Schaper Associates, Inc Published: December 17, 2019
Nashville, TN
Job Type


Title: Outside
Sales Engineer

Company Description:

Client has been a manufacturer’s representative of heating, ventilation and
air-conditioning equipment for 65 years.  They are one of the largest
organizations of its kind and a clear leader in their industry. The company
has multiple locations throughout the southeastern United States.

success of the company is based, both past and future, on the quality of their
services.  They strive to meet the highest standards of personal and
professional conduct.  This core belief affects many parts of their work
experience-the way they meet customers’ needs, uphold the reputation of
manufacturers and how they treat each other at work.  Integrity
is an essential part of all their activities and their 65-year reputation for
fair and honest practices is one of their greatest assets. 

The Role:


selling of heating, ventilation and air-conditioning (HVAC) equipment for
installation on commercial construction projects to an extensive customer
account list. Provide presentations of HVAC equipment to mechanical design
engineers providing information and creative ideas to address projects or
problems and securing specifications on upcoming and current construction plan


Responsibilities Include but Not Limited to:

Making sales or obtaining
sales orders for HVAC materials to be installed on commercial and industrial
projects - new construction or retrofit. These duties will customarily and
regularly cause the Outside Salesperson to be engaged away from the office and

  • Serving

    mechanical contractors by providing them with training regarding products,

    application assistance on a project-by-project basis, selection and

    pricing of equipment, specifications of equipment, operation and

    maintenance information; timely ordering/scheduling delivery of equipment

    to the job site; trouble-shooting and problem solving; billing and

    collection;  frequent travel to

    customer’ offices and project sites

  • Serving

    mechanical design engineers by providing them with training and competent

    technical data regarding products, design consultation and application

    assistance; frequent travel to design engineers’ offices.

  • Liaison with

    manufacturers on cost, application and design, as well as providing sales

    and marketing services, assuring them exceptional coverage of our



Location:  Nashville, TN



Education - Engineering
degree, ME preferred, or Building Construction degree or comparable industry

Experience - Preferably (5)
years’ experience direct selling, marketing or designing commercial HVAC

Other skills

          MUST have  Brand knowledge of each of the following:  Ruskin Manufacturing, Loren Cook Company, and  Price Industries

  • Sales and

    Marketing skills - ability to strategically present HVAC equipment to

    mechanical contractors and mechanical engineers, capitalizing on needs and

    opportunities.  This would include

    mentoring quotations and presenting proposals. 

  • Technical

    Product Knowledge - Pre-Sale and Post-Sale technical support for HVAC

    equipment produced by approximately 100+ manufacturers; working knowledge

    of Psychrometric (the field of engineering concerned
    with the determination of physical and thermodynamic properties of gas-vapor

  • Customer

    Relationship skills - ability to develop working relationship with

    mechanical contractors and engineers by anticipating and meeting customer


  • Job

    Management Skills - current projects may number from fifty to one hundred

    fifty jobs at different stages of development; organizational and

    communication skills are a must

  • Problem

    Solving - ability to creatively address problem issues to point of

    resolution; these would include application, delivery, billing/collection

    issues as well as addressing job site issues

  • Computer

    skills - Microsoft Windows environment software used for selection,

    pricing, quoting, submittals, ordering, expediting shipment, billing,

    communicating with factories and customers

  • Managing

    direct reports - delegation to and oversight of inside sales assistant(s)

    which would include training, team development and motivation; providing

    leadership and mentoring

  • Multi-tasking

    and stress management

  • Physical

    Requirements:  mobility, bending,

    stooping, ability to lift and carry up to 20 lbs.



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