SCOPE: Reporting to the Sales Support Manager, this position is designed to grow share of our Systems products & services to our owner customers in Southeast Texas territory.

This individual will join a dynamic environment and ideally bring complex solutions and HVAC systems background to the opportunity. Able to operate in a team environment, the Systems Sales Support Representative will provide communication with new and existing owner clientele.

DUTIES • Support the existing owner salesmen in achieving Solutions sales goals. • Follow up on qualified leads from owner salesmen • Develop and qualify leads from personal contact and job discovery information, convert qualified opportunities into sales through creative design and product utilization, and proposal writing. • Provide HVAC Systems technical support to the owner field sales organization by converting facility operational challenges into Solutions projects designed to meet or exceed the needs of the buyer. Create the design solution for the opportunity, assist in developing the estimate, write the proposal, and when needed provide the technical support for delivering the package to a potential qualified buyer. • Through interface with Special Projects operations and the customer, verify we are meeting the customer pain within the parameters of our offering. • Provide technical training for owner salesmen in the application and operation of HVAC systems. • Perform technical presentations to existing customers and potential customers that promote and support the product selection. • Ensures all special Projects quotes are timely, accurate and contain the correct scope of work • Assist all vertical markets in strategizing and marketing of HVAC System upgrades, replacement and expansions • Takes responsibility for meeting management directed goals for Special Projects installations • Keeps abreast of competition, Trane’s offerings as well as any Hunton Group offerings • Assist in Preparing, presenting and negotiating any HVAC System upgrade, replacement or expansion • Assists customers in answering technical questions on HVAC Systems • Provide all required reporting to supervisor on weekly/monthly basis • Follows up on Special Project transactions to ensure we are exceeding the customer’s expectations • Coordinate site assessments to determine equipment types, models, etc. to assist in data management programs or for Performance contracts • Perform System analysis for energy retrofit paybacks • Coordinate site testing to determine equipment or system performance • Collating of data for remote facilities management and periodic customer reporting • Assistance in customer proposals • Assistance in equipment submittals, coordinating technical information and providing detailed technical responses • Developing engineering processes to streamline the total solutions sale • Interfaces with Trane corporate to deliver the necessary communication between our company and Trane regarding the customer’s HVAC System needs and any product or system updates • Identify opportunities for BAS growth with assigned & unassigned contract portfolio and works with Vertical Market teams and Business Development Leader for future growth opportunities • Must meet MBOs set by management

TEAM REPORTING AND OVERLAPPING ROLES: The Systems Engineering Support Representative will work with BAS Operations, Service & Special Projects Operations Staff, Business Development Leader and Vertical market Teams as well as the Solutions Sales Support Team to fully utilize all the company’s resources to grow our share of the customer’s Solutions business. The System Engineering Support Representative will also interface with the indirect sales teams (NSS) to assist in any indirect opportunity to leverage our relationships with the owner

EDUCATION:

A bachelor’s degree in mechanical, electrical, or computer science is desired. Certified Energy Manager, Professional Engineer license, LEEDS accreditation a plus.

EXPERIENCE:

• Minimum of six years of proven experience in a similar position is required • Candidates with full knowledge and experience with HVAC Systems application, system design, project managing, project estimating and proposal writing

CHARACTERISTICS of CANDIDATE:

• Excellent verbal and written communication skills o Ability to “deliver the message” to the customer o Has good vocabulary o Has good verbal reasoning and problem solving abilities • Proven Team Player o Must be able to communicate clearly to all team members-explain the objectives • Ability to “close the deal” independently or as a team o History of past successes o Use of strong relationships that assisted in closing the deal o History of use of resources to assist in the sale. o Able to call in contacts for referrals and history of utilizing these referrals to grow market • Technical skills such as o Computer proficiency utilizing Word, Outlook, CRM, Excel o Can perform energy analysis unassisted o Produce performance proposals o Earn Certification for Energy Manager o Shown an ability to complete site assessments for Performance Contracting o Expert HVAC knowledge of systems and equipment o Some drafting ability o Understanding of financial tools such as return on investment, paybacks, etc. o Ability to read specifications and construction drawings o Ability to learn cognitive skills o Exhibits good time management skills, understands prioritorizing and organizing information • Ability to establish relationships independently and recognize the real needs of the customer o Demonstrates the ability to establish rapport with key customers o Looks neat and well groomed • High energy level o Demonstrates tendency to display endurance and capacity for a fast pace environment • Attitude o Experiences positive attitude towards people and outcomes o Can follow policies, accept external controls and work within established rules o Ability to think clearly in tense situations and use solid judgment in difficult situations • Interests o In activities associated with persuading others and presenting plans. o In activities such as organizing information or business procedures. o In activities such as helping people and promoting the welfare of others.

COMPENSATION • Salary, MBO bonus + commissions