Senior Sales Engineer Jobs

The Account Manager is responsible for developing long-term customer relationships and maximizing account penetration and customer retention with contractor and consulting engineer accounts. Promotes CMS products and services by providing technical solutions to the customer's business and operational needs as well as demonstrating applicable technical knowledge. Seeks to expand the depth of offerings within each account. Participates as a member of account team on key and target customers and projects.

Job responsibilities include (but are not limited to) the following:

• Presents the proposal and negotiates price, terms, and conditions with customer.
• Develops project fulfillment schedule. Responsible for ordering, tracking, customer follow-up, and management of project.
• Coordinates with consulting engineers in writing project specifications.
• Flexibility to work outside normal work hours, as required.
• Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
• Identifies potential opportunities with existing and new customers.
• Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes.
• Maintains memberships with ASHRAE, USGBC and other industry organizations. Actively attends meetings.
• Assists customers in answering technical questions on HVAC systems, CMS products, system application alternatives, installation, operation, maintenance, and problem resolution.
• Responsible for project take-off, selection, and pricing of equipment and services.
• Builds partnering relationships with contractors and consultants responsible for the decision making process to drive the sales of CMS offerings. Actively listens, probes and identifies concerns.
• Responsible for the preparation and review of the proposal. Determines price and selling strategy.
• Collects project data and compares to CMS’s capabilities.
• Reviews and compares contract terms and conditions with CMS contract standards.
• Develops, evaluates, and discusses possible solutions with customer.
• Assists in the development of CMS sales and marketing plans and strategies. Aids in the implementation of these strategies and action plans. Provides total account business activity reports and annual forecasts.
• Determines customer needs, develops and executes an account specific business plan.
• Positively and credibly influences system design and construction with contractors and consultants. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Effectively writes, presents and communicates bids. Negotiates value, addresses resistance when demonstrated and closes the sale.
• Determines project needs, constraints, and responsibilities to meet customer’s HVAC system design and installation requirements.

Education & Experience Requirements:

Bachelor's degree in Engineering from four-year college or university; or equivalent combination of education and experience in HVAC or Commercial Construction.

Familiarity with HVAC systems, equipment and temperature controls is required. The Account Manager works in a typical office environment with occasional visits to project sites, which includes outdoor work and work in mechanical/equipment rooms.

Account Managers must have exceptional written and verbal communications skills. Candidate must demonstrate the ability and willingness to communicate in a clear, concise, and diplomatic manner. Outstanding attention to detail and excellent organizational skills are critical, as are honesty and the ability to develop and maintain deep customer relationships based on trust. Candidate must be passionate about helping our customers to be successful, and must continually strive to improve their understanding of our customers in order to provide first-class customer service.

The company culture values honesty, integrity, dedication, resourcefulness, independence, and taking ownership.

CMS is an equal opportunity/affirmative action employer and will not discriminate against any application for employment on the basis of age, race, color, gender, national origin, religion, creed, disability, veteran status, marital status, sexual orientation, genetic information, military status, disability, or sex including pregnancy and childbirth or related medical condition or on any other basis prohibited by law.