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Critical Environments Sales Engineer

Havtech Solutions, LLC

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Columbia, MD
LOCATION

Job Description

As posted by the hiring company

Job Overview:

The Havtech team is hiring!  We are currently looking for a successful Critical Environments Sales Engineer who will be responsible for developing long-term customer relationships and maximizing account penetration within the specific space of controlled air environments. The Sales Engineer role in the Critical Environment Sales team provides targeted airflow control solutions within sophisticated environments that rely on strict compliance to their environmental sustainability.

Critical Environments delivers safe and energy efficient airflow solutions through the proper application and sale of products and technologies for all indoor environments, but specializing in healthcare facilities, research facilities, laboratories, and specific manufacturing processes.  These regulated environments must maintain consistent airflow controls to ensure worker safety, research integrity and regulatory compliance.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:

  • Identifies potential opportunities with existing and new customers.
  • Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
  • Collects project data and compares to the office’s capabilities. 
  • Develops relationships with multiple buying influences in the customer’s organization. 
  • Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.
  • Provides targeted airflow solutions after thorough technical analysis of stringent environment.
  • Emphasizes product features based on knowledge of system capabilities and limitations. 
  • Develops, evaluates, and discusses possible solutions with customer.
  • Develops preliminary project fulfillment schedule.
  • Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.
  • Responsible for the preparation and review of the proposal. 
  • Validates the preliminary proposal with customer.
  • Determines proposal price and selling strategy.
  • Reviews and compares contract terms and conditions with company contract standards.
  • Presents the proposal and negotiates price, terms, and conditions with customer.
  • Follows up with buying influences.
  • Prepares transition documents and communicates project readiness for assignment to operations team.
  • Resolves major deviations from scope with team after Project Scope Validation.
  • Determines needs, develops, and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable, and successful partnership. 
  • Provides total account business activity reports and annual forecasts. 
  • Consistently ascertains customer needs and current market opportunities. Assembles, coordinates, and interacts with sales team as needed for customer penetration and project acquisition. 
  • Coordinates with consulting engineers in writing project specifications. 

 SUPERVISORY RESPONSIBILITIES

This position does not have direct supervisory responsibility.  The position may be provided internal support.

QUALIFICATIONS include the following:

  • Bachelor’s degree in Electrical/Mechanical Engineering, Construction or Engineering Technology, or other related areas. 
  • Experience selling to critical environments or other complex air settings
  • Sales Experience in Healthcare & Biotech Industries preferred.
  • Excellent oral/written communication skills. 
  • Well-developed presentation skills. 
  • Excellent customer relations skills.
  • Marketing & market planning knowledge. 
  • In-depth knowledge of the HVAC industry.
  • Ability to travel at least 20% of the time.
  • Ability to function independently and deliver results. 

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  The employee is frequently required to stand and walk. The employee must occasionally lift and/or move up to 10 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  The noise level in the work environment is usually quiet.

DECLARATION

Human resources retain the sole right and discretion to make changes to this job description.  Any employee making changes unauthorized by the president or human resources will be subject to disciplinary action up to and including termination.