The Technical Service Account Manager for Federal/Military/Marine
Position Overview: The Technical Service Account Manager for Federal/Military/Marine is responsible for development of government, military, and marine customer segments with respect to Hudson's sustainable HVACR product and service offerings. The successful individual will identify and drive opportunities to profitably grow revenue with existing customers by understanding needs, value-based selling, and building long-term relationships that lead to new customer insights. Additionally, new untapped portions of the government and marine markets will be developed for Hudson's broad portfolio of HVAC products and service offerings with an emphasis on sustainability.
Essential Duties and Responsibilities include, but not limited to:
- Develop and maintain strategic account plans for all significant government, military, and marine customers. Use these plans to build partnering relationships with key decision makers and earn preferred partner status across our entire range of product and service offerings.
- Possess a thorough understanding of Hudson's service offerings including refrigerant recovery, reclamation, and lifecycle management. Effectively communicate the technical benefits of these services to customers across a range of HVACR applications.
- Identify, map, and maintain frequent contact (through face-to-face contact, telephone and virtual meetings) with key individuals who most directly influence account penetration within military and marine organizations.
- Actively listens, probes, and identifies potentially unmet needs where Hudson can be of assistance. Understands the unique operational requirements of government and marine customers to develop and demonstrate credibility, loyalty, and commitment.
- Works cross-functionally within Hudson to ensure customer satisfaction is achieved through efficient internal coordination and communication. Willing to take intelligent risks while navigating government procurement processes.
- Understands Hudson's value proposition and competitive advantage versus the next best alternative and aggressively position Hudson for growth. Uses existing market and/or industry knowledge to position Hudson as the go-to provider for sustainable HVACR needs.
- Keeps management informed of progress and account status. Leverages management with accounts, when and where appropriate. Utilize, maintain, and own consistent forecast processes.
- Familiar with and utilizes applicable sales tools (such as CRM) to effectively plan and communicate progress. Must be fluid in customer segment forecast processes.
- Participates in professional organizations and industry events for reasons of personal development, customer relationship building, and industry networking within the government and marine community.
Qualifications:
- Proven track record of success in meeting and/or exceeding growth targets.
- Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills.
- Effective cross-functional team player with an entrepreneurial mindset and results driven.
- Navigate a fast-paced environment and effectively manage multiple priorities. Strong time management skills.
- Tenacious and resilient, with ability to solve problems and overcome hurdles.
- Ability to manage time effectively when working remotely.
- Travel up to 30% of the time.
Required Skills and Experience:
- Bachelor's degree in sales, marketing, or other business field preferred.
- Entrepreneurial talent with 5+ years of sales and/or business development experience preferably in a technical field in primarily B2B environments.
- Experience in the HVAC/R industry is a plus.
- Military service background or marine industry experience a plus.
- Understanding government procurement processes and military/marine operational requirements is a plus.
- Fluency in MSOffice (MS Word, MS Teams, MS Excel, MS PowerPoint etc.) required.
- Excellent written and verbal communication.
- Position is remote.
Supervisory responsibilities (Yes or No)
No
Work environment (Office, Plant, Remote)
Remote work, and regular travel to customer sites, industry events, and business meetings.
Sedentary office work, including prolonged periods of sitting, intensive computer use, and frequent written and verbal communication, with occasional light lifting of up to 15 pounds.