Account Manager

Job Title: Account Manager

Pay Scale: Salary + Commission

Work Hours: 8:00am to 5:00 pm, Monday through Friday, some weeknights and weekends

Primary Job Function: To build relationships with existing and potential commercial customers and to qualify opportunities thereby obtaining sales that are competitive and profitable. Accountable for all sales activities and customer relationships between the company and clients.

Reports to: Sales Manager

Required Qualifications:
• Two to five years of proven sales experience (preferred but not required)
• Knowledge of HVAC industry (preferred but not required)
• Computer skills
• Ability to multi-task
• Organized and timely in tasks, calls and projects
• Time and activity management skills
• Valid driver's license

Duties:

• Provides knowledge and consultation in solving customer's problems, including financial and performance-based solutions
• Identify key customers and develop plans to grow identified accounts
• Consistently determines customer needs and current market opportunities
• Identifies potential opportunities with existing and new customers
• Converts leads into opportunities
• Develops relationships with key personnel in the customer's organization, including facility manager, project managers, project engineers, and purchasing agents
• Develops and executes a specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable, and successful partnership
• Provides account business reports and monthly forecasts
• Maintains a predetermined acceptable rate of business acquisition
• Provides quotes for service repairs including quotes for time and material as well as fixed price services
• Contacts responsible parties for purposes of securing renewal of service contracts
• Collects project data and compares to the office's capabilities
• Gathers or validates preliminary information and performs facility walk-through to determine level of opportunity
• Develops, evaluates, and discusses possible solutions with customer
• Estimates project by assessing and integrating equipment, controls, subcontractors, and services for each project
• Develops preliminary project fulfillment plan
• Prepares and finalizes preliminary/final proposal. Enters customer/project information into business system
• Validates the preliminary proposal with customer
• Determines proposal price and selling strategy
• Prepares, negotiates, and reviews agreement/project scope
• Presents/reviews proposal and/or contract with all key personnel negotiating scope of agreement/project
• Follows up with key personnel
• Prepares transition documents and communicates project readiness for assignment to the project management team
• Resolves major deviations from scope with the team after Project Scope Validation
• Assists customers in answering technical questions
• Flexibility to work outside normal work hours