Outside Sales Engineer

About Us

Founded in 1930, Marshall & Wells Company started serving the western half of Michigan and northern Indiana, representing manufacturers of commercial and industrial HVAC equipment. Today, our company represents over 35 manufacturers known across the United States for their commitment to quality and innovation in their heating, ventilation, and air conditioning products.

Job DescriptionPosition Summary

The Sales Engineer is responsible for managing and growing relationships with consulting engineers, mechanical contractors, owners, and design-build firms while promoting the HVAC products represented by Marshall & Wells Co.

This position offers a unique opportunity to inherit a well-established account base with significant existing business while developing new project opportunities and expanding market share throughout Western Michigan.

Key Responsibilities

• Manage and grow an established territory of consulting engineers, contractors, and end-user accounts.
• Develop and maintain strong relationships with customers and key decision-makers.
• Identify project opportunities and influence equipment specifications.
• Conduct product presentations, lunch-and-learns, and training sessions.
• Work closely with internal estimators and project management personnel to develop quotations and proposals.
• Assist customers with equipment selection, application, and technical support.
• Track project opportunities from design through construction and closeout.
• Collaborate with manufacturer partners to maximize sales growth.
• Develop new business opportunities within healthcare, higher education, K-12, industrial, commercial, and institutional markets.
• Represent Marshall & Wells and its manufacturers at industry events and customer functions.
• Maintain CRM activity and account development plans.

Required

• 5+ years of commercial HVAC sales, application engineering, mechanical contracting, or manufacturers' representative experience.
• Strong knowledge of commercial HVAC systems and construction processes.
• Excellent relationship-building and communication skills.
• Ability to read mechanical plans and specifications.
• Proven track record of developing customer relationships and generating sales growth.
• Self-motivated with strong organizational and time-management abilities.

Preferred

• Bachelor’s degree, HVAC degree, or equivalent industry experience.
• Experience calling on consulting engineers, mechanical contractors, and design-build firms.
• Knowledge of air distribution products, dampers, louvers, fans, silencers, kitchen ventilation systems, and specialty HVAC equipment.