This position is responsible for finding, generating, developing, selling, and supporting all possible wall mount HVAC replacement jobs with Bard equipment in your assigned market area. Selling is defined as convincing someone to buy from us that which they would have purchased from someone else or not at all.
Professional Sales Call (PSCs) Process Overview
The Professional Sales call process is designed for the TSM to set appointments with specific business topics and purpose. You will be required to set a minimum of (6) PSCs each week confirmed the Friday the week before.
All PSCs are to include:
- Definite Day
- Definite Time
- Definite contact person(s)
- Specific Sales purpose
- Booked appointment agreed to in advance
Sharing your Outlook Calendar
Use of your Outlook Calendar is an essential element in the PSC process. You will need to share your calendar with your Region Manager RM. Your RM will be reviewing your calendar every Friday to verify your next weeks Professional Sales Call schedule.
Compensation
Annual salary $ ____________
MFORS program based on Average for the Region.
All sales expenses and mileage are to be turned into Payroll every Monday for the prior week. Mileage driven for business purposes will be reimbursed at the maximum rate allowed by the IRS at the time.
A laptop computer and a smart phone will be provided to you for use during your employment with the company. The equipment will remain the property of Geary Pacific Supply. All company business must be conducted on company provided devices.
All business travel is to be coordinated through, and booked by, Karen Smith at the Home Office. Travel must be approved by your RM in advance.
Primary Duties and Responsibilities:
- Implement and work the Calling-on-Schools program.
- Identify architects and mechanical engineers involved in school and/or telecom HVAC projects and enter in SMP.
- Document all prospect calls, contacts, prospective jobs, and commitments in SMP
- Conduct Product Presentations
- Work appropriate trade shows in your market area.
- Conduct and report on job walks
- Get Bard product specified for new and replacement projects.
- Collect and report all competitive information to your supervisor
- Become proficient at writing bids and sales orders in Mincron
- Attend Product Training Classes (Including Cypress College)
- Provide support for all customers
- Consistently plan prospecting calls two weeks in advance
- Follow up on all Bard Bids & Price Quotes document in SMP
- Know the Bard products and the Competitions products inside and out.
Duties include, but are not limited to, the following:
- Work closely with Senior Bard Product Managers to promote and sell all of the products and services Geary Pacific offers.
- Follow up on all Bard product inquiries, requests for information, Bids, Quotes, etc.
- Collect and report on competitive products, pricing, programs, specials, etc.
- Work in conjunction with our credit department to set up new accounts and collect payment within our terms.
- Work closely with Branch Managers, Inside Sales, and Outside Sales people to develop and grow our Bard equipment business.
- Work closely with our Inventory Management team to ensure we have the products we need to support our sales.
- Develop a database of existing wall mount units by School & District using Job Walk Form.
- Classroom #
- Model
- Serial number (Determines Age)
- Overall condition / Appearance
- Ventilation type
- Type/brand of thermostat
- Photo of unit on building.
Knowledge Skills and Abilities Required:
- Must be self-motivated and able to work independently and as part of a group.
- Must be a closer. Good at convincing the prospect to give us a chance at his business.
- Must maintain a positive can-do attitude at all times.
- Requires strong interpersonal communication skills in order to develop relationships, influence buying decisions, and grow the business.
- Requires the ability to plan, analyze, prioritize and organize your work so you can work efficiently and effectively under pressure and within deadlines.
- Strong working knowledge of Microsoft Office programs such as Outlook, Excel, Word and PowerPoint.
- Must become, and remain, knowledgeable of all HVAC products, industry trends, including regulations and code changes.
- Most importantly No is not an acceptable answer for anything. There are always options and your job is to find them, ALWAYS!
- On-Going knowledge training. (Blue Hawk, GPU, HARDI, Etc.)
Skills Required
- Self-motivated and able to work independently and as part of a group
- Proven ability to close sales and influence buying decisions
- Maintains a positive, can-do attitude and persistent approach to opportunities
- Strong interpersonal communication and relationship-building skills
- Ability to plan, analyze, prioritize and organize work to meet deadlines
- Strong working knowledge of Microsoft Office (Outlook, Excel, Word, PowerPoint)
- Knowledge of HVAC products, industry trends, regulations and code changes
- Proficiency in entering and documenting prospect calls, bids and quotes in SMP
- Proficiency at writing bids and sales orders in Mincron
- Willingness to attend ongoing product training (e.g., Blue Hawk, GPU, HARDI)
- Share Outlook calendar with Region Manager and adhere to Professional Sales Call scheduling
What We Do
Geary Pacific is a Customer Service Company that also happens to be in the HVAC Distribution business. Geary Pacific is a full-service wholesale distributor of residential and light commercial heating and air-conditioning equipment, parts and service. We serve the residential add on and replacement, residential new construction, and light commercial segments of the HVAC industry in Arizona, California, Colorado, Idaho, Nevada, Oregon, Texas, and Washington.
