Account Manager

Job Responsibilities

• Identifies potential opportunities with existing and new customers.
• Collections project data and compares to Innovative Air capabilities.
• Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
• Builds partnering relationships with contractors and consultants responsible for the decision-making process to drive the sales of Innovative Air offerings.
• Actively listens, probes and identifies concerns.
• Determines project needs, constraints, and responsibilities to meet customer’s HVAC system design and installation requirements.
• Develops, evaluates, and discusses possible solutions with customer.
• Responsible for project take-off, selection, and pricing of equipment and services.
• Develops project fulfillment schedule. Responsible for ordering, tracking, customer follow-up, and management of project.
• Responsible for the preparation and review of the proposal. Determines price and selling strategy.
• Reviews and compares contract terms and conditions with Innovative Air contract standards.
• Presents the proposal and negotiates price, terms, and conditions with customer.
• Determines customer needs, develops and executes an account specific business plan.
• Aids in the development of Innovative Air sales and marketing plans and strategies.
• Aids in the implementation of these strategies and action plans.
• Provides total account business activity reports and annual forecasts.
• Coordinates with consulting engineers in writing project specifications.
• Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of back charges and customer disputes.
• Positively and credibly influences system design and construction with contractors and consultants.
• Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
• Effectively writes, presents and communicates bids.
• Negotiates value, addresses resistance when demonstrated and closes the sale.
• Aids customers in answering technical questions on HVAC systems, Innovative Air products, system application alternatives, installation, operation, maintenance, and problem resolution.
• Flexibility to work outside normal work hours, as required.
• Maintains memberships with ASHRAE, USGBC and other industry organizations.
• Actively attends meetings.

Requirements

• Bachelor's degree in engineering from four-year college or university; or equivalent combination of education and experience.
• Familiarity with HVAC systems and temperature control equipment preferred.

Qualifications

• Exceptional written and verbal communications skills.
• Outstanding attention to detail and excellent organizational skills are critical, as are honesty and the ability to develop and maintain deep customer relationships based on trust.
• Passionate about helping our customers to be successful, and must continually strive to improve their understanding of our customers in order to provide first-class customer service.