Sales Engineer - Applied
At Trane TechnologiesTM and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, and transportation that challenge what’s possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.
Location: Shah Alam
Scope of Works:
- Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations
- Utilizes 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, including project managers, project engineers, construction, purchasing, and accounts payable.
- 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 take-off, 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 Trane 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
- Consistently ascertains customer needs and current market opportunities.
- Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
- Estimates project by analyzing and integrating equipment, controls, subcontractors, and services for each project using Trane business systems.
- Regularly update Market Coverage System on found/bid/win jobs
· Learning agility, strong communication skills at all levels, disciplined, result oriented and integrity are critical competencies and values required.
Requirement:
· Bachelor's degree in mechanical engineering
· Has existing dealings with general contractors or industrial end users
· Ability to read, analyze, and interpret engineering documents.
· Able to solve complex problems. Integrates and interprets data from diverse sources to find solutions
· Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.