CMS CONTROLS -Ohio  | Automated Facility Solutions

The Building Automation New Business Development Representative is responsible for promoting and selling automation service agreements, along with an involvement with automation projects for commercial building systems.  Determine customer needs using CMS Controls total cost of ownership (TCO) model and develop sales strategies to meet these objectives.  Develop a positive ongoing relationship with customers and maintain an active proposal backlog, pipeline and first call activity that will support the team sales plan.  The Building Automation Business Development Representative will propose the solution to the customer; close the business and turnover installation of the project to operations within CMS Controls pricing and production standards.

EDUCATION AND EXPERIENCE:
Must have excellent communication skills; have the ability to persuade and close sales. Bachelor’s Degree in a sales and marketing, mechanical engineering, or related with 5 years of experience or a combination of both. HVAC knowledge is required.

REQUIRED CERTIFICATES, LICENSES & REGISTRATIONS:
Valid driver’s license and clean driving record and background check. 

THE CMS CONTROLS ASSOCIATE:
Without exception, every associate at CMS Controls will have Integrity, Humility, be Intelligent and Hungry.

• Integrity means being honest in every interaction and working tirelessly to keep our promises.
• Humility is the opposite of arrogance. It is the badge of self-confidence and empathy for others.
• Intelligence is both emotional and intellectual. Our associates are excellent communicators, critical thinkers, display mental curiosity and a commitment to lifelong learning.
• Hunger is in the heart of champions. It is the will to win, the passion to overcome obstacles and the ability to savor success.

Additionally, CMS Controls associates aspire to demonstrate Professionalism and Quality Performance in their behavior at all times with fellow associates, customers, vendors, and the general public.

EDUCATION AND EXPERIENCE:

• Obtain annual sales plan through the sale of fixed price, service and preventative maintenance agreements and assisting in projects in assigned markets and in assigned territory at standard CMS Controls pricing levels.
• Responsible to grow the business by providing solutions to existing as well as new customer base.
• Cold calling and making outside sales calls on a consistent basis in order to seek out new business.
• Appointment setting of 3-5 qualified first calls per week generating in 2 proposals/week.
• Effectively proposes and sells building automation agreements or other agreements to new and existing customers.
• Conduct building surveys in order to develop proposals to customers.
• Make necessary sales presentations to customers and management as requested.
• Understands how various mechanical systems, components and their control systems work
• Able to build and maintain positive working relationships with all fellow employees, prospects, customers, and vendors and always represents CMS Controls and yourself in a very positive and professional manner.
• Participate as assigned in the renewal, collection, or escalation of contracts with existing customers.
• Acquire and maintain sound knowledge of CMS Controls services offered.
• Partner with internal departments to communication customer needs.
• Close sufficient sales to meet sales plan objectives.
• Maintain correct and complete records of all sales related activities, using the company’s CRM software.
• Submit all required sales reports, expenses and correspondence in an accurate and timely manner.
• Position requires travel as related to clients, training or management meetings at other CMS Controls Offices
• Performs other duties as required.

REQUIRED POSITION KNOWLEDGE, SKILLS AND ABILITIES:

• Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

• Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

DESIRED COMPUTER / SOFTWARE KNOWLEDGE:

• Microsoft Word (Advanced)
• Microsoft Excel (Beginner – Intermediate)
• Microsoft PowerPoint (Beginner – Intermediate)
• Microsoft Outlook
• CRM software (Connect)

PHYSICAL ACTIVITIES AND ENVIRONMENT:
The following physical activities described are representation of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions and expectations.

While performing the functions of this job, the employee is continuously required to talk or hear; frequently required to sit; and occasionally required to stand, walk, use hands to finger, handle or feel, reach with hands or arms. The employee must occasionally lift and/or move up to 25 pounds. The noise level in the work environment is usually moderate.