Outside Sales Representative - Air Equipment Company

Outside Sales Engineer                   

Reports to: Sales Director

FLSA Status: Exempt 

The Company

Air Equipment Company is the largest independent HVAC Equipment and Solutions provider in Kentucky. Our company has grown to three offices and over 40 employees throughout Kentucky, with headquarters in Louisville.  We represent over 50 manufacturers, offering innovative systems with a flexibility of equipment and solutions to best match each application. We work with industry professionals and end users from the conceptual stage of projects to provide energy efficient, value‐added solutions to their complex problems.

Air Equipment Company will redefine industry standards to become the unequivocal leader in all markets we serve, to achieve an unparalleled market share.  We will get there through our unwavering commitment to innovation, education, customer satisfaction, and operational excellence.  We are not merely seeking success; we are on a relentless pursuit to set new benchmarks, disrupt the status quo, and consistently exceed expectations. Our dedicated team of passionate professionals is the driving force behind our journey to claim the top spot, fueled by a shared vision of becoming the go-to provider in our business.

The Opportunity

We are a rapidly growing manufacturer’s rep firm based in Kentucky that represents commercial & industrial HVAC products. The primary objective of this position is to generate revenue and profits for the company under the direction of the Contractor Sales Director and Executive Vice President of Sales & Marketing. The company’s reputation is often contingent upon how the salesperson represents him/herself and the company, therefore it is imperative that all interaction supports the mission and values of Air Equipment Company. The Sales Teams, consisting of a Commercial Equipment Sales, Industrial Equipment Sales, Aftermarket Sales, Applications Engineering, and Marketing teams, all work together on strategy, design, proposal generation, and job costing.  The successful candidate will demonstrate abilities and experience with collaborative team-based customer service and team-based processing of technical information. 

Assist in developing improvements and perform duties with a consistent approach in areas such as:

• Meet or exceed individual objectives as set by Sales Team Leader
• Be an active participant in the Entrepreneurial Operating System (EOS)
  • Department level L10 Meetings
  • Work with Team Leader to create quarterly Rocks with Milestones
  • Meet or exceed individual metrics as set by Sales Team Leader
• Work with Sales Team to meet or exceed Revenue and Profit goals established by EVP of Sales
• Become an expert on the equipment/systems that we represent and how to successfully design basis of design projects with Consulting Engineering customers.
• Work with the entire sales team to help each other meet business objectives.
• Build customer relationships with excellent customer service and retention in mind.
• Maintain customer information and activity in Salesforce.
• Assist Operations Team and Project Manager in project tracking and customer communication.
• Provide Application Engineering Team with required information for opportunity generation.
• Provide Application Engineering Team with required information for order generation & entry (when applicable).
• Provide assistance to Project Manager as needed to review submittals and order acknowledgements for accuracy.
• Participate in quarterly conversations with Sales Team Leader to review core values, GWC and discuss any issues.
• Travel within territory will be required. 50%-75% of time spent will be out of the office.
• Other roles and responsibilities as assigned.

Education, Experience and Qualifications: 

• Technical or Engineering bachelor’s degree required. Preferably in Mechanical, Electrical, or Industrial Engineering.
• Minimum of 3 years of HVAC Sales experience required.
• Knowledgeable regarding ASHRAE recommendations, HVAC industry, and/or refrigeration required. 
• Strong mathematics and physics understanding.
• Education and experience with the construction and engineering industry, with specific experience in dealing with construction drawings, specifications, construction schedule and processes is a plus.

 Knowledge/Skill Set:

• Effective interpersonal and customer service skills
• Strong written, verbal and presentational communication skills
• Must have the ability to switch quickly between tasks based on priority and timeline
• Works well within a team dynamic to ensure timely execution of tasks
• High computer proficiency (comfort with word, excel and using an internet browser)
• Critical thinking ability, willingness to learn

Other Skills & Abilities:

Language Skills
Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

Mathematical Skills
Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret graphs.
Reasoning Ability
Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations. Mental stamina for problem solving and prioritizing multiple tasks.

Physical Demands

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

AIR EQUIPMENT COMPANY IS AN EQUAL OPPROTUNITY EMPLOYER