Sales Representative - ABS

BUILDING AUTOMATION (BMS) SALES REPRESENTATIVE

POSITION OVERVIEW

We are currently seeking a BMS Sales Representative. The BMS Sales Rep is critical to the overall growth and profitability of the Building Automation construction and service business. The candidate chosen will be responsible for initiating, establishing and building profitable relationships between new customers and FirstCall Mechanical.

JOB RESPONSIBILITIES

• Follows a disciplined and professional process to identify, target and qualify prospective new customers; takes advantage of market conditions and networks effectively to uncover new leads and contacts.
• Contacts prospective customers and schedules appointments
• Builds a referral network to identify new customers
• Conducts sales calls crafted to identify key sources of problems and/or dissatisfaction confronting Facility Directors in operating and maintaining heating/cooling, ventilation and control system equipment
• Develops a sense of urgency to resolve needs and positions Automated Building Systems (ABS) as the supplier of choice
• Proposes solutions to prospective customers needs through creative and innovative application of local branch Building Controls capabilities with a focus on selling construction/plan and spec and maintenance agreements with an emphasis on digital service offerings, sustainability, and decarbonization
• Understands the customer's business and speaks their language
• Reviews and finalizes proposals with prospects and secures their commitment to the Automated Building Systems (ABS)
• Conducts customer kick-off meetings, resolves customer issues, creates pull-through opportunities, maintains service agreements, extends service agreements and supports the collections process
• Keeps management informed of progress and account status using HubSpot CRM tool and other means
• Develops and implements territory marketing plans consistent with the FirstCall Mechanical business strategy

ACCOUNTABILITIES

• Continual learning and development in the body of knowledge through FirstCall Academy, to ensure we set the bar for skill level in the industry
• Elite level of customer service, to ensure we continue to be the FirstCall our customers make for their HVAC & Building Automation needs

ORGANIZATIONAL ALIGNMENT

This position reports to the local Branch Leader and has responsibility to the entire service team and all of our customers.

Qualifications

• 2-3 previous progressive sales roles
• Building Automation construction and PM sales experience, preferred
• Aptitude for technical knowledge with high level of attention to detail
• Excellent presentation skills complete with the ability to captivate in both individual and group communications.
• Experience selling service and maintenance
• Exposure to sales methodologies, standards, and disciplines.
• Knowledge of Building automation and HVAC Systems

BEHAVIORAL PROFILE

Language Skills
Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret graphs.

Reasoning Ability
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations. Mental stamina for problem solving and prioritizing multiple tasks.

Environmental Requirements

Will be required to work in a field environment, multiple customer sites on a daily basis.

Physical Demands

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is continually required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds, frequently lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.