Equipment Margin Strategy Leader

This is a fully remote position, open to applicants in Colorado, +1 more state.

📋 Description

• Act as the primary point of contact for the designated territory, liaising with the HVAC Construction sales team regarding qualified opportunities related to chillers and air handling units.

• Offer mentorship, coaching, and pricing strategies to enhance win rates at optimal market levels.

• Engage subject matter experts at the beginning of opportunities to enhance product positioning, optimization, and project strategy.

• Weigh project-specific requirements against historical win/loss data to determine the most competitive winning price.

• Collaborate with Global Products and Area leadership to secure final price approvals.

• Guide the sales team on strategies to achieve the highest possible margins.

• Establish trust with supported sales teams through transparency, integrity, and data-informed guidance.

• Share responsibility for the successful outcomes of opportunities where advice has been given.

• Aid in the sales of applied equipment through North American EqNA branches via direct sales personnel and agents.

• Lead both internal and external resources in supporting HVAC equipment bidding and proposal processes.

• Gather commercial and financial data for project bids and proposals.

• Evaluate project components to balance financial performance with customer satisfaction.

• Oversee bid and budget reviews for projects within the HVAC Deal Desk's scope.

• Arrange project reviews with sales representatives and agents for qualified upcoming pipeline projects.

• Create and refine sales strategies to assess situational impacts and enhance market positioning.

• Utilize competitive market intelligence and factory loading/lead-time indicators to devise successful strategies.

• Leverage historical win/loss data, market share metrics, competitor behaviors, and local market conditions to optimize pricing levels.

• Facilitate advisory conversations between sales representatives/agents, Product Regional Sales Managers, and subject matter experts concerning technical strategies and cost implications.

• Examine factors influencing win capabilities and adjust strategies and value propositions accordingly.

• Use dashboards to track and follow up on opportunities as key indicators fluctuate throughout the sales cycle.

• Collaborate weekly with Regional Product RSMs/SMEs and Product Leaders on market trends, product developments, competitor insights, and best practices.

• Engage with field teams in project strategy discussions.

• Manage final price authorizations based on Delegation of Authority thresholds.

• Assist in the pre-bid review process alongside Local/Area leadership, sales representatives, and HQ Sales and Operations approvers.

⛳️ Requirements

• Bachelor’s degree in engineering, marketing, a related field, or equivalent experience with a minimum of 5 years in the industry.

• Proven track record in HVAC industry sales or sales management.

• Familiarity with applied equipment, specifically chillers and air handling units.

• Capability to work collaboratively across various functions with sales representatives, Local and Area Leaders, EqNA Leadership, and Global Products.

• Proficient in collaboration and influencing stakeholders.

• Ability to work remotely.

🏝️ Benefits

• Competitive base salary along with a comprehensive bonus program.

• Three weeks of paid vacation each calendar year.

• Paid holidays.

• Sick leave.

• Three PTO days each calendar year.

• Comprehensive benefits package including 401K, medical, dental, and vision care, available from day one.

• Extensive product training and on-the-job/cross-training opportunities.

• Supportive and collaborative team environment.

• Commitment to safety through the Zero Harm policy.

• Scheduling and management support.

• JCI Employee discount programs (The Loop by Perk Spot).