Plan and Spec Sales Professional
EMCOR Group, Charlotte, North Carolina, United States, 28202
divh2Plan
Spec Sales Professional/h2pEMCOR Services Aircond is a leading commercial and industrial heating, ventilating, and air-conditioning (HVAC) service company in the Southeast. For more than 87 years, Aircond has designed and delivered comprehensive HVAC solutions to businesses seeking to enhance their productivity and efficiency. Today, Aircond delivers a full spectrum of facility services to single and multi-site clients, from HVAC service to complete operations and maintenance solutions./ppThis role can sit in either the Charlotte, NC or Atlanta, GA office and requires travel throughout the region. Other offices in the southeast will be considered but will require more frequent travel to either Charlotte or Atlanta./ph3Role Summary/h3pThe Plan
Spec Sales Professional is a key driver of sales growth within the new construction and retrofit specification market in the Georgia territory. This individual is responsible for proactively managing the sales lifecycle from plan identification and estimating through bid submission and closure. A critical part of this role is the technical interpretation of project documents, fostering relationships with key players, and ensuring adherence to EMCORs core values and culture./ph3Key Responsibilities/h3ullistrongPlan
Specification Analysis:/strong Read and interpret mechanical blueprints, plans, and specifications to fully understand project scope and system requirements./lilistrongSpecification Influence (V/E):/strong Proactively identify opportunities to introduce or substitute one of our control products into the specification, even if not originally listed, through effective technical consultation and value engineering with consulting engineers./lilistrongEstimating
Proposal Development:/strong Utilize internal estimating tools to accurately cost and develop comprehensive, compliant proposals for projects and new automation opportunities./lilistrongOperational Alignment:/strong Work closely with the Operations team (including Project Managers and Field Service Supervisors) to validate project scope, estimate labor costs, and ensure the proposed solution can be executed profitably and on schedule./lilistrongTargeted Prospecting:/strong Identify and target engineers, general contractors, and mechanical contractors to drive specification adoption and bid inclusion./lilistrongChannel Partnership:/strong Partner with controls product distributors for manufacturers like Distech and Schneider to leverage channel resources and influence specification decisions./lilistrongValue Articulation:/strong Effectively articulate the financial and operational value of the BAS solution to both technical and financial buyers./lilistrongNegotiation
Closure:/strong Manage the bid process, negotiate contract terms, and efficiently close deals./lilistrongPipeline Management:/strong Proactively prospect for new customers and opportunities and maintain accurate CRM data./lilistrongTechnology Utilization:/strong Proactively leverage modern sales and productivity tools, including Generative AI, to optimize time spent on market research, content drafting, and proposal customization, thereby maximizing efficiency and lead volume./li/ulh3Key Performance Indicators (KPIs)/h3pPerformance in this role will be measured primarily in the following three metrics, aligning with the companys growth strategy:/pullistrongPipeline Generation and Management:/strong Consistently meeting or exceeding targets for prospecting and opportunity creation./lilistrongContract Negotiation and Closure:/strong Maintaining healthy margins during the negotiation process; effectively overcoming pricing objections and closing deals efficiently./lilistrongTechnical Value Proposition and Specification Adoption:/strong Ability to articulate the financial and operational value of a BAS solution to both technical and financial buyers, resulting in successful specification placement./li/ulh3Required Skills and Qualifications/h3ulliA minimum of strong0-5 years of progressive experience/strong in technical sales, preferably within the HVAC, building automation, or commercial construction industry./liliDemonstrated ability to read and interpret mechanical blueprints, plans, and technical specifications./liliExperience or strong aptitude for using estimating tools and developing detailed, professional proposals./liliProficiency with Microsoft Office products and strong general computer skills are required. Familiarity with or a strong aptitude for leveraging modern productivity tools, including generative AI applications, is highly valued./liliProven ability to consistently meet or exceed targets for prospecting and opportunity creation (Pipeline Generation
