Sales Engineer - Applied

Trane Technologies


Date: 7 hours ago
City: Shah Alam
Contract type: Full time
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.

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