Sr. Sales Engineer

Company Overview

Smart Care Climate Solutions is the trusted service leader in the commercial and industrial refrigeration industry. Nationwide, leading grocery stores, cold storage facilities and distribution warehouses on Smart Care to design, build, maintain and repair commercial refrigeration and HVAC systems.

This is not a remote position.

Position Description

The Senior Sales Engineer is the primary Smart Care sales contact for key customers and is responsible finding, qualifying, developing, proposing and closing business. After the sale, this role is responsible for making sure customer needs are being met thereby driving retention and growth of their assigned accounts. They will build long-lasting, mutually beneficial relationships with all levels in the customer organization, striving to find the systems and services which best fit the needs of the customer. This role excels at proactive communication with internal departments and external customers and works cross-functionally across Smart Care teams to ensure customer issues are being addressed and new opportunities are capitalized upon.

To succeed in this position, candidates should have strong technical skills with exceptional communication, problem-solving and time management skills. You should be resourceful, analytical, adaptable, and organized with the ability to build rapport with customers.

Main Responsibilities

• Proactive and ongoing selling activity with customers to understand their needs and position Smart Care to win $1-$4M of project business, with service agreements attached.
• Builds personal relationships with customers based on trust and respect seeking to be a trusted advisor.
• Navigates customer organizations to build advocates and awareness across multiple functional areas and regional/local leaders
• Develops solid Pipeline for work in development, and delivers signed contracts as Forecasted. Meets monthly with leader to review actions to build and move both pipeline and forecasted business to achieve individual sales plan.
• Provides complete project information to the Operations teams ensuring adherence to customer requirements, scope, schedule, budgets and service-level agreements.
• Works cross-functionally internally to resolve customer complaints / escalations and improves processes and communications to prevent future issues
• Analyzes customer repair and maintenance data to learn more about customer needs, satisfaction, and growth opportunity areas
• Creates annual strategic plans for assigned accounts including growth plans and budgets
• Creates and conducts quarterly business reviews on Smart Care performance

Qualifications

• Bachelor's or Associates Degree in Business or related field
• 3-5 years of successful experience in Account Management, Business Development, Technical Sales or other customer facing roles
• Excellent oral and written communications skills
• Strong technical and problem-solving skills along with a high level of attention to detail
• Effective prioritization and time management with a demonstrated sense of urgency
• Sales process knowledge with solid negotiation and networking skills
• Capacity to influence others' behavior through persuasive presentations, effective customer relationship development, facilitation, training and development
• Results-oriented, setting and pursuing aggressive goals, demonstrating a strong commitment to organizational success, and leveraging resources to accomplish his/her priorities
• Adept at grasping, understanding, and articulating divisional/company vision
• Comfortable managing under pressure and ability to successfully multitask and prioritize
• Passion to win and motivate a diverse team
• Experience with Microsoft Excel, Power Point, Power BI, a definite plus