Management)./liliStrong verbal and written communication skills and the ability to articulate a technical value proposition./liliBasic familiarity with project management principles, including managing bid timelines and coordination./lilistrongStrong knowledge of major control products and systems/strong (e.g., Tridium N4, Schneider, Carrier, Trane, Distech, Johnson Controls, and Honeywell)./liliA strong, unwavering commitment to a safety-first culture and adherence to all company safety standards and procedures./liliMust embody EMCORs core values and culture./liliTravel: 50%/li/ulpWhat you can expect from EMCOR Services Aircond:/pulliHealth Insurance: 4 plans available to choose from with Rx coverage/liliHeath Saving Account (HSA) and Flexible Spending Accounts (FSA) options available/liliDental insurance: 2 plans available to choose from/liliVision insurance/lili401(k) with Employer Match/liliEmployee referral incentives/liliEmployee Assistance Program (EAP)/liliCompetitive PTO, 8 paid holidays, 1 paid floating holiday/liliWeekly Pay/li/ulpCOMMITMENT TO SAFETY It is the policy of EMCOR Services Aircond to conduct all business activities in a responsible manner, free from recognized hazards; and to respect the environment, health and safety of our employees, customers, suppliers, partners, and community neighbors. EMCOR Services Aircond is committed to providing a safe and healthy workplace. It will not be satisfied until its premises and services are free of recognized hazards, its employees, and its operations environmentally friendly. We will provide training, protective equipment, and the safest work environment possible for our employees to perform their jobs, but in the end, safety becomes an individual responsibility. We offer our employees a competitive salary and comprehensive benefits package and are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled. There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here. Please check our available positions to confirm that a post or email is genuine. EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCORs normal application process
it is probably fraudulent./ph2Equal Opportunity Employer/h2pAs a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, we offer employees a competitive salary and benefits package and we are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled/ph2Notice to Prospective Employees/h2pNotice to prospective employees: There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here. Please check our available positions to confirm that a post or email is genuine. EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCORs normal application process
it is probably fraudulent./p/div
Spec Sales Professional/h2pEMCOR Services Aircond is a leading commercial and industrial heating, ventilating, and air-conditioning (HVAC) service company in the Southeast. For more than 87 years, Aircond has designed and delivered comprehensive HVAC solutions to businesses seeking to enhance their productivity and efficiency. Today, Aircond delivers a full spectrum of facility services to single and multi-site clients, from HVAC service to complete operations and maintenance solutions./ppThis role can sit in either the Charlotte, NC or Atlanta, GA office and requires travel throughout the region. Other offices in the southeast will be considered but will require more frequent travel to either Charlotte or Atlanta./ph3Role Summary/h3pThe Plan
Spec Sales Professional is a key driver of sales growth within the new construction and retrofit specification market in the Georgia territory. This individual is responsible for proactively managing the sales lifecycle from plan identification and estimating through bid submission and closure. A critical part of this role is the technical interpretation of project documents, fostering relationships with key players, and ensuring adherence to EMCORs core values and culture./ph3Key Responsibilities/h3ullistrongPlan
Specification Analysis:/strong Read and interpret mechanical blueprints, plans, and specifications to fully understand project scope and system requirements./lilistrongSpecification Influence (V/E):/strong Proactively identify opportunities to introduce or substitute one of our control products into the specification, even if not originally listed, through effective technical consultation and value engineering with consulting engineers./lilistrongEstimating
Proposal Development:/strong Utilize internal estimating tools to accurately cost and develop comprehensive, compliant proposals for projects and new automation opportunities./lilistrongOperational Alignment:/strong Work closely with the Operations team (including Project Managers and Field Service Supervisors) to validate project scope, estimate labor costs, and ensure the proposed solution can be executed profitably and on schedule./lilistrongTargeted Prospecting:/strong Identify and target engineers, general contractors, and mechanical contractors to drive specification adoption and bid inclusion./lilistrongChannel Partnership:/strong Partner with controls product distributors for manufacturers like Distech and Schneider to leverage channel resources and influence specification decisions./lilistrongValue Articulation:/strong Effectively articulate the financial and operational value of the BAS solution to both technical and financial buyers./lilistrongNegotiation
