Description

Support business growth at wholesaler accounts and branches by providing technical and sales support promoting Copeland Brand Products, Flow Controls, Browning and US Motors products. Remotely manages relationships with small to mid-size wholesaler branches to allow US sales counterparts increased face time with customers. This position is responsible to perform production work for the assigned function.

Responsibilities

PLANNING

1. Performs pre-sales activities for branches in managed accounts:

a. Map out Management by Objectives (MBOs) based on Business Unit strategies at the beginning of each fiscal year

b. Identify target accounts and branches for Outbound Communication Packages

c. Create product-specific Outbound Communication Packages that aim to educate and serve as sales tools for wholesalers

d. Prepare monthly Progress Reviews, Territory Sales Report/ Fiscal Year End Sales Report

2. Maintains the accuracy and upkeep of each customer account in the database through the following:

a. Update of each customer file in a Customer Relationship Management (CRM) tool

b. Documentation of each supported product

BRANCH MANAGEMENT

3. Co-manage specific wholesaler branches with domestic field sales managers

4. Support post-sales activities with follow up calls to identify leads to new business opportunities.

5. Provide timely information updates on current products and on the company

6. Support Customer Service through the following:

a. Resolve technical and product issues b. Update on new product launches and transitions

7. Recommend solutions on customer issues as follows:

o Product selection, transition, cross-reference and replacement

o Material/ Product Returns/ Warranty

o Pricing discrepancies

o Lost or defective products during shipment

SUPPORT NEW BUSINESS OPPORTUNITIES

1. Support business growth through the following:

o Emerson brand cross-selling

o Provides product research and act on literature request

2. Support sales activities of the managed accounts as follows:

a. Point of contact for tactical issues of Copeland brand compressors and condensing unit products

b. Coordinate sample activities and shipments to expedite requests and processing of orders

c. Decide on credit recommendation on short paid invoices

3. Coordinate product sampling to wholesalers from order entry to delivery

PROGRESS REVIEWS

1. Conduct regular progress reviews with Business Unit Mentor and local GSC management

2. Participate in Monthly Sales Conference Calls

3. Attends training, workshop, seminar, and focus group discussions of the team

4. Work within defined Climate-GSC operational and employee goals by contributing to other projects, if needed

Requirements

• Graduate of any four-year business or behavioral discipline course

• Graduate of any engineering discipline course will also be considered

• At least 1 year experience gained from interactive customer service and related functions

• Knowledgeable in Heating Ventilation Air Conditioning Refrigeration (HVACR)

• Background in offshore service operations is an added advantage

• Ability to assume cross-trained function

• Ability to assume back up functions due to skills and capacity constraints

• Ability to build long lasting relationships with internal & external customers, and work within a team setting

• Problem Solving

• Process Improvement Capability

• Influencing Skills

• Excellent written and spoken communication skills in English

• Knowledge on computer applications such MS Office, Mainframe and other Business Systems and Tools

• Willing to work on shift supporting the assigned business and customers

• The individual must be able to maintain a positive energy level to function in an environment of constantly shifting demand and sometimes-severe time restrains while continuing to function effectively and often autonomously