Sales Engineer

Pacific Coast Trane is the San Francisco district office representing the Trane Company that manufactures, manages and services HVAC equipment systems and controls.

We are currently seeking a Sales Engineer to join our Service Sales team in Sunnyvale, CA.

This person will be responsible for developing long-term customer relationships and maximizing account penetration and customer retention with building owner accounts with a focus on mechanical service, maintenance, repair and replacement of mechanical equipment and systems.

WORKPLACE TYPE: In person

Essential Duties and Responsibilities

Provides knowledge and consultation in the form of developing HVAC equipment and system related solutions for the customer’s problems, including financial and performance-based considerations. Utilizes an account management process to identify key customers and to develop specific action plans to grow identified accounts. Consistently ascertains customer needs and current market opportunities. Assembles and coordinates acquisition team as needed for customers and projects. Identifies potential opportunities with existing and new customers. Converts leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process. Develops multiple relationships with buying influences in the customer’s organization, including facility manager, project managers, project engineers, and purchasing. 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 reports and annual forecasts. Maintains an acceptable rate of business acquisition. Provides quotes for service repairs, change outs, IAQ, and energy solutions including quotes for time and material as well as fixed price services. Contacts responsible parties for purposes of securing renewal of service contracts. Prepares and submits required management activity reports. Collects project data and compares to the office’s capabilities. Gathers or validates preliminary information and performs facility walk-through to determine level of opportunity. Develops, evaluates, and discusses possible solutions with customer. Estimates project by analyzing and integrating equipment, controls, subcontractors, and services for each project using Trane business systems. Develops preliminary project fulfillment schedule. Prepares and finalizes preliminary/final proposal. Enters customer/project information into business systems. Validates the preliminary proposal with customer. Determines proposal price and selling strategy. Prepares, negotiates, and reviews agreement/project scope. Presents/reviews proposal and/or contract with all buying influences negotiating scope of agreement/project. 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. Assists customers in answering technical questions on HVAC systems, Trane Products, and relevant industry Flexibility to work outside normal work hours, as required. Skills & Qualifications

Bachelor’s degree in engineering or business, plus completion of the Trane graduate training course; 3–5 years in a Trane sales role (or equivalent combination of education and experience) Working knowledge of HVAC systems, service agreements, and Microsoft Office Able to interpret contracts, technical documents, and regulations; write reports and business correspondence; and present confidently to managers, clients, and groups Comfortable calculating discounts, commissions, percentages, and measurements; applies basic algebra and geometry Defines problems, gathers data, and draws sound conclusions; interprets technical instructions, diagrams, and multiple variables Valid Driver’s License, Proof of personal insurance

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. The employee is occasionally required to stand; walk and reach with hands and arms. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, peripheral vision, depth perception and ability to adjust focus.

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 moderate.

We offer a competitive salary in the range of $90,000 – $120,000, based on experience and location. We are committed to equal opportunity in employment. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, disability, veteran status, pregnancy, or any other legally protected status.

We work with a limited number of approved external recruiting partners on select positions only. If you are not under contract with Pacific Coast Trane, please do not contact us regarding this posting.