Aftermarket Sales Engineer

The Aftermarket Salesperson is responsible for developing long-term customer relationships and maximizing account coverage and customer retention with building owner and service contractor accounts. Promotes CMS products and services by providing technical solutions to the customer's business and operational needs as well as demonstrating applicable technical knowledge. Seeks to expand the depth of offerings within each account. Participates as a member of account team on key and target customers and projects.

• →Proactively pursues new client relationships with building owners throughout Washington, Oregon, and Idaho.
• →Identifies potential opportunities with existing and new customers.
• →Performs cooling tower inspections and provides recommendations for service, retrofits, or replacements as needed.
• →Develops relationships with multiple buying influences in the customer’s organization, including building owners, facilities engineers, purchasing agents, and accounts payable.
• →Builds partnering relationships with building owners (and owner representatives) responsible for the decision-making process to drive the sales of CMS offerings. Actively listens, investigates, and identifies concerns.
• →Determines project needs, constraints, and responsibilities to meet customer’s HVAC system service, maintenance, parts, and retrofit requirements.
• →Develops, evaluates, and discusses possible solutions with customer.
• →Responsible for pricing of equipment and services.
• →Responsible for the preparation and review of the proposal. Determines price and selling strategy.
• →Reviews and compares contract terms and conditions with CMS contract standards.
• →Presents the proposal and negotiates price, terms, and conditions with customer.
• →Determines customer needs, develops and executes an account specific business plan.
• →Assists in the development of CMS aftermarket sales and marketing plans and strategies. Aids in the implementation of these strategies and action plans. Provides total account business activity reports and annual forecasts.
• →Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes.
• →Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
• →Effectively writes, presents and communicates bids. Negotiates value, addresses resistance when demonstrated and closes the sale.
• →Assists customers in answering technical questions on HVAC systems, CMS products, system application alternatives, installation, operation, maintenance, and problem resolution.
• →Flexibility to work outside normal work hours, as required.
• →Becomes a technical advisor and expert to the customer.
• →Engages customers proactively to maximize aftermarket parts opportunities.
• →Is accountable to aftermarket revenue and margin performance of assigned territory.
• →Reviews technical and commercial specifications.
• →Assists with engineering scope of work and pricing confirmation for orders.
• →Collaborates with CMS team members to successfully deliver projects on time and within budget.

Associate's or Bachelor’s degree, preferably in Engineering or similar technical field. Prior sales experience preferred; or equivalent combination of education and experience.

Familiarity with HVAC systems, cooling towers, and temperature control equipment is preferred. The Aftermarket Salesperson works in a typical office environment with frequent visits to customer facilities, including outdoor work and work in mechanical/equipment rooms. Regional travel is required in the Pacific Northwest, along with occasional trips to vendor facilities nationwide.

The Aftermarket Salesperson must have exceptional written and verbal communications skills. Candidate must demonstrate the ability and willingness to communicate in a clear, concise, and diplomatic manner. Outstanding attention to detail and excellent organizational skills are critical, as are honesty and the ability to develop and maintain deep customer relationships based on trust. Candidate must be passionate about helping our customers to be successful and must continually strive to improve their understanding of our customers in order to provide first-class customer service.