Building Automation Project Sales Representative

Harris Companies

Title: Building Automation Project Sales Representative

Job Category: Sales/Business Development

Requisition Number: BUILD
002763

Location: St Paul, MN 55102, USA

The purpose of your role as a Building Automation Project Sales Representative

As a Building Automation Project Sales Representative, you will develop revenue from sales activities to new and existing clients by developing solutions for building automation projects in assigned markets. Position also requires ability to manage existing customer relationships, proactively prospect, and pursue new customer relationships and opportunities.

HVAC and Building Automation Systems Knowledge:

• Competent understanding of HVAC and Building Automation systems and how they function.
• Understanding of energy use, sustainability, and operational waste in systems.
• Systems-Thinking – ability to see the entire system and how the components function to meet the customer’s business expectations.
• Interpret drawings, equipment, and job conditions.
• The ability to survey/identify systems and understand the prospect’s needs and problems.
• The ability to determine repair, modification, replacement, and/or upgrade requirements to provide prospects with solutions to problems.
• The ability to translate knowledge, experience, and solutions into proposals that will enhance the customer’s facility while reducing costs to operate, maintain, and repair systems.

Prospecting:

• Use Harris CRM to maintain an up to date and accurate sales pipeline
• Maintain an active backlog of quotes to assure booking goal is consistently met.
• Cross-sell and up-sell controls, service, and mechanical project work within your region to leverage the full range of capabilities
• Qualify opportunities and answer questions and objections in a proficient and responsible manner
• Retrofit with plan and spec solutions

Develop Solutions:

• Key knowledge of retrofit building automation solutions
• Review specifications and drawings to determine scope of work and requirements of the project.
• Accurately estimate sizes, distances, and quantities to determine time, costs, resources, subcontractors, and materials needed to meet the specification or custom solution.
• Understand the prospects needs, both technically and financially, and use that understanding to create customized solutions to their needs.
• Use standard operating practices to generate project pricing at the company authorized margins

Proposals:

• Develop proposals for solutions using Harris SOPs
• Prepare proposals at least (24) hours in advance of delivery
• Present solutions in a professional manner that differentiates Harris

What we're looking for in you

• Associate's Degree Required, preferably in construction sciences, HVAC, or related fields.
• Bachelor's degree preferred
• Proven track record and the ability to identify retrofit building automation including modernizing, upgrades, or replacements in building automation
• Strong customer facing skills - ability to effectively communicate with clients
• 2+ years of knowledge of HVAC, mechanical, and electrical and components
• 2+ years of experience with customer relationship development/maintenance
• Strong communication and interpersonal skills. Ability to effectively work in a team environment
• Understanding of energy use, sustainability, and operational waste in systems.
• Experience in the sales field preferred
• Ability to:
  • Interpret drawings, equipment, and job conditions
  • Survey/identify systems and understand the prospect’s needs and problems
  • Provide prospects with solutions to problems
  • Prepare financial justification for solutions including an understanding of energy savings.
  • Translate knowledge, experience, and solutions into proposals that will enhance the customer’s facility while reducing costs to operate, maintain, and repair systems

Your life at Harris

As one of the country's leading mechanical contractors, Harris offers you the best of both worlds: the stability, resources and opportunities of a national company, and the team culture, creative spirit and customer loyalty of a local business. If you thrive on variety and new challenges, we want to meet you!

From stadiums to manufacturing facilities, power plants to…