Job Summary:
The Sales Engineer is responsible for developing and maintaining long-term customer relationships while maximizing account penetration and customer retention across contractor, consulting engineer, and architect accounts. This role combines technical expertise with strategic sales execution to identify opportunities, influence system design decisions, and deliver tailored HVAC solutions that meet client needs. The Sales Engineer collaborates closely with internal teams to ensure accurate equipment selection, competitive pricing, and seamless project execution from design through completion.
Duties and Responsibilities:
- Uses account management process to identify key customers and to develop specific action plans to grow identified accounts.
- Identifies potential opportunities with existing and new customers.
- Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
- Develops relationships with multiple buying influences in the customer’s organization.
- Gathers and validates preliminary information and performs facility walk-through, construction plan review or other requirements.
- Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements.
- Develops, evaluates, and discusses possible solutions with customer.
- Develops preliminary project fulfillment schedule.
- Responsible for project takeoff, selection, pricing, and integration of equipment, controls, and services.
- Responsible for the preparation and review of the proposal.
- Validates the preliminary proposal with customer.
- Determines proposal price and selling strategy.
- Reviews and compares contract terms and conditions with Critical System contract standards.
- Presents the proposal and negotiates price, terms, and conditions with customer.
- 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.
- Determines needs, 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 activity reports and annual forecasts.
- Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations.
- Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
- Coordinates with consulting engineers in writing project specifications.
- Coordinates with Application Engineers in the interpretation of specifications and preparation of proposals.
Required Qualifications:
- U.S. Citizenship or Permanent Resident (Green Card holder)
- Bachelor’s degree in Electrical/Mechanical Engineering, Construction or Engineering Technology, or other related areas and 5+ years of field sales experience, or equivalent, preferred.
- 5-10 years HVAC experience
- Well developed sales skills
- Excellent oral/written communication skills
- Well developed presentation skills
- Excellent customer relations skills
- Has a competitive nature with a tenacious will to win.
- Marketing & market planning knowledge
- In-depth knowledge of target market industries
- Ability to travel at least 20% of the time
- Ability to function independently and deliver results
Benefits at Critical Systems LLC:
- Medical, Dental, and Vision Insurance
- 401(k) with matching and profit sharing
- Generous Paid Time Off (PTO)
- Competitive salary with performance-based incentives
- Opportunities for professional development and continuous learning
- Collaborative, growth-oriented team culture
- Employee Assistance Program
Critical Systems LLC is an Equal Opportunity Employer
