Plan and Spec Sales Professional

About Us We offer comprehensive HVAC, building automation system, facilities, and energy solutions. From design to delivery, our solutions are tailored to the needs of high-profile organizations in commercial buildings, data centers, industrial facilities, and mission critical sites. Job Summary 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 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. Job Title Plan & Spec Sales Professional Location Atlanta, GA or Charlotte, NC. Requires travel throughout the region. Other southeast offices may 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 manages the full sales lifecycle from plan identification and estimating through bid submission and closure, providing 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 understand project scope and system requirements. Specification Influence (V/E): Identify opportunities to introduce or substitute control products into specifications, even if not originally listed, through effective technical consultation and value engineering with consulting engineers. Estimating & Proposal Development: Use internal estimating tools to accurately cost and develop compliant proposals for projects and new automation opportunities. Operational Alignment: Work closely with Operations (Project Managers and Field Service Supervisors) to validate scope, estimate labor costs, and ensure proposed solutions 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 (e.g., Distech, Schneider) to leverage channel resources and influence specification decisions. Value Articulation: Effectively articulate the financial and operational value of the BAS solution to technical and financial buyers. Negotiation & Closure: Manage the bid process, negotiate contract terms, and close deals efficiently. Pipeline Management: Prospect for new customers and opportunities, maintaining accurate CRM data. Technology Utilization: Leverage modern sales and productivity tools, including Generative AI, to optimize research, content drafting, and proposal customization, maximizing efficiency and lead volume. Key Performance Indicators (KPIs) Pipeline Generation and Management: Consistently meet or exceed prospecting and opportunity creation targets. Contract Negotiation and Closure: Maintain healthy margins while overcoming pricing objections and closing deals efficiently. Technical Value Proposition and Specification Adoption: Articulate the financial and operational value of a BAS solution to technical and financial buyers, leading to successful specification placement. Required Skills and Qualifications 0–5 years of progressive technical sales experience, preferably in HVAC, building automation, or commercial construction. Ability to read and interpret mechanical blueprints, plans, and specifications. Experience with estimating tools and developing detailed, professional proposals. Proficiency in Microsoft Office and strong general computer skills; familiarity or aptitude for modern productivity tools, including generative AI, is highly valued. Consistent track record of meeting or exceeding prospects and opportunity creation targets (pipeline generation & management). Strong verbal and written communication skills with the ability to articulate technical value propositions. Basic familiarity with project management principles, including bid timeline management and coordination. Strong knowledge of major control products and systems (e.g., Tridium N4, Schneider, Carrier, Trane, Distech, Johnson Controls, Honeywell). Commitment to a safety‑first culture and adherence to all company safety standards and procedures. Alignment with EMCOR’s core values and culture. Travel: 50%. What You Can Expect From EMCOR Services Aircond Health Insurance: Four plans available with Rx coverage. Health Savings Account (HSA) and Flexible Spending Accounts (FSA) options. Dental Insurance: Two plans available. 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. Commitment to Safety EMCOR Services Aircond commits to conducting all business activities responsibly, free from recognized hazards and in respect of the environment, health, and safety of employees, customers, suppliers, partners, and community neighbors. The company will provide training, protective equipment, and a safe workplace. Safety is an individual responsibility. Equal Opportunity Employer EMCOR Services Aircond is an Equal Opportunity Employer. Veterans, individuals with disabilities, and diverse backgrounds are encouraged to apply. We affirm our Commitment to Inclusive Hiring and comply with affirmative action policies. #J-18808-Ljbffr EMCOR Services Aircond