Engineered Sales Consultant

Location: Charleroi, PA

Job Type: Full Time / Permanent

FUNCTIONS & RESPONSIBILITES

  • Collect competitive market intelligence through direct visits, phone solicitation, market research and analysis.
  • Schedule meetings and presentations with top 100 engineering firms, developing a relationship with the firms and promoting the use of Aire Technologies’ products.
  • Develop and maintain information on the top 100 engineering firms in the United States. Categorize firms by size, location, construction sector, products used, and direct visits.
  • Review and edit engineering specification(s) received. Once the specification is complete, document all recommended changes and add Aire Technologies where applicable products can meet the recommended specification. The objective is to write Aire Technologies into as many engineering specifications as possible.
  • Follow up implementation within 60 days and communicate status of specification(s) to ESM
  • Support strategic marketing plans for regional and product-specific sales growth. This will include team-oriented coordination with the customer service team, Account Sales Representative, ESM, Engineered Sales Consultant(s), BDM, and Technical Sales team.
  • Investigate competitor products and pricing and determine course of action to maintain or grow product-specific sales revenue nationally.
  • Manage manufacturers’ representatives to achieve sales goals regionally
  • Track projects via ConstructConnect or SpecLink software and pursue objective of getting Aire Technologies specified
  • Manage existing relationships with customers and manufacturer’s representatives
  • Follow large, difficult, or time sensitive orders through to completion and delivery. This includes at least a minimum of, but is not limited to, a follow-up telephone call to the engineer, architect or customer
  • Initial and periodic travel with the BDM and/or ESM to call on engineering firms. Observe & assist in meetings as well as lunch & learn type presentations. After training period (ninety days) conduct sales calls with target engineering firms and deliver lunch and learn presentations.
  • Develop/maintain an engineering power point presentation for each type of sales call (engineers, architects, inspectors, design-build, etc.)
  • Attend national and/or regional trade shows, architectural seminars and training programs as coordinated by the Engineered Sales Manager
  • Assist with malfunctioning or damaged products in the field. Identify root cause and troubleshoot to find a resolution.
  • Develop promotional mailings and web site promotions to target engineering interest
  • Provide monthly follow-up progress reports to the ESM
  • Develop new relationships through current market channels and through alternate channels such as Plan and Spec organizations and/or Market Reps
  • Understand codes and requirements according to ASHRAE, SMACNA, NFPA, IBC, IMC standards
  • Utilize InforCRM to track sales meetings to quantify sales efforts
  • Utilize sales analytic software such as Stratum Planner and PowerBI to identify sales trends and customer behavior
  • Determine course of action for lagging sales
  • Identify market information for new product lines to develop in an effort to gain more market share through additional breadth of product offering
  • Utilizing data gathered from engineering, architectural and sales visits to develop new products or product augmentations with the engineering department. new product development is not limited to new products – product augmentation can also be defined as cost savings measures through product improvement
  • Work with the ATI Design Engineer, New Product Committee and the ATI Engineered Sales Manager to add new products and ideas to the Aire Technologies product line
  • Assist in the design process with Design & Engineering and Production to produce cost-effective, viable solutions
  • Support SESC and ESM in coordinating and overseeing product testing at NRTL’s such as Underwriters Laboratories
  • All other duties as assigned

EDUCATION, EXPERIENCE & SKILLS

  • Bachelor’s Degree, Engineering – Required
  • Mechanical Engineering – Preferred
  • Experience & Skills
  • Insides sales, pre-sales, sales engineering experience preferred
  • HVAC Industry experience preferred
  • Ability to apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions
  • Mechanical design and drafting (CAD Experience preferred)
  • A basic understanding of mechanical drawings and geometric and dimensional tolerances
  • A basic understanding of sheet metal manufacturing processes
  • Ability to interpret sales data and recognize trends
  • Ability to communicate effectively and professionally with internal and external customers under all circumstances
  • Use of a CRM system (Sales Logix, SalesForce, InforCRM, etc.)
  • Excellent analytical and organizational skills
  • Passionate, energetic, achievement-oriented

 

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