DDC Project Sales Representative

DDC Project Sales Representative

An innovation leader in energy management solutions, CMS Controls provides unique building management technologies and services that optimize energy efficiency and comfort in buildings, while reducing operating costs. The company serves multiple market segments through its multi-state business divisions and service offices. CMS Controls is a division of Piedmont Service Group, LLC, a Service Logic Company.

The DDC Project Sales Representative (DDC PSR) is responsible for leading the company's efforts to develop new customer relationships and maintain and expand the existing customer base within assigned geographic territories, vertical markets, and strategic accounts. The DDC PSR develops sales within assigned markets by building productive relationships with existing and new customers, establishing strategic partnerships, and strengthening customer loyalty to the organization. The DDC PSR wins, maintains, and expands relationships within assigned markets and is responsible for achieving sales, profitability, and new customer development objectives. The DDC PSR represents the full range of CMS Controls offerings and services to assigned customers, while potentially focusing on solution sets that best fit specific vertical markets. While primarily responsible for developing CMS Controls' building automation business, the DDC PSR operates as part of the broader Piedmont Service Group (PSG) sales organization and is expected to collaborate across divisions to identify opportunities, coordinate customer strategies, share relevant customer intelligence, and bring the appropriate capabilities of the organization to the customer. The DDC PSR reports directly to the Business Development Manager (BDM).

Key Responsibilities:

• Identify and develop relationships with Consulting Engineering firms, general and mechanical contractors, end-users, existing customers, and other key industry partners within assigned territories, vertical markets, and strategic accounts. Establish productive, professional relationships with key personnel in new and existing Client accounts.
• Work with assigned Clients to understand their Energy Management and Building Management System needs and develop solutions that address their operational and business objectives. Understand upcoming capital projects, renovations, upgrades, and long-term facility needs and identify where CMS Controls can provide value.
• Work within the assigned markets to grow the business interests of CMS Controls by attending association meetings and conferences, making introductions with key personnel.
• Work with Consulting Engineers to stay current on upcoming projects, provide technical and budgetary support where appropriate, and help position CMS Controls and its product solutions for future opportunities.
• Work with mechanical and general contractors to build productive relationships and support upcoming plan-and-specification, negotiated, design-build, and budgeting opportunities. Assist in developing or modifying project budgets and solutions that meet the goals and requirements of the project plans and specifications.
• Collaborate proactively with Piedmont Service Group/Climate Systems Project Sales Representatives (PSRs) and other sales resources across the organization to identify cross-divisional opportunities, coordinate customer strategies, share relevant customer intelligence, and bring the appropriate PSG and CMS Controls capabilities to each opportunity.
• Meet assigned targets for profitable sales volume and strategic objectives within assigned Client markets, territories, and accounts
• Proactively work with the BDM in the business forecasting process to track leads, opportunities, and critical milestones associated with customer and market relationships. Maintain accurate CRM and internal tracking information for opportunities developed and assigned
• Proactively work with the BDM to review pricing and scopes for plan-and-specification and other significant project opportunities prior to bid or proposal date
• Work with in-house energy engineers to develop Return on Investment (ROI) and Utility Rebate Strategies for customers where applicable
• Review and develop a strong working knowledge of the plans and specifications provided for assigned projects to provide Clients with accurate pricing, takeoffs, and scopes for project implementation
• Provide the CMS Controls Operations Team with a complete understanding of project-specific provisions through a detailed Sales-to-Operations Turnover process once a project is sold
• Proactively assess, clarify, and validate Client needs on an ongoing basis
• Promote CMS Controls within assigned markets, including working with Consulting Engineers to have CMS Controls product lines and solutions specified on projects
• Maintain accurate tracking of leads and opportunities utilizing the CRM (Salesforce)

Accountabilities and Performance Measures:

• Achieve assigned sales quota in designated market areas
• Meet expectations for profitability
• Maintain high Client satisfaction ratings that meet company standards
• Meet ongoing training and development objectives
• Ability to communicate at all levels within the organization, from the Operations team, to the sales team and the field technicians
• The potential to assume positions of greater impact and complexity over time is required
• A mindset that balances both strategy and innovation with direct and successful execution is critical
• Earn a reputation for utilizing innovative approaches in complex markets, ultimately executing for revenue and market share growth
• Accurately and regularly keep track of market trends and adjustments that may need to be made within the Organization to meet those adjustments
• Maintain all necessary CRM and funnel updates for use by the BDM and General Manager

Requirements:

Background Requirements:

• Bachelor's degree in Business, Engineering, Construction Management, or a related field preferred; equivalent relevant industry experience will be considered
• Minimum of 3 years of HVAC and/or Building Automation System direct-to-customer sales and estimating experience in a business-to-business environment
• Strong technical understanding of HVAC systems, controls applications, and Building Automation/Building Management Systems (BAS/BMS), with the ability to translate technical requirements into customer-focused solutions
• Exceptional written, oral communication and presentation skills
• Ability to multi-task, balance and prioritize multiple customers, projects and vendors at any given time as required to meet internal and external customer demands
• Personal computer proficiency and excels in MS Office Applications
• Efficient at reading and understanding plans and specifications, including providing takeoffs of controls and associated equipment utilizing Excel or web-based estimating toolsets
• Extensive experience and capability to speak "up and down" the construction cycle (owners, engineering firms, mechanical contractors, general contractors, etc.)

Job Requirements and Working Conditions:

• This position requires some travel. The employee must hold a valid driver's license.
• Ability to travel as required for customer meetings, training, conferences, and company events. A valid passport may be required based on training or business travel needs
• This position requires the employee to work in the office as necessary to estimate and propose projects and work along with the Sales Team and Operations. Work outside of the office will be done as needed for meetings with Clients.

Compensation:

• Base salary and Quarterly Sales Commission Plan
• Vehicle Reimbursement Program
• Phone Reimbursement

Benefits:

• Medical, Dental and Vision
• Life and AD&D Insurance
• Short and Long Term Disability
• 401K/Profit Sharing
• Paid Time Off and Holidays

Why work for CMS Controls?

• Dynamic workplace and fast growing privately held company
• Team approach and support within sales organization
• Fun atmosphere with employees that care
• Continuous professional development program
• Competitive salary and extensive benefits, including health insurances, short term and long term disability, dental insurance and 401K program with matching provided
• 3 weeks of Paid Time Off from year one

CMS Controls is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender identity, sexual orientation, national origin, disability, or status as a protected veteran.