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S.M. Lawrence has been doing it right for nearly 100 years. Our foundation of uncompromising integrity, unequaled service and effective project management has led us to where we are today. We are always searching for new and talented people who share our values and are dedicated to the continued success of this company. Position SummaryAs a sales professional, you will be working with customers in commercial settings to provide mechanical maintenance service solutions. This will be accomplished through relationship building, prospecting and new business development efforts in a specified territory. Principal Duties and Responsibilities:
Business to business (B2B) sales and prospecting to identify new customers within commercial and industrial settings including healthcare, education, government, manufacturing, distribution, etc.
Ability to sell services and position service benefits to win contracts.
Develop, implement, and maintain effective sales plans across assigned territory to qualify and source new business opportunities to ultimately increase market penetration and fill sales pipelines.
Develop and maintain strong business relationships and sales pipeline for mechanical preventive maintenance services.
Utilize a consultative sales approach to conduct sales calls with key decision makers to include facility engineers, plant managers, maintenance supervisors, general contractors, engineers, architects, and owner/developers to position the company as a premier Mechanical Service Provider.
Schedule and conduct discovery meetings within target business segments to uncover customer goals and provide tailored programs to meet customer goals.
Proactively prepare for customer meetings by setting clear objectives, allocating time to ask pertinent questions, defining action items, and set follow up steps and deliverables.
Review and qualify sales opportunities to determine priority and decision to pursuit utilizing company go / no-go processes with key leadership teams.
Perform onsite review of current mechanical equipment for needs analysis of potential customers and develop solutions to meet customer's needs.
Develop preventative maintenance agreement price estimates for customer reviews.
Travel within a specified territory to meet with target customers for new business development.
Attend and participate in association events, trade shows and other client-related events to engage with decision makers for new business opportunities.
Continuously evaluate target market sectors and stay up to date on trends; becoming informed of opportunities prior to becoming public knowledge.
Use Microsoft 365 and Northboundry software to track sales activity.
Perform other related duties or special projects, as assigned.
Education, Training, Licenses and/or Certifications
Minimum of 2 years of business to business (B2B) sales experience to include prospecting, lead generation, appointment setting and leadership of sales presentations.
Prior sales experience working within the construction or mechanical service industry a strong plus – inclusive of subcontractors, general contractors, and equipment maintenance / retrofit providers.
Prior specialized sales training – Sandler Sales Training, Miller Heiman or similar training preferred.
Bachelor’s degree or Associate’s degree preferred
OSHA 10 hour preferred.
Proficiency in Microsoft Office and other document management software
Additional Requirements
Proactive, goal-oriented sales professional with discipline to work independently is required.
Complies and promotes company Safety Policy
Effective time management skills to support multiple projects and multi-task in a fast-paced environment.
Ability to influence decisions at all levels in an organization (peers, customers, partners within and outside of the company).
Respond effectively to customer requests, resolve critical issues, and meet all commitments in a timely manner.
Initiative; self-motivated (driven), self-starter.
Excellent communication and customer services skills.
Professional demeanor and positive, caring attitude.
Ability to stand, climb, squat, bend, stoop and comfortably lift up to 50 lbs.
Ability to pass a full background screening and drug screening.
Ability to pass MVR check, if applicable
Ability to travel, as needed, for projects.
The above job description covers the principle duties and responsibilities of this job. However, this job description should not be construed to be a complete listing of all miscellaneous, incidental, or other duties which may be required.
Benefits:
Medical, Dental, Vision Insurance
401 (k) Match
Life and Disability Insurance
Paid Vacation and Holidays
Flexible Spending Accounts
Employee Assistance Programs
