Plan and Spec Sales Professional

Plan & Spec Sales Professional

EMCOR 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.

This role can sit in either the Atlanta, GA or Charlotte, NC 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.

Role Summary

The 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 EMCOR's core values and culture.

Key Responsibilities

• Plan & Specification Analysis: Read and interpret mechanical blueprints, plans, and specifications to fully understand project scope and system requirements.
• Specification Influence (V/E): 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.
• Estimating & Proposal Development: Utilize internal estimating tools to accurately cost and develop comprehensive, compliant proposals for projects and new automation opportunities.
• Operational Alignment: 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.
• Targeted Prospecting: Identify and target engineers, general contractors, and mechanical contractors to drive specification adoption and bid inclusion.
• Channel Partnership: Partner with controls product distributors for manufacturers like Distech and Schneider to leverage channel resources and influence specification decisions.
• Value Articulation: Effectively articulate the financial and operational value of the BAS solution to both technical and financial buyers.
• Negotiation & Closure: Manage the bid process, negotiate contract terms, and efficiently close deals.
• Pipeline Management: Proactively prospect for new customers and opportunities and maintain accurate CRM data.
• Technology Utilization: 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.

Key Performance Indicators (KPIs)

Performance in this role will be measured primarily in the following three metrics, aligning with the company's growth strategy:

• Pipeline Generation and Management: Consistently meeting or exceeding targets for prospecting and opportunity creation.
• Contract Negotiation and Closure: Maintaining healthy margins during the negotiation process; effectively overcoming pricing objections and closing deals efficiently.
• Technical Value Proposition and Specification Adoption: Ability to articulate the financial and operational value of a BAS solution to both technical and financial buyers, resulting in successful specification placement.

Required Skills and Qualifications

• A minimum of 0-5 years of progressive experience in technical sales, preferably within the HVAC, building automation, or commercial construction industry.
• Demonstrated ability to read and interpret mechanical blueprints, plans, and technical specifications.
• Experience or strong aptitude for using estimating tools and developing detailed, professional proposals.
• Proficiency 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.
• Proven ability to consistently meet or exceed targets for prospecting and opportunity creation (Pipeline Generation & Management).
• Strong verbal and written communication skills and the ability to articulate a technical value proposition.
• Basic familiarity with project management principles, including managing bid timelines and coordination.
• Strong knowledge of major control products and systems (e.g., Tridium N4, Schneider, Carrier, Trane, Distech, Johnson Controls, and Honeywell).
• A strong, unwavering commitment to a safety-first culture and adherence to all company safety standards and procedures.
• Must embody EMCOR's core values and culture.
• Travel: 50%

What you can expect from EMCOR Services Aircond:

• Health Insurance: 4 plans available to choose from with Rx coverage
• Heath Saving Account (HSA) and Flexible Spending Accounts (FSA) options available
• Dental insurance: 2 plans available to choose from
• Vision insurance
• 401(k) with Employer Match
• Employee referral incentives
• Employee Assistance Program (EAP)
• Competitive PTO, 8 paid holidays, 1 paid floating holiday
• Weekly Pay

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 EMCOR's normal application process it is probably fraudulent.