BCMS Sales Representative

Position: Building Management Control Systems Sales and Business Development

Location: Houston area

Summary Statement

Sales and Business Development positions range from entry level to advanced senior assignments of digital energy management and advanced Building Management Control Systems and Services. This is an outside sales position with a focus on new construction projects, existing building upgrades, modernization retrofits and replacement services of HVAC digital control systems. Candidates may sell single building solutions, multi-building enterprise systems and integrated technology solutions including life safety, security, lighting, distributed building technologies, audio visual products, networked communications and structured cabling. This position targets large commercial, institutional, military, industrial and large multi-family facilities. Sales focus is on new customer acquisition, existing client account management and securing long-term trading relationships. This position works closely with the company engineering department, project managers, and installation groups to prepare profitable and technically sound proposals and solutions.

Typical Duties and Responsibilities

This position reports to the BMCS Sales Director / VP of Sales or designated manager.

This position generates customer and project leads by calling on construction trade participants, including mechanical and general contractors, engineering consultants, developers, project management firms, institutional accounts like schools, colleges & universities, government entities, manufacturing, logistics and utility accounts. The position qualifies, selects target sales opportunities and prepares estimates and proposal quotations in response to either published plans and specifications or by authoring a response to a request for proposals. The position also initiates voluntary negotiated proposals to new or existing customers for BMCS expansions and upgrades.

The employee must have or gain a thorough and fundamental understanding of our company product offerings, business expertise and service solutions and to understand the functional differences of our competitors’ technologies and market positioning. Upon making a sale, the position must coordinate an effective handover to our operations and engineering teams for project execution. With long duration, complex projects, the incumbent should be involved in re-pricing and change-order management. If there are significant scope or project disruption issues, the incumbent should be part of the customer inquiry and contract modifications.

The effectiveness of this position is measured by the degree to which the incumbent meets or exceeds individual sales, margin and profit objectives. Annual sales objectives will vary depending upon prior experience and tenure in the position. Quotas range between $2M and $5M per year, depending upon candidate credentials and prior experience.

Incumbent should be a mechanically oriented, computer savvy person, who has a thorough understanding of HVAC systems, control systems, building automation, electrical systems, energy management, and network inter-operability. Good interpersonal relations, good written and oral communications skills, and reliability are mandatory. The candidate must be able to work in a team-oriented professional environment. Public speaking skills will be called upon for training and informational meetings with consulting engineers, customers and at professional gatherings. C-level and board presentation skills form an essential part of the job profile. Weekly team meetings. This position will provide periodic sales, revenue and margin forecasts to the general manager.

Principal Accountabilities

• Meet or exceed BMCS sales and profit quotas ($2M in Year 1, scaling to $3M–$5M per year).

• Effectively network with company security and service sales team personnel and assist with multi-disciplinary solution sales.

• Develop and maintain productive working relationships with customers and co-workers by projecting a positive image and through exercising skill in interpersonal relations.

• Gain customer’s confidence in the Company by displaying technical and professional sales competence helping to ensure customer satisfaction.

• Remain current on specifications and contract requirements which affect the execution of the Company’s obligations.

• Increase technical and sales knowledge and skills by enrolling and participating in industry and sales related training.

Experience Requirements

• Two or more years of experience selling HVAC BMCS to engineers, mechanical, electrical or general contractors.

• Two or more years selling commercial products to the construction industry or institutional accounts.

• An understanding of designing, engineering, installing or servicing BMCS systems.

• Preference given to degreed candidates (Mechanical Engineering preferred).

Company Offering

• Competitive base salary range starting at $100,000 per year, negotiable based on experience

• Plus earned incentive bonus structure, paid quarterly (split 50% at booking, 50% upon job finalization)

• 10 paid holidays plus 15 days combined vacation / PTO / sick leave (experientially based, with rollover and buyout options)

• Comprehensive benefits including health, vision, dental, life, STD, LTD insurance (eligible 1st of the month following 30 days of employment)

• Company sponsored 401(k) with 50% company match

• Company car or auto allowance with gas card, toll pass, company-paid auto insurance, and wreck repair coverage

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