Description:
Position Descriptions:
The successful candidate will be responsible for the sale of maintenance contracts, repairs, service, replacement and modifications of commercial and industrial burners, boilers, pumps and related accessories primarily to large commercial and industrial end-users. This position reports to the General Manager, who will delegate Aftermarket Sales positions duties.
Essential Functions: This effort involves regular contact with the end user accounts, utility accounts and also plant engineers who operate our equipment. Our expectation is for the Aftermarket Salesperson to be out of the office three to four days per week and in the office one to two days per week for meetings and to complete necessary paperwork.
The Aftermarket Salesperson is to provide quotations to customers, assist the department’s personnel, dispatcher and assist with scheduling of work and monitor billings, costs and inventory, related to the jobs you have quoted. T
The successful candidate must be able to demonstrate the following:
Be up-to-date with the best of our collective resources and capabilities, thereby doing the best job possible and providing the greatest customer satisfaction.
As a part of service department administration team the candidate must be willing to do anything that he/she asks of others. This includes working with service personnel in order to get a complete understanding of the tasks performed for the jobs he/she will be quoting. The candidate’s work ethic and sound judgment must be such that he/she earns the respect of the entire group.
Be able and willing to work the hours necessary to fulfill the needs and expectations of the position. The hours worked are as demanded by the workload and those as needed to get the most out of the available resources.
Good knowledge in appraising the customer’s service needs for the repair of various products including boilers, burners, boiler accessories, and other heat producing equipment. The successful candidate must be willing to further his/her knowledge in these areas and any others that will be applicable for our company.
The ability to provide some boiler sizing and application support as needed on the various boilers to assist in proper equipment operation and selection. Some in-house and formal factory training will be provided on a scheduled basis but the candidate is expected to seek the necessary level and frequency of training from the company’s resources in order to become proficient in these areas.
Spending time in the field with our equipment sales personnel is expected in order to develop an understanding of the contractor, engineering and competitive requirements of our industry. We believe these skills are essential in order to provide the maximum benefit to our customers by having a superior knowledge of product applications and operation. This process will maximize service volume and service margins.
Have a good personal image, empathy for the customer and the customer’s problems, and be willing and proactive to do, within reason, what is required to solve problems for the customer. Must respond promptly and efficiently when called upon by our personnel or the customer, in order to promote the goodwill of the company and to assist in the improvement of sales. Must be a “self-starter” and exhibit a high level of output with minimal supervision. A commitment to excellence is expected. • Display a willingness to learn, and to expand in the position. Must be willing to learn and receive instruction on proper management skills and techniques. • Attention to detail in paperwork is a must.
Ability to produce detailed but concise quotations pertaining to customer requirements. We service equipment that is a part of a larger system. It is very important and, therefore, expected and required that our service personnel provide quotations, service reports, start-up reports, warranty claims and other evaluations detailing our work sufficiently to avoid misunderstandings between our work and the project requirements or customer expectations.
Must be proficient in computer skills. All sales personnel must become reasonably proficient with Word, Excel, Outlook and CRM. Factory equipment selection and pricing programs are also utilized.
Proactively call on existing customer base to develop long-term relationships and generate service contracts. Will respond to service requests by working with the service manager, assistant service manager and dispatcher in scheduling service personnel with the appropriate level of training.
Will respond to quote requests promptly. Will support prompt billing and costing as needed for accurate accounting of the department’s work. This requires a complete understanding of our procedures and the warranty and material return policies of the companies whose equipment we are the authorized service agents for.
Expected to be out of the office calling on customers and providing proposals. Ability to maintain the CRM database and provide copies of proposals to the office for times when you are not available. The CRM data will be reviewed on a biweekly basis with the Sales Manager.
Schedule other representatives to assist in job layout and review (job walks, quote help) when assistance is needed. Will coordinate directly with other representatives to maximize usage of both individuals’ times.
Follow up or assign to other sales personnel, as quickly as possible, leads that have been provided by the dispatcher, inside support person, or others.
Keep the Sales Manager, Service Manager, Dispatcher, Sales Team, and Service Personnel informed of ongoing problems with new and existing projects and customers.
In general will do what it takes to make our company successful with the product lines we represent and the customers we serve. It is expected that this service effort will complement and accordingly increase the sales of our boiler product lines. Will work to “package” the sale of service contracts with our boiler lines.
Proficient in the requirements of ASME Code repairs for estimating jobs.
Actively participate with bi-weekly safety meetings for the service personnel.
Willing to perform other functions as may be required in order to maximize the efforts of the company in attaining sales, or improving service to the customer. Will realize that the purpose of the company is to fulfill a need for the customer and that it is only by performing this that the company will be able to grow and become more successful.
Requirements:
Competencies:
• Excellent Customer Service skills and knowledge.
• Proficient in communications both verbal and written
• Interpersonal Skills
• Safety Focus
• Critical Thinking/Evaluation
• Reasoning skills
• Ethical conduct & practices
• Time Management
• Personal Effectiveness/Credibility
• Flexibility
• Timeliness
• Initiative
• Change Agent
Travel
Travel is required for this position to customer sites with out-of-area and possible overnight travel expected.
Travel is occasional to all RFMCo. office locations within its operating cities, with out-of-area and overnight travel expected. A valid driver's license is required. Candidate must be insurable with no major infractions
Required Education and Experience
• Completed High School diploma or equivalent
• Two years of technical school, community college or trade school
• Minimum 5 years’ experience in maintenance contracts, repairs, service, replacement and modifications of commercial and industrial burners, boilers, pumps and related accessories primarily to large commercial and industrial end-users
Experience • Bachelor’s degree and 5-8 years of relevant industrial pump and boiler experience
