Sales Team Lead

POSITION: Sales Team Lead
DEPARTMENT: Sales
CLASSIFICATION: Exempt

SUMMARY:

General Responsibilities:

The Sales Team Lead is responsible for independently managing and growing account base and achieving growth and achieving growth and gross margin projections through both personal and team sales efforts. Developing and coaching outside sales talent to the sales process in order to achieve outstanding customer and employee satisfaction and success. Regularly communicating strategies, plans and conditions to management.

Reports to: Director of Sales
Direct reports: None

Direction:

• Minimal supervision.

MAJOR RESPONSIBILITIES:

40% Promotes sales of BCS related projects and contracts.

• Develops and implements sales strategic plans to take advantage of all sales opportunities within assigned area or market.
• Leads team sales efforts with key accounts as assigned and participate on sales teams to provide best total solutions to customers.
• Conducts customer needs assessments.
• Assists customers and potential customers with problems involving the use of company products and services and recommend suitable resolutions according to their needs.
• Provides quality system and service solutions designed to meet specific customer objectives.
• Communicates building system solutions to high level account customers.
• Develops sales proposals, specifications, estimates and presentations for systems and service jobs autonomously.
• Handles various calls and inquiries from existing and prospective customers.

20% Coach, mentor, and develop sales team in both lead and support roles.

• Ensures a high level of customer service and proactive communication is upheld with internal and external customers.
• Lead, manage and coach team members. Provides clear expectations, accountability, and direction. Implements discipline and termination procedures when needed.
• Set timelines/weekly schedule for team members and assist in prioritizing their HLAs (High Leverage Activities)
• Analyzes team performance and determine areas of increased efficiency, process changes, account reassignments, etc.
• Ensures direct reports are adhering to company policy and furthering company culture in a positive direction.
• Manage and hold sales team accountable to the BCS Sales process.
• Meets with customers along with sales personnel to develop and sell projects.
• Advises department director on employment issues including employee relations, training, etc.
• Assist sales team in developing short term and long term sales plans and conducts quarterly meetings to review their sales plans.
• Responsible for ensuring operations and accounting teams receives all applicable documentation timely.

20% Builds and maintains customer, prospect and other relationships.

• Develops and maintains strong business relationships with building owners with the objective of obtaining a sales advantage over competitors.
• Identifies and maintains prospect list.
• Participates in various civic and professional organizations to network and build relationships.
• Works with service operations team, finance, legal and other internal functions to follow through on all sold jobs to ensure satisfactory completion and high customer satisfaction.
• Audits existing customer relationships on a routine basis and provides solutions for their service needs
• Assists in the service portion of the “Value Delivery Cycle”.
• Responds to customer inquiries and resolves difficult and sensitive issues.
• Maintains customer records, using designated computer and electronic systems and media.

10% Prepares proposals and bids for projects and contracts.

• Develops sales proposals, specifications, estimates, and presentations.
• Oversees preparation of formal submittals containing schematics, descriptions and technical information for use and approval by owner’s representative.
• Prepares quotes for new projects or services.
• Negotiates prices or terms of sales or service agreements.
• Follows up on bids.
• Prices change orders as necessary.

10% Works in conjunction with sales team to coordinate sales and business development activities.

• Participates in sales team meetings.
• Shares opportunities and information with relevant team members.
• Collaborates with sales team to understand and promote other company products and services.
• Recommends process improvements as identified.

QUALIFICATIONS:

Education

• Bachelor’s degree in Engineering, Engineering Technology, Business Administration or related field.

Skills and Experience

• Minimum five years of experience in engineering systems or related field.
• Minimum two years in technical product sales.
• Strong knowledge of engineering fundamentals and HVAC concepts and operations.
• Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
• Excellent oral and written communication skills.
• Mathematical abilities to add, subtract, multiply and divide all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and create and interpret graphs.
• Ability to build rapport and strengthen relationships with new and existing customers.
• Strong problem solving ability.
• Ability to evaluate urgency of situation and prioritize tasks.
• Organized with an attention to detail.

Certificates, Licenses, Registrations

• Valid driver license

Other Requirements

• Requires occasional evening or weekend work
• Requires travel to and from job sites, some may be out of town
• Requires occasional overnight stays

Training and development:

• Studies literature and attends seminars to keep current in products, processes and materials. Must be familiar with competitors’ product lines and how our products met or exceed specification.