Position: OUTSIDE SALES - AFTERMARKET
Classification: FULL-TIME/EXMPT
Location: FRESNO
Reports To: OPERATIONS MANAGER
Essential Functions
R.F. MacDonald is seeking an experienced Boiler Aftermarket Sales individual to maintain existing customer relationships, Sale Contracts for maintenance, service & repairs, replacement/modifications of the complete product and service offerings, including commercial and industrial burners, boilers, pumps, and related accessories. This role is responsible for meeting the end-users and clients. This effort involves regular contact with the end-users and plant engineers who operate our equipment. The Aftermarket Salesperson works outside of the office three to four days a week. This position reports to The Aftermarket Sales Manager.
• Provide quotations to customers, assist the department’s personnel, dispatcher and assist with scheduling of work and monitor billings, costs, and inventory, related to the job quotations.
• Responsible for appraising the customer’s service needs for the repair of various products including boilers, burners, boiler accessories, and other heat producing equipment including any other product offerings. The successful candidate must be willing to further their knowledge in product line area.
• Responsible to provide boiler sizing and application support, with the assistance of the equipment salesperson, as needed on the various boilers to assist in proper equipment operation and selection. Some in-house and formal factory training will be provided on a scheduled basis. The Aftermarket sales engineer is expected to seek the necessary level of training from the company’s available resources.
• Develops an understanding of the contractors, engineering sites, and industry requirements by spending time in the field with our equipment sales personnel. We believe these skills are essential to provide the maximum benefit to our customers by having a superior knowledge of product applications and operation. This process will maximize service volume and service margins.
• Have a good personal image, empathy for the customer and the customer’s problems, and be willing and proactive to do, within reason, what is required to solve problems for the customer. Must respond promptly and efficiently, promote the goodwill of the company and to assist in the sales improvements.
• Display a willingness to learn, and to expand in the position. Must be willing to learn and receive instruction on proper management skills and techniques.
• Ability to produce detailed but concise quotations pertaining to customer requirements. provide quotations, service reports, start-up reports, warranty claims, and other evaluations detailing to provide clear understanding of customer expectations and the project requirements.
• Proactively call to existing customers to develop long-term relationships and generate service contracts. Responsible for responding to service requests by working with the service manager, assistant service manager and dispatcher in scheduling service personnel with the appropriate level of training.
• Support customer billing and costing as needed for accurate accounting of the department’s work. This requires a complete understanding of our procedures and the warranty and material return policies of the companies whose equipment we are the authorized service agents for.
• Expected to be out of the office calling on customers and providing proposals. Ability to maintain the CRM database and provide copies of proposals to the office for times when you are not available. The CRM data will be reviewed on a biweekly basis with the Sales Manager.
• Collaborates with other team members to assist in job layout and review (job walks, quote help) when assistance is needed. Follow up with other sales personnel, regarding the provided by the dispatcher, inside support person, or others.
• Keep the Sales Manager, Service Manager, Dispatcher, Sales Team, and Service Personnel informed of ongoing issues with new and existing projects and customers.
• Willing to perform other functions as may be required to maximize the efforts of the company in attaining sales, or improving service to the customer. The service effort will complement and accordingly increase the sales of our boiler product lines. Will work to “package” the sale of service contracts with our boiler lines.
• Be up-to-date with the best of our collective resources and capabilities, thereby doing the best job possible and providing the greatest customer satisfaction.
• Be able and willing to work the hours necessary to fulfill the needs and expectations of the position. The hours worked are as demanded by the workload and those as needed to get the most out of the available resources.
Requirements
• A bachelor's degree in a Business or technical discipline.
• Two years of technical school, community college or trade school
• Minimum 5 years’ experience in aftermarket sales. Experience in Contracts related to maintenance, Service & repairs, in a heavy equipment and machinery company id preferred.
• Experience in Boiler and Pump sales are preferred.
Competencies
• Must be able to work both independently and within a team environment while managing multiple priorities in a fast-paced environment
• Strong understanding of aftermarket parts distribution for the heavy industrial equipment segment is preferred
• Strong communication, organization, sales, and customer service skills
• Good computer skills using Microsoft Outlook, MS office.
Work Environment
This job operates in internal and external environments which may include inclement weather conditions. Environment will include working with hot steam, liquids tight spaces and other conditions depending on customer site(s).
Physical Demands and expected work hours
• Standing 60% Walking 20% Sitting 20%, Lifting, and carrying up to 20-30 lb.
• While performing the duties of this job, the employee is regularly required to talk or hear.
• This position is not entirely a deskbound role; however, filing, correlating, reproduction, and binding materials are required.
• This is a full-time position required to operate in companies’ general office hours.
Travel
Travel is required for this position to customer sites with out-of-area and possible overnight travel expected. Occasional travel to all RFM Co. office locations within its operating cities, with out-of-area and overnight travel expected.