Senior Sales Engineer
13 days ago
Farmingdale
Job Description Primary Responsibilities Business Development & Sales Growth • Meet or exceed annual revenue, gross margin, and sales growth objectives., • Generate and qualify opportunities for boiler service agreements, inspections, combustion tuning, repairs, retrofits, equipment upgrades, and capital projects., • Develop and maintain a robust sales pipeline through prospecting, networking, referrals, industry databases, social media, customer visits, and industry events., • Identify, develop, track, and close new business opportunities utilizing Salesforce and BuildOps., • Build relationships with facility managers, plant operators, maintenance teams, consulting engineers, mechanical contractors, and decision-makers., • Promote SCB as the premier provider of boiler equipment, parts, service, combustion solutions, and licensed boiler operations., • Identify and pursue opportunities for cross-selling and expanding services within existing customer accounts., • Recommend sales and marketing strategies to expand SCB's market presence and increase market share., • Attend trade shows, professional associations, and networking events to generate leads and strengthen industry relationships. Customer Engagement & Technical Consultation • Conduct customer visits and facility assessments to understand operational challenges, maintenance needs, efficiency goals, and compliance requirements., • Serve as a trusted advisor by recommending practical and cost-effective solutions aligned with customer objectives., • Develop and present proposals, quotations, project recommendations, and value-based business cases., • Engage consulting engineers, architects, and design professionals to help specify SCB's products and services where appropriate., • Coordinate with Service, Operations, and Business Process Management teams to ensure successful project execution and customer satisfaction., • Support a seamless transition from sales to project execution and ongoing customer support. Pipeline & Performance Management • Maintain accurate sales forecasts, pipeline activity, and customer records within Salesforce., • Generate proposals and quotations utilizing BuildOps., • Prioritize opportunities based on strategic value, profitability, and likelihood of success., • Monitor industry trends, competitive activity, and market developments to identify new growth opportunities., • Consistently achieve activity, revenue, margin, and new business development goals. Professional Development • Participate in ongoing product, equipment, industry, and sales training programs, including Boiler University, WARE training, manufacturer certifications, and industry seminars, and have knowledge of DPL NJ operating licenses., • Develop and maintain a working knowledge of boiler systems, combustion equipment, controls, energy efficiency solutions, and mechanical services. Required Skills & Abilities • Proven ability to prospect, develop, and close new business opportunities., • Demonstrated history of meeting or exceeding sales quotas and performance objectives., • Strong hunter mentality with a high level of self-motivation, competitiveness, and accountability., • Technical aptitude and the ability to understand and communicate boiler and mechanical solutions., • Exceptional communication, presentation, negotiation, and relationship-building skills., • Strong business acumen with an understanding of pricing, profitability, and margin management., • Excellent organizational and time-management skills., • Ability to manage multiple priorities in a fast-paced environment., • Experience utilizing CRM systems, preferably Salesforce, and Build Ops, • Proficiency with Microsoft Office and business software applications. Qualifications • 5+ years of successful outside sales experience in boiler services, HVAC, mechanical services, industrial equipment, facilities services, energy services, or related industries., • Proven track record of developing new accounts and growing existing customer relationships., • Working knowledge of boiler systems, burners, controls, combustion equipment, maintenance services, or similar mechanical systems., • Ability to operate independently with a high degree of professionalism and accountability., • Valid driver's license and acceptable driving record., • Willingness to travel throughout New Jersey, Eastern Pennsylvania, and surrounding territories. Preferred Qualifications • Direct experience selling boiler service agreements, equipment replacements, retrofits, burner upgrades, controls upgrades, energy efficiency improvements, or capital projects., • Experience working with industrial, healthcare, pharmaceutical, educational, manufacturing, utility, or large commercial facilities., • Existing relationships with facility owners, plant operators, contractors, consulting engineers, or property management firms within the territory., • Familiarity with BuildOps, Salesforce, or comparable CRM and project management platforms., • Ability to read and interpret P&IDs, mechanical drawings, specifications, and technical documentation., • Hands-on experience as a boiler technician, combustion technician, plant operator, field service technician, or mechanical trades professional. Ideal Candidate Profile The successful candidate is: • A proven hunter who enjoys finding and winning new business., • Highly competitive, self-motivated, and driven by results., • Comfortable working independently while collaborating with internal teams., • Credible in front of customers due to their industry knowledge and business acumen., • Skilled at building long-term relationships and becoming a trusted advisor., • Focused on identifying opportunities, creating value, and closing profitable business., • Experienced within the boiler, HVAC, mechanical services, industrial equipment, or adjacent markets.