Closure:/strong Manage the bid process, negotiate contract terms, and efficiently close deals./lilistrongPipeline Management:/strong Proactively prospect for new customers and opportunities and maintain accurate CRM data./lilistrongTechnology Utilization:/strong Proactively leverage modern sales and productivity tools, including Generative AI, to optimize time spent on market research, content drafting, and proposal customization, thereby maximizing efficiency and lead volume./li/ulh3Key Performance Indicators (KPIs)/h3pPerformance in this role will be measured primarily in the following three metrics, aligning with the companys growth strategy:/pullistrongPipeline Generation and Management:/strong Consistently meeting or exceeding targets for prospecting and opportunity creation./lilistrongContract Negotiation and Closure:/strong Maintaining healthy margins during the negotiation process; effectively overcoming pricing objections and closing deals efficiently./lilistrongTechnical Value Proposition and Specification Adoption:/strong Ability to articulate the financial and operational value of a BAS solution to both technical and financial buyers, resulting in successful specification placement./li/ulh3Required Skills and Qualifications/h3ulliA minimum of strong0-5 years of progressive experience/strong in technical sales, preferably within the HVAC, building automation, or commercial construction industry./liliDemonstrated ability to read and interpret mechanical blueprints, plans, and technical specifications./liliExperience or strong aptitude for using estimating tools and developing detailed, professional proposals./liliProficiency with Microsoft Office products and strong general computer skills are required. Familiarity with or a strong aptitude for leveraging modern productivity tools, including generative AI applications, is highly valued./liliProven ability to consistently meet or exceed targets for prospecting and opportunity creation (Pipeline Generation
Management)./liliStrong verbal and written communication skills and the ability to articulate a technical value proposition./liliBasic familiarity with project management principles, including managing bid timelines and coordination./lilistrongStrong knowledge of major control products and systems/strong (e.g., Tridium N4, Schneider, Carrier, Trane, Distech, Johnson Controls, and Honeywell)./liliA strong, unwavering commitment to a safety-first culture and adherence to all company safety standards and procedures./liliMust embody EMCORs core values and culture./liliTravel: 50%/li/ulpWhat you can expect from EMCOR Services Aircond:/pulliHealth Insurance: 4 plans available to choose from with Rx coverage/liliHeath Saving Account (HSA) and Flexible Spending Accounts (FSA) options available/liliDental insurance: 2 plans available to choose from/liliVision insurance/lili401(k) with Employer Match/liliEmployee referral incentives/liliEmployee Assistance Program (EAP)/liliCompetitive PTO, 8 paid holidays, 1 paid floating holiday/liliWeekly Pay/li/ulpCOMMITMENT TO SAFETY It is the policy of EMCOR Services Aircond to conduct all business activities in a responsible manner, free from recognized hazards; and to respect the environment, health and safety of our employees, customers, suppliers, partners, and community neighbors. EMCOR Services Aircond is committed to providing a safe and healthy workplace. It will not be satisfied until its premises and services are free of recognized hazards, its employees, and its operations environmentally friendly. We will provide training, protective equipment, and the safest work environment possible for our employees to perform their jobs, but in the end, safety becomes an individual responsibility. We offer our employees a competitive salary and comprehensive benefits package and are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled. There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here. Please check our available positions to confirm that a post or email is genuine. EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCORs normal application process
it is probably fraudulent./ph2Equal Opportunity Employer/h2pAs a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, we offer employees a competitive salary and benefits package and we are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled/ph2Notice to Prospective Employees/h2pNotice to prospective employees: There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here. Please check our available positions to confirm that a post or email is genuine. EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCORs normal application process
it is probably fraudulent./p/div