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Commercial Sales Specialist

Commercial Sales Specialist

Weil-McLainUtah, United States, United States
29 days ago
Job description

As a Commercial Specialist you will be responsible for achieving sales goals of commercial boiler products through the Company’s network of Manufacturer’s Representatives within your assigned geography. At or near the front lines of the sales effort, you will strengthen the company’s commercial presence; ensure activities in the commercial market drive preference for using the Weil-McLain products. You will be present throughout a project’s entire sales cycle by providing pre and post- sales expertise to all channel participants.

What you can expect in this role (Job Responsibilities)

While each day brings new opportunities at SPX, your core responsibilities will be :

Cultivate network of contractors, facility engineers, and consulting engineers, distributors, with representation

  • Build and understand competitive landscape and channel relationships with contractors, facility engineers, and consulting engineers, distributors, and others
  • These key contacts will be in market segments such as housing authorities, utilities, and local, state and federal government agencies
  • Seen as technical boiler expert. Able to effectively understand and translate entire boiler layout / configuration / architecture and how it relates to boiler specification
  • You will be responsible for building and maintaining strong relationships within your Representative(s) organizations to include all salespeople and principals

Territory Management

  • Provide pre-sales application engineering to assigned representation
  • Timely bid / spec and design / build project quoting and follow up to and with assigned representation
  • Pursue qualified large project leads with assigned representation
  • Provide post-sales support to representation
  • Maintain an accurate quote log and visibility to the sales funnel for assigned representation using CRM

    • Drive and coach performance of Territory Manufacturer’s Representative :

  • Maintain an accurate quote log and visibility to the sales funnel for assigned representation using CRM
  • Maintain full knowledge of Monthly Representative Scorecard parameters and deliver them to principals. Formulate improvement plan where required.
  • Train reps to effectively deliver WM value proposition

    • What we are looking for (Experience, Knowledge, Skills, Abilities, Education)

    We each bring something to the table, and we are looking for someone who has :

    Required Experience

  • Minimum of 5 years’ sales experience in hydronic heating, plumbing, HVAC, and / or industrial mechanical equipment industry
  • Manufacturer Rep and / or Distributor Management
  • Ability to travel locally and overnight
  • Mechanical Aptitude
  • CRM and Opportunity Funnel management
  • Territory management

    • Preferred Experience, Knowledge, Skills, and Abilities

  • Building Management Systems
  • Strong verbal presentation and written communication skills
  • Negotiation skills
  • Proficient in MS Outlook and Office (including PowerPoint and Excel)
  • Problem / issue resolution
  • Conceptual thinking

    • Education & Certifications

  • AS / BA / BS degree in engineering, business, or equivalent

    • Travel & Working Environment

  • Travel is required within the territory and to industry tradeshows
  • Will be present in mechanical rooms that may contain noise and airborne particulates
  • Will travel to unfinished construction sites that may require boots and head, eye, and hearing protection