Damuth Trane (Voted as one of the Best Places to Work in Virginia for 2022) is seeking an Account Developer for our office in Chesapeake, Virginia.
**Damuth Trane has provided comfort solutions for commercial, industrial, educational, government, and healthcare facilities since 1970. As the local Trane franchise, Damuth Trane represents a full line of HVAC equipment, service, controls and parts. Damuth Trane has been honored as one of the Best Places to Work in Virginia since 2011.
Primary Role
To provide Damuth's 5Star Experience to internal and external customers within three key capacities:
Unassigned / Core Accounts
Major responsibilities will be to perform regular check-in phone calls with our clients and share any opportunities or issues with the appropriate Damuth associate and/or team. This role will also work closely with Damuth Trane Service Operations, Sales specialists, Marketing, and Sales Leadership
New Account Development
To market and sell comfort solutions to new to Damuth building owners, to develop client relationships and to team with Vertical Market Team Leaders. Primary responsibilities are to increase revenues by developing new relationships, follow up on sales opportunities, generate quotes and obtain orders from prospects.
Legacy BAS
Work directly with BAS Market Team Leaders. To develop, maintain and convert legacy BAS sites. Primary responsibilities are to increase revenues by developing new relationships through controls.
Requirements
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and Experience
Required- Bachelor's degree in Business, Marketing, Engineering, or related field
Required- Minimum 3 years' experience in professional business environment; or equivalent combination of education and experience
Preferred- Previous sales experience
Required- Strong computer skills including experience in Microsoft Office and Access
Required- Strong communication skills, phone etiquette, and interpersonal skills
Preferred- Knowledge of mechanical systems
Language Skills
Required - Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Required - Ability to write reports, business correspondence, and procedure manuals.
Required - Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Certificates, License and Registrations
Required - Valid Driver's License and good driving record
Required - Reliable personal transportation
Required - Ability to operate a motor vehicle & drive distances anywhere within the Damuth Trane territory
A Day in the Life
Call on commercial HVAC business opportunities, including CORE / NEW / BAS
Account development for existing accounts to include cold and warm calls.
Client interactions to include a new prospect, previous and/or existing and legacy controls customers with 25 interactions per week.
Learning and deploying the Sandler Sales Process in territory growth
Documents each sales opportunity using the Sandler Submarine in CRM
Focused on the sale of Service Agreements & BAS
Facilitate the Service Agreement Renewal process
Communicate regularly with Service Team Leaders.
Perform a daily review of the Service Call report to determine if there are any follow up actions or opportunities.
Qualify any new unassigned opportunities in CRM.
Work with Account Managers on any new opportunities and assist when help is needed to track down equipment information.
Assist with backup for other team members.
Work with Sales Leaders on multiple teams as needed when qualifying unassigned owner projects with Damuth Trane clients (Goal: minimize channel conflict).
Enter sales leads into CRM that are generated through your actions (core accounts or no one assigned)
Communicate with Sales and Operations leadership about any problems or issues our clients are having with our work, our staff, or our processes. If appropriate, enter information in CRM.
Monthly review of accounts with Direct Sales Team Leader &/or Business Team Leader.
Regularly Attends Vertical Market Organizations meetings/events- IFMA, BOMA, HRACRE, VSHE, etc.
Develops relationships, establishes trust, and identifies/qualifies opportunities with unassigned building owners.
Prospects new customers utilizing the NSS bid list, machine history file, start-up reports, BAS installation list, and press announcements.
What Sets Us Apart
We have been honored as one of the Best Places to Work in Virginia for twelve consecutive years.
We want to do all we can to maintain the health of our community and continue to improve the living conditions.
We offer an excellent benefits package with associates' interests in mind (medical, dental, vision, company paid life insurance, company paid short-term and long-term disability, 401k contribution, paid parental leave, tuition reimbursement, and more!)
How to Apply
Go to the following website and apply online: http://www.damuth.com/careers/
Please note that applications and resumes are accepted online only. If you do not have access to the internet, you may use the online resources at our main office. Please call Human Resources at (757) 558-0200 in advance to schedule an appointment to apply.
Damuth Trane is an at-will employer; employed associates and Damuth Trane are free to end the employment relationship at any time, with or without notice or cause.
EOE including Disability/Vets, Drug Free Workplace
EEO Statement The Company is an equal opportunity employer as well as a government contractor that shall abide by the requirements of 41 CFR 60-300.5(a), which prohibits discrimination against qualified protected Veterans and the requirements of 41 CFR 60-741.5(A), which prohibits discrimination against qualified individuals on the basis of disability.
