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Sales Engineer
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Tozour Energy Systems | Norristown, PA
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Job Description

Job Title: Sales Engineer, Equipment

Location/ Department: Sales Team, King of Prussia, PA

Reports to: VP, Sales

FLSA Status: Exempt. Position will become 100% commission after training period.

Works with: Sales Manager, Technical Sales Team personnel, Service personnel and sales teams.

Job Summary: Works as a technical sales consultant to engineers, architects, contractors and owners/ developers in the design, application and sales of environmental systems solutions for commercial, industrial, and institutional buildings.

Essential Duties and Responsibilities:

o Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.

o Develops long-term customer relationships with assigned accounts including contractors, consulting engineers or owners. Works toward making our company the preferred supplier of HVAC equipment.

o Identifies potential opportunities with existing and new customers.

o Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.

o Develops relationships with multiple buying influences in the customer's organization, including project managers, project engineers, construction, purchasing, and accounts payable.

o Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.

o Determines project needs, constraints, and responsibilities to meet all of the customer's HVAC system design and installation requirements.

o Develops, evaluates, and discusses possible solutions with customer.

o Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.

o Responsible for the preparation and review of the proposal.

o Determines proposal price and selling strategy.

o Presents the proposal and negotiates price, terms, and conditions with customer.

o Follows up with buying influencers.

o Resolves major deviations from scope with team after project scope validation.

o Determines needs, develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.

o Provides total account business activity reports and annual forecasts.

o Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer's problems, including financial and performance-based considerations.

o Consistently ascertains customer needs and current market opportunities.

o Coordinates with consulting engineers in writing project specifications.

o Coordinates with Estimators in the interpretation of specifications and preparation of proposals.

o Responds to customer needs by identifying systems, products, generating quotes and closing orders.

o Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes.

o Assists customers in answering technical questions on HVAC systems, Trane products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution.

o Other responsibilities as required.

Job Qualifications: Bachelor's degree in Engineering from a four-year college or university. Should have a 3.0 GPA and 2 college internships/Co-Ops. We are looking for a candidate who has proven leadership skills. Applicant should have the motivation to succeed and the resiliency to adapt quickly. Must have excellent communication skills and a strong desire to be in technical sales. Must carry a positive attitude and be comfortable dealing with customers and vendors. Must be a team player. Local travel required. We are looking for someone who can visit clients on a daily basis and cold-call.

About Tozour Energy Systems

Tozour-Trane is YOUR total facility service provider! Owners of commercial and institutional facilities face many challenges including aging air conditioning equipment, the rising cost of utilities, process interruption, indoor air quality and tenant/employee comfort. Our Service Team is trained to understand and assist our customers in determining the best overall service solution for any facility. Over the past 38 years our goal has not changed, we seek to build the foundation for a long term, mutually beneficial relationship. Our staff of experienced and skilled field service technicians are trained and equipped to handle emergency responses as well as all types of maintenance services and repairs, provide rental equipment, and on-site facility operations. We recruit and retain the top service technicians in our industry and provide them with on going Trane factory and in-house training to insure we are able to support the latest products in the HVAC industry. Tozour-Trane has a dedicated staff for developing cutting-edge technology solutions to help our customers maintain High Performance Facilities for life.