Sales: Commercial and Industrial Service Maintenance

Maintenance Sales Representative responsibilities include developing relationships with a portfolio of clients by connecting with key business executives and stakeholders, working with customers and cross-functional internal teams to ensure the timely and successful delivery of service agreements according to customer needs, and meet or exceed the company’s annual booking plan at company approved pricing standards.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Sales Skills – Qualify prospective customers and opportunities. Develop and give effective sales presentations. Answer questions and respond to objections in a proficient and timely manner. Follow up on all outstanding proposals.
• Time Management – Plan and efficiently schedule appointments and tasks for maximum productivity.
• Site Surveys – Appraise and survey mechanical systems to determine modification/repair/replacement requirements. Understand each customer’s needs and challenges as related to mechanical systems and equipment. Determine repair/modification/replacement requirements to provide customers with solutions.
• Account Expansion – Able to increase existing customer maintenance coverage and/or other services.
• Market Development – Identify prospective customers in assigned market. Promptly follow up on leads and referrals. Establish customer rapport and identify needs. Maintain an active backlog of proposals to assure booking goal is consistently met.
• Customer Relations – Promptly address customer concerns and maintain positive relationships.
• Mechanical System Knowledge – Competent understanding of mechanical systems to accurately appraise and inventory systems and components, evaluate general conditions, and recommend the best maintenance program. Be able to recognize project opportunities and pass leads to appropriate personnel.
• Sales Presentation Strategy – Understand customer’s organization and decision-making process. Anticipate and address objections. Adjust content of sales presentations based on the customer’s goals, decision-making process, and objections. Commit the customer to decision-making timetable.
• Maintenance Agreement Escalation & Retention – Know the customer and understand market forces to effectively sell price escalations. Promptly respond to notices of cancellation with a well-researched salvage plan.
• Credit and Collections – Understand company credit policy. Provide customer information to the company to minimize risk exposure. Understand collections policy and interface with customer as required to resolve collection issues and ensure prompt payment.
• Company Relations – Build and maintain rapport and positive working relations with field, office, and management personnel to resolve problems, exploit opportunities and maximize profits.
• External Relations – Build rapport and productive working relationships with customers, vendors, and other outside agents. Effectively represent the company’s interests and outside agents to maximize profits.
• Purchasing – Participate, when appropriate, with operations in vendor selection, timely purchase, and delivery for prompt customer service.
• Documentation – Prepare timely, complete, clear, and concise reports, proposals, booking packages, and required company paperwork. Maintain written documentation relating to and including but not limited to changes, special conditions, and schedules.
• Special Projects – Provide support for any special projects as assigned by your manager. Special projects, at the determination of your manager, may or may not become part of this position’s primary responsibilities.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

The candidate should have a relevant college degree and possess a mechanical aptitude.

PHYSICAL DEMANDS

The person performing this position must be able to operate computer programs. This position requires sitting, standing, meeting with customers, and the ability to access mechanical rooms and rooftops via stairs, ladders, or lifts.

JOB PERFORMANCE STANDARDS – Measurement of Effectiveness on Performance Evaluations

• Meet or exceed annual booking plan set by the sales manager.
• Price projects to achieve an average gross profit as outlined in the company’s gross profit plan.
• Review all pricing with the sales manager prior to delivering the proposal.
• Get approval from sales manager prior to delivering any proposal that is below the gross profit as outlined in the company’s gross profit plan.
• Schedule and complete at least 5 appointments each week with new prospective customers.
• Co-sell plumbing maintenance agreements to qualified customers.
• Enter all sales activity into Salesforce and ensure the information is accurate and up to date each week.