Critical Systems

Sales Engineer

• The Sales Engineer is responsible for developing and maintaining long-term customer relationships
• Maximizing account penetration and customer retention across contractor, consulting engineer, and architect accounts
• Combining technical expertise with strategic sales execution to identify opportunities, influence system design decisions, and deliver tailored HVAC solutions
• Collaborating closely with internal teams to ensure accurate equipment selection, competitive pricing, and seamless project execution from design through completion
• Using account management process to identify key customers and to develop specific action plans to grow identified accounts
• Identifying potential opportunities with existing and new customers
• Converting 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
• Developing relationships with multiple buying influences in the customer’s organization
• Gathering and validating preliminary information and performing facility walk-through, construction plan review or other requirements
• Determining project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements
• Developing, evaluating, and discussing possible solutions with customer
• Developing preliminary project fulfillment schedule
• Responsible for project takeoff, selection, pricing, and integration of equipment, controls, and services
• Responsible for the preparation and review of the proposal
• Validating the preliminary proposal with customer
• Determining proposal price and selling strategy
• Reviewing and comparing contract terms and conditions with Critical System contract standards
• Presenting the proposal and negotiating price, terms, and conditions with customer
• Following up with buying influences
• Preparing transition documents and communicating project readiness for assignment to operations team
• Resolving major deviations from scope with team after Project Scope Validation
• Determining needs, developing and executing an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership
• Providing total account business activity reports and annual forecasts
• Providing knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations
• Consistently ascertaining customer needs and current market opportunities
• Assembling, coordinating and interacting with sales team as needed for customer penetration and project acquisition
• Coordinating with consulting engineers in writing project specifications
• Coordinating with Application Engineers in the interpretation of specifications and preparation of proposals