Senior Sales Engineer Equipment Sales - ICS Cool Energy Ltd

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Where is the work:

Position Overview:  

The Regional Service Account Manager is responsible for promoting and selling Service solutions to new and existing clients. The primary objective is to generate new business and pipeline opportunities, build relationships with customers, and achieve sales targets. 

Covering the North East and Yorkshire Regions UK

Key Responsibilities: 

Sales and Business Development: 

• Identify and target potential customers in various industries requiring Service solutions in the HVAC and Process Cooling. 

• Develop and implement sales strategies to generate leads and convert them into sales opportunities. 

• Conduct market research to identify trends, competitors, and potential business opportunities. 

• Build and maintain a strong sales pipeline, regularly updating the Customer Relationship Management (CRM) system with accurate and up-to-date information. 

• Collaborate with the marketing team to develop promotional materials and campaigns to support sales efforts. 

Technical Expertise: 

• Possess a deep understanding of Service solutions in the HVAC and Process Temperature Control., including process chiller units, temperature control units, related equipment and installations.  

• Provide technical guidance and support to customers, helping them select the most suitable Service solutions based on their specific requirements. 

• Conduct site visits and assessments to evaluate customer needs, ensuring accurate and efficient Service solutions are proposed. 

• Comply with Risk Assessment Method Statements (RAMS) to evaluate customer needs and partner with Quality Health and Safety Environments (QHSE) 

• Identify and propose appropriate service solutions.
• Work with technical and operations teams to develop customer-focused service offerings.
• Demonstrate knowledge of HVAC service, maintenance, repair, upgrade and lifecycle solutions.

Customer Relationship Management: 

• Build and maintain strong relationships with existing and potential customers, acting as a trusted advisor and point of contact. 

• Understand customer needs and provide timely and effective solutions, ensuring customer satisfaction and repeat business. 

• Conduct regular follow-ups with customers to ensure their ongoing needs are met and address any concerns or issues that may arise. 

• Provide after-sales support, including troubleshooting, maintenance advice, and coordination with the technical team. 

Commercial priorities:

• Drive growth in maintenance agreements and planned service contracts across the assigned territory.
• Identify and convert inspection opportunities into actionable service, repair, and lifecycle sales.
• Generate revenue from repair and remedial opportunities by working closely with service and operations teams.
• Develop upgrade and energy improvement solutions that improve system performance, efficiency, and customer value.
• Maximise parts and replacement opportunities through proactive account management and installed-base awareness.
• Improve renewals and retention through strong customer relationships, regular follow-up, and consistent service support.
• Deliver customer account growth by expanding share of wallet within existing customers and winning new service relationships.

Sales Reporting and Analysis: 

• Prepare regular sales reports, including sales forecasts, pipeline updates, and performance metrics. 

• Analyze market trends, customer feedback, and competitor activities to identify areas for improvement and growth. 

• Provide insights and recommendations to the management team to enhance sales strategies and achieve business objectives. 

Internal Controls: 

• Compliance with and participation in any QHSE and Trane Technologies initiatives within the function and any Country specific general and industry regulated compliance to include risk assessments and QHSE training. 

• Compliance with internal code of conduct and ethical frameworks 

• Take control of your development and learning pathways through My Learning 

• Align business goals to reach bonus targets and individual performance with feedback from customers, stakeholders, and line manager.  

• Any other ad hoc duties reasonably requested by your line manager. 

Skills and Experience: 

• Qualification or applied experience in engineering or a related field an advantage 

• Proven experience in sales, customer relationship management, preferably in HVAC or refrigeration industry. 

• Excellent communication and people skills to build relationships with customers. 

• Ability to understand customer needs and propose suitable solutions. 

• Self-motivated and target-driven, with a proven history of meeting or exceeding sales targets. 

• Strong problem-solving and negotiation skills. 

• Proficient in using CRM software and Microsoft Office Suite. 

• Right to Work status confirmed for Country of application. 

• Driver’s licence and able to drive in the Country of application. 

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.