Sales/Business Development

To achieve and manage sales goals and related objectives with assigned customers/territory. Develop and maintain customer relationships to identify and meet customer needs and achieve company desired sales outcomes for building controls and automation products and services.

Reports To: President

Responsibilities listed below are not an all-inclusive list and additional tasks related to sales and sales management may be required or modified at any time.

• Participate with the development and managment of a detailed sales business plan for assigned customer/accounts and territory to demonstrate growth, training, marketing and sales objectives.
• Identify and establish contact with potential customers, lead follow up, cold calls, in person visits.
• Calling on customers (such as consulting engineers, mechanical contractors, master system integrators, facility managers/engineers) providing education/training on current HVAC automation products/technologies  (lunch & learns, etc.).
  
• Follow industry trends to identify new marketing opportunities for sales growth and use existing market and/or industry knowledge to position the company as the go- to supplier.
• Collaborate with marketing department for sales growth strategies.
• Generate, analyze and manage necessary sales reports as needed.
• Develop and maintain a high level of product knowledge and be a “product champion”.
• Provide excellent customer service and problem solve for customers by understanding and exceeding their expectations.
• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends.
• Participate in brainstorming, office activities, staff meetings, and client meetings; research and assist with program development for existing customers and new prospects.
• Follow up with customers regularly to ensure needs are being met and to identify opportunities and changing needs.
• Develop/update/maintain a database of customers, prospects, partners, and vendors.
• Provide professional after-sales support.
• Identify and maintain frequent contact (through face-to-face contact), telephone, and virtual meetings).
• Works with other team members to ensure customer satisfaction is achieved through efficient internal coordination and communication.
• Understands BCG’s value proposition and competitive advantage versus the next best alternative and aggressively positions BCG for growth.
• Keeps management informed of progress and account status.
• Familiar with and utilizes applicable sales/marketing database tools (such as CRM) to effectively plan and communicate progress.
• Participates in professional organizations, trade shows, conferences for reasons of personal development, customer relationship building, and industry networking within the local market community.
• Submits required expense documentation accurately and timely.
• Day to day sales and project quotes, sales/order entries, project management customer support.
  
  

• Exercise independent decision making and use discretion and judgement that is in line with company’s culture and business goals.
• Able to build and maintain effective, positive internal/external working relationships with customers, vendors and co-workers.
• Demonstrates integrity and accountability in all work activities.
• Enthusiastic and energetic
• Able to prioritize responsibilities and demonstrate effective time-management.
• Able to articulate clearly in all verbal and written communication.
• Ability to work independently and efficiently while meeting company goals
• Ability to manage multiple accounts while seeking new opportunities
• Proficiency with CRM or related softwares and an aptitude for learning new systems
• Proven experience as an Account Executive or in other sales/customer service role
• Knowledge of market research, sales and negotiating principles
• Working knowledge of MS Office; knowledge of CRM software (e.g. Salesforce)
• Excellent written communication skills
• Excellent oral presentation skills and experience with PowerPoint or related tools
• Organizational and time-management skills
  
• Willingness and ability to travel overnight.
  
  

• Bachelor’s degree (or equivalent) in business or related discipline is preferred
• At least 3 years of experience in HVAC/Building Controls or industrial related field is required
  
• General knowledge with 
  
  • CCTV Access Control
  • Lighting Controls
  • TCP/IP Networking
  • Mechanical HVAC Systems