Our Company
Black & McDonald is an integrated, multi-trade contractor providing electrical, mechanical, utility and maintenance services to government, industrial, commercial and institutional markets. The company currently operates across Canada, US and Bermuda with over 5,500 employees working out of a network of more than 26 offices. Since 1921, Black & McDonald has remained a family-owned business with an uncompromising commitment to the founder's principles of delivery as promised and fairness to all. The company has followed a planned course of diversification and expansion, combining growth and financial stability with ongoing investment in our people, and a willingness to pioneer new business opportunities and directions
Summary of Position
Reporting to the Service Division Manager, the primary goal of the Service Projects Sales Representative is to secure sustainable service project business as per quota.
Duties & Responsibilities
-Use the client review process to discover opportunities with existing clients.
-Utilize the training provided to prospect, qualify, support estimating, prepare proposals, and secure sustainable service project business as per sales and margin quotas.
-Establish and maintain working relationships with internal/external customers and work with targeted external customers to determine product/solution requirements.
-Follow-up on inbound/outbound leads. Assess the prospect’s needs, provide a general introduction of Black & McDonald’s services, qualify the prospect and schedule formal meetings to begin the sales process.
-Work with existing and new customers to life cycle plan and budget equipment repairs.
-Conduct business with diplomacy in order to create a superior experience as a frontline contact for the company.
-Develop and maintain territory and daily plans to maximize and leverage sales time, including pre-call planning, and customizing knowledge to market segments and prospect type.
-Write proposals, conduct equipment surveys and pricing.
-Review results of completed projects with Management and project team members.
-Analyze competition to ensure we are both fair and competitive.
-Assist with any special requests.
-Focus on continuous improvement in all areas of work.
-Provide feedback and recommendations on marketing efforts based on direct experiences with clients.
-Continual professional and personal development.
-Actively participate in company meetings and marketing events.
Competency Requirements (Expert to Strategic Leader Level)
-Change Orientation
-Communicates Effectively
-Continuous Learning
-Customer Focus
-Holds Self and Others Accountable
-Problem Solving and Innovation
-Teamwork and Collaboration
-Values and Respects Others
-Maximizes Business Performance and Team Effectiveness
-Strategic Perspective
Employment Requirements
-A university degree or college diploma in business, engineering or related field as appropriate
-5 years’ experience in building systems or operational processes and/or in a technical occupation related to HVAC services and equipment
-Building automation controls experience will be considered an asset
-Excellent organizational and time management skills
-Able to travel on occasion in order to meet prospect requests and project requirements
-Solid negotiation, conflict resolution, and people management skills
-Project management and implementation
-Safe Work Practices
-Competency in basic computer skills, including Microsoft Office applications
Black & McDonald welcomes and encourages applications from persons with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the recruitment and selection process.