Solutions Sales Consultant

JOB SUMMARY:
The Solutions Sales Consultant is the company’s primary resource for developing new customer business and for expanding Operations business with existing customers. This new sales role at GSA differs from the Sales Engineering role in that the Solutions Sales Consultant will not have primary responsibilities for project takeoff and estimating nor will this position be responsible for service or parts and pieces sales.

Success in this position demands highly developed skills in a diversity of disciplines— prospecting, lead generation, consultative selling, customer needs assessment, personal drive, proposal preparation/presentation, contract negotiations, risk analysis/management, and other sales activities related to the building controls contracting industry. This position will also be called upon to perform sales presentations including WebCTRL system demonstrations and be able to illustrate the WebCTRL benefits and areas of differentiation from our competition.

This position will have a complimentary estimator/inside sales position that is responsible to support the sales Consultant for technical presentations, project site visits/site surveys, preliminary system design and takeoff as well as the primary responsibility for project estimating. The sales rep will be the main customer/prospect contact and will set up project visits, demonstrations and be responsible for scheduling with the customer/prospect as well as the primary data entry person for the Company’s Salesforce CRM data.

ESSENTIAL JOB FUNCTIONS:

• Qualify and develop relationships with new long-term end-user customers (Owners) through consultative, value added selling, design-build contracting and other partnering relationships.
• Expand the company’s business penetration with assigned existing end-user customers.
• Become the customer’s single point of contact for all operations sales needs including new buildings, additions, renovations, point adds and, in some cases, system upgrades.
• Develop relationships with architects, engineers and contractors to gain respect and influence in favor of company products and services.
• Negotiate preliminary contract terms and conditions and close business in accordance with established company standards.
• Schedule pre-bid site surveys with assigned Company Estimator and any appropriate additional personnel needed on complex renovation projects or out of the ordinary or fast paced/high risk type projects.
• Prepare and present professional proposals when appropriate. Offer value engineering suggestions to help customers meet budget goals.
• Log and save all project documents on Company Server as well and maintain upto-date information on sales processes and status in the Company CRM software.
• Attain booking and gross margin goals for new end-user customer markets and for assigned existing customer base.
• Be able to conduct sales-to-operations meeting turnovers to setup the Area Manager and Project Engineer with the appropriate customer information, project plans, specifications, contractor contact information and communicate the complexities and risks associated with the project that is being booked and turned over to the Operations Department for completion.

ADDTIONAL RESPONSIBILITIES:

• Review the project estimate with the Estimator and review the completed and final numbers and associated risks and nuances of the job with the Management Team to ensure we have all capabilities and licensing required as well as needed manpower withing the timeframe to successfully complete the project with the published and expected scheduling deadline.
• Demonstrate teamwork with assigned personnel consisting of Operations Manager, Area Manager, Estimator and Company Installation and Startup Teams.
• In collaboration with the Estimator and our Automated Logic Solutions Consultant, write project specifications that satisfy customer needs and focus on company product strengths.
• Work with the Mechanical Engineers within your geographic sales territory to specify company products as well as assist them with specification writing when possible and influence them to flat specify Automated Logic and Gulf States Automation when feasible. If flat specifying is not possible, will the Owner and/or Engineer include a base bid-GSA/ALC potential with Alternate options for other manufacturers? (This provides the Customer/Owner with the ability to control who they get and how much they pay versus that decision
  resting with any contractor and whatever deals he/she may make that will affect the Owner/Operator for decades to come)
• Create and perform product demonstrations tailored for targeted customers, participate in market segment trade shows and execute any assigned marketing campaigns.
• Maintain current knowledge base on Automated Logic and competitive product and service offerings.
• Be able to differentiate WebCTRL and its inherent benefits versus major competitors as well as give and “elevator” speech on “what you do”.

QUALIFICATIONS (KNOWLEDGE, SKILLS, ABILITIES, EXPERIENCE):

• High School graduate, plus post High School studies. Ideally direct sales experience in construction related industries, HVAC, controls or business-to-business.
• Knowledgeable in construction contracting industry practices with specific emphasis in mechanical and electrical fields.
• Knowledgeable in DDC control theory and applications pertaining to the building industry.
• Knowledge of computer networking technology used in the application of company products.
• Skilled in use of personal computers with Microsoft Windows or the equivalents used by company and applications and support software used by company.
• Able to transport, set up and disassemble company demonstration equipment at customer sites and trade shows.
• This involves backdrop display boards, personal computers, monitors and other computer peripherals in units weighing up to 25 pounds.
• Able to visit job construction hard hat areas, climb stairways; maneuver in and around pipe work and air ducts and work safely in close proximity to exposed line voltage and low voltage wiring and terminations.
• Possesses valid state motor vehicle license and possess safe driving record as required by the company’s insurance company.
• Participates in and supports the company’s drug free workplace program.

ESSENTIAL SOFT SKILLS:

• Interaction and Versatility: Able to modify one’s own behavioral style to respond to the needs of others; exhibit empathy for others; communicate with others in a warm and helpful manner while building credibility and rapport; open-minded.
• Communications: Able to clearly present information through the spoken and written word; influence or persuade others through oral presentation in positive or negative circumstances; listen well; effectively present ideas and document activities.
• Goal Setting and Commitment to Task: Able to define realistic, specific goals and objectives for self development and sales territory growth; to prioritize objectives; exhibit high sense of motivation and sense of urgency to reach goals; willing to do what is required to succeed.
• Confidence and Resilience: Maturely express feelings and opinions; High self-esteem; Manage disagreements constructively; Need to do business is greater than the need to be liked; Able to overcome setbacks and personal rejection; Doesn’t get emotionally involved in the selling process.
• Behavior: Conducts oneself in a professional manner consistent with the values set forth in the Company Mission Statement (see below).

Mission Statement
At Gulf States Automation, our mission is to build lasting relationships through exceptional service and to empower our customers through innovative building automation solutions.

Core Values
Our unwavering commitment to this mission is guided by these fundamental principles.

• Respect – Treat each other, our customers, and our community members kindly and respectfully. We strive to apply the Golden Rule…always.
• Ownership – Empower team members to take bold action for customers and fellow team members. We encourage confident decision-making.
• Teamwork – Encourage collaboration, mutual respect, and collective responsibility in achieving common objectives. We endeavor to be dynamic team members.
• Balance – Inspire team members to thrive personally and professionally by fostering a harmonious work-life balance. We recognize the importance of healthy boundaries.
• Improvement – Strive for excellence with the understanding that improvement in every task and every responsibility is an ongoing goal. We promote growth and development.
• Dependability – Demonstrate integrity and accountability through actions and words. We will honor commitments and take responsibility for actions and outcomes…no excuses.

Tagged as: sales