The Solution Sales Specialist expands relationships with existing customers by directing and supporting collaborative sales efforts to grow one or more assigned product lines. SSS closes on qualified opportunities referred by the Strategic Sales Manager, or Regional Sales Manager, or other sales personnel, while actively collaborating with these team members.

Reporting to the Director of Sales Support, the SSS is responsible for achieving sales quota in the assigned product lines, and for supporting the product-line success.

• Supports the success of the sales organization, including Strategic Sales Manager, Regional Sales Managers or other sales personnel.
• Supports the success of the assigned product line by developing sales, marketing and communication plans working with channel Partners, Sales Management, Regional Sales Managers and Business Development Managers, to drive program results.
• Works with sales support team to create and deliver product line specifications to market specifiers and influencers, in order to enhance Company’s product cross-sell opportunities with End Users and building owners.
• Maintains accurate tracking of leads and opportunities utilizing the CRM.
• Works to specify, design, engineer and price assigned product line solutions.
• Identifies key End User and Specifier segments within the assigned geography and drives the market share and sales for the assigned product line.
• Prioritizes coverage of top End Users/Specifiers and builds a solicitation plan for a focused target list to create a pipeline of near and long-term opportunities.
• Utilizes Channel Partners (product distribution channel, contractor, fixture agents, etc.) and coordinates with influencers (building owners and operators, specifiers, public utilities, architects, engineers, designers, etc.) to “own” the entire sales process and maximize revenue opportunities for the business.
• Works with Product Management team to maintain a peripherals product offering that enhances the opportunity to cross sell products as part of the assigned product line.
• In collaboration with the Marketing team, creates and delivers impactful collateral and presentations to clearly demonstrate the value proposition of the product line.
• In cooperation with Sales and Marketing teams, leads efforts in market to conduct company sponsored road show seminars for influencers and End Users that builds the company’s market presence, generates leads and closes business.
• Capitalizes on green building trends and seek creative ways to leverage the assigned product line to help end users secure green building accreditation.
• Meets assigned targets for profitable sales growth in assigned product lines.
• Provides coaching and professional development to sales teams in order to enhance their product knowledge and sales skills in the assigned product lines.
• In conjunction with the Training team, develops and maintains a solution specific training course that can be offered to the Partner Channel.
• In cooperation with Sales and Marketing teams, leads demand-generating marketing activities in the assigned market for the assigned product specialty.
• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the customer involvement of other company personnel when needed, including support resources, team members, and management.
• Proactively assess, clarify, and validate customer needs for assigned product lines on an ongoing basis.  Identify product enhancement opportunities and forward to Product Management.
• Develops and maintains a growing list of exceptional SI Partner installations (End User Customers) using the Company’s technology.  Creates Case Studies to formally document Customer success stories.

• Achieves assigned product sales quota.
• Supports initiatives that ensure product profitability.
• Achieves product growth targets in the assigned geography or account base.
• Maintains high customer satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

• Reports to the Director of Sales Support.
• Responds to the customer support requirements of the sales organization, including, Business Development Managers and Regional Sales Managers, Partners’ implementation and service personnel, and other sales and management resources as needed.
• Works closely with Regional Sales Managers to ensure customer satisfaction and problem resolution.

• This position may have direct report staff assigned to support responsibilities in specific customers.

• Proficient in English communication skills, bilingualism (French, Spanish) is an asset.
• University or College degree from an accredited institution or equivalent.
• Minimum 5 year experience in Customer Service and/or Technical Support Services.
• Knowledge in HVAC and Building Automation Systems (BAS)
• Knowledge of LonWorks and / or BACnet communication protocols
• Knowledge of control system estimating, design, programming and engineering, especially Lon, Niagara Framework and BACnet
• Development of web based BAS graphical user interfaces
• Knowledgeable in IT technologies – HTML, OPC, SNMP, SOAP, network management is an asset.
• A record of achievement in the Account Manager position.
• Exceptional written, oral communication and presentation skills.
• Ability to multi-task and handle various priorities.
• Must hold a valid driver’s license.
• Personal computer proficiency.

• This position requires travel.  The employee must hold a valid passport.
• All prospective employees must pass a background check.
• This position may require the employee to maintain a home based office.

• Base salary and Employee Bonus Plan.