluate Building Automation opportunities.
• Converts leads into opportunities by qualifying opportunities, discovering customer needs, assigning the appropriate sales process, identifying the required sales team members, and communicating the next steps in the process.
• Develops multiple relationships with buying influences in the customer’s organization, including facility managers, project managers, project engineers, and/or purchasing agents.
• Works closely with customers, architects and engineers to educate them on the offerings for EQUANS Digital, helps define, propose and verify scope of work, provide technical support, and to ensure satisfaction through project completion.
• Gathers or validates preliminary information and performs facility walkthrough to qualify and determine the level of opportunity.
• Understands sequence of operations, wiring diagrams, schematic drawings, control specifications and the cost effectiveness with regard to installation costs
• Develops strong internal relationships with Operations, Engineering, and Service Sales Groups to accurately quantify material and labor costs.
• Develops proposal scopes and estimates to meet annual revenue and net margin goals.
• Full oversight for creating accurate, timely, and competitive bid estimates; effectively write and present technical proposals.
• Develops technical proposals and detailed scope letters. Attend sales calls, pre-bid meetings and site assessments for potential projects.
• Assists project managers with preparing RFQs for subcontractors, reviewing subcontractor quotes, purchasing, and assisting with scheduling and planning activities.
• Establishes and maintains subcontractor and vendor relationships. Coordinates and verifies subcontractor quotations and scopes of work.
• Negotiates value, identifies, and manages resistance, and closes the sale while achieving optimal profit levels.
• Reviews contract terms and conditions with management on awarded projects.
• Post-sale, conducts turnover with internal teams to ensure all sales agreement milestones have been accomplished, according to company standards, and customers are satisfied.
• May generate preliminary construction schedule. May attend various meetings throughout project, including hand-off and design review.
• Develops accounts by tracking and analyzing services provided; interview key decision makers to identify and evaluate additional needs and new opportunities.
• Checks in with customer and advises of plan for service or preventive maintenance on electronic control system.
• Collaborates between other parts of the Building Services business, Engineering and Construction teams to maximize the profitable business opportunities for the Company in all locations. Engages in cross-selling wherever possible
• Utilizes sales tracking tools that provide accurate and timely feedback to management.
• Demonstrates a high level of accountability and team support at all times.
• Exhibits consistent alignment with the Company’s core values (S.C.O.R.E.) in all actions and decisions and builds trust-based relationships with clients and internal teams to drive sustainable sales growth.
• Other duties as assigned.

Qualifications:

• Bachelor’s or Associate’s Degree preferred or equivalent technical and industry experience.
• The ideal candidate will have at least 5 years of B2B solution sales experience in HVAC, Building Automation, or other Building Services
• Must have proven track record of developing and closing new business
• Must have strong presentation skills and demonstrated knowledge in pricing systems for customers
• Working knowledge of Microsoft Office products
• The ability to work autonomously - create your plan of attack, schedule and execute on it!

H.T. Lyons offers a friendly work environment, great benefits, and a generous base salary with a competitive incentive plan.