Inside Sales Representative

2 weeks ago

Calgary, Canada Startec Full time

**INSIDE SALES REPRESENTATIVE**:
**ABOUT US**:
Startec Refrigeration Service is focused on solving your field refrigeration and HVAC challenges and is one of the most trusted and respected names in industrial refrigeration, and HVAC system installation and maintenance. We service cold storage, meat packing, food processing, and recreational ice facilities throughout Western Canada.

**BEHAVIORAL ASSESSMENT**:
**POSITION OVERVIEW**:
Startec Refrigeration Service is currently recruiting for an **Inside Sales Representative for Commercial HVAC** to work at our Calgary, AB location (_9423 Shepard Road SE, Calgary, AB T2C 4R6)_.

The Inside Sales Representative for Commercial HVAC is responsible for supporting the sales team in generating revenue by identifying/qualifying leads, providing product information, preparing quotes, and maintaining customer relationships. Reporting to the Director of Sales, the Inside Sales Representative - Commercial HVAC will provide ongoing support to Account Representatives, Customers, and Technicians requiring sales and quotation support. This role will provide regular reporting of sales, other relevant metrics, and maintenance of client databases. The Inside Sales Representative - Commercial HVAC will require occasional travel to support client relationships and needs.

**KEY PERFORMANCE INDICATORS (KPI)**:
**CUSTOMER SERVICE** **(Weighting 45%)**:
**_ Customer Relationship Management_**
- Build and maintain strong relationships with customers, understanding their needs and preferences.
- Regularly communicate with customers to understand their ongoing needs and provide timely support and guidance.
- Serve as a trusted advisor, offering technical expertise, product recommendations, and industry insights.
- Respond promptly to customer inquiries, concerns, and requests.
- Provide exceptional customer service, ensuring customer satisfaction throughout the sales process.

**_ Customer Engagement _**
- Effectively communicate product features, benefits, and technical specifications to customers.
- Understand customer needs and provide tailored solutions based on their requirements.
- Build and maintain strong relationships with customers, including contractors, consultants, and facility managers.
- Respond promptly to customer inquiries, provide technical information, and offer guidance throughout the sales process.
- Conduct product presentations to showcase the value and benefits of commercial HVAC solutions.

**SALES PROCESS MANAGEMENT** **(Weighting 45%)**:
**_ Lead Generation _**
- Identify and research potential leads within the commercial HVAC market.
- Utilize various sources, such as industry directories, online platforms, and referrals, to generate a steady pipeline of qualified leads.
- Assess customer needs and determine if products and services align with their requirements.

**_ Consultative Selling _**
- Understand customer requirements and provide appropriate solutions for their commercial HVAC needs.
- Conduct product presentations and demonstrations, showcasing the features and benefits of HVAC systems and services.
- Collaborate with customers to develop customized solutions that align with their specific requirements.

**_ Quotes & Proposal Development_**:

- Prepare accurate, comprehensive quotes/proposals based on customer specifications and project requirements.
- Collaborate with internal teams, such as engineers and estimators, to gather necessary information for quoting purposes.
- Present and negotiate quotes, addressing customer inquiries and concerns to close sales deals.

**ADMINISTRATION **(Weighting 10%)**

**_ Sales Administration_**
- Coordinate with the sales team to ensure seamless communication and support.
- Enter and update customer information and sales activities in the CRM system.
- Assist in forecasting sales targets and tracking sales metrics.

**_ Market Research & Competitive Analysis_**
- Stay updated on industry trends, competitor offerings, and market developments.
- Gather and analyze market data to identify potential opportunities and areas for growth.
- Provide feedback and insights to the sales and marketing teams for strategic decision-making.

**TECHNICAL SKILLS**:

- ** Product Knowledge**: In-depth knowledge of the HVAC products and services offered by the company is essential. This includes understanding the features, specifications, and capabilities of different HVAC systems, as well as the ability to explain their benefits to customers.
- ** Technical Aptitude**: Basic technical aptitude is important to effectively communicate with customers, engineers, and technicians. This includes understanding technical drawings, schematics, and specifications related to HVAC systems.
- ** HVAC Load Calculation**: Familiarity with HVAC load calculation methods, such as Manual J, to determine the heating and cooling requirements of commercial spaces is valuable.
- **Building Codes & Regulations**: Knowledge of relevant building codes, st

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