Applied Sales Engineer

Responsibilities

• Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations
• Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.
• Identifies potential opportunities with existing and new customers.
• 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.
• Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
• Gathers and validates preliminary information and performs facility walk through, construction plan review or other requirements.
• Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements.
• Develops, evaluates, and discusses possible solutions with customer.
• Develops preliminary project fulfillment schedule.
• Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.
• Responsible for the preparation and review of the proposal.
• Validates the preliminary proposal with customer.
• Determines proposal price and selling strategy.
• Reviews and compares contract terms and conditions with Trane contract standards.
• Presents the proposal and negotiates price, terms, and conditions with customer.
• Follows up with buying influences.
• Prepares transition documents and communicates project readiness for assignment to operations team.
• Resolves major deviations from scope with team after Project Scope Validation.
• 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.
• Provides total account business activity reports and annual forecasts
• Consistently ascertains customer needs and current market opportunities.
• Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
• Estimates project by analyzing and integrating equipment, controls, subcontractors, and services for each project using Trane business systems.
• Regularly update Market Coverage System on found / bid / win jobs
• Learning agility, strong communication skills at all levels, disciplined, result oriented and integrity are critical competencies and values required.

Qualifications

Seniority level

Employment type

Job function

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