Account Manager - Canton Service

RESPONSIBILITIES

• Develop relationships with assigned customers to increase revenue and profitability
• Identify and pursue opportunities to upsell: service contract expansions, equipment additions, capital replacements, new lines of business (e.g., plumbing, controls, etc.) and service scope increases
• Drive retention and growth by understanding customer business needs and helping them succeed
• Manage preventive maintenance agreement renewals and contract negotiations with appropriate price escalations
• Pursue and manage annual and multi-year T&M contracts and pursue annual pricing increases
• Identify and pursue equipment replacement opportunities through age analysis and failure trend tracking
• Cook up planned service outages and major repairs with facility managers
• Maintain detailed knowledge of products and services to ensure they consistently meet customer needs
• Communicate regularly with customers to ensure satisfaction and promote ongoing contract renewal
• Advise internal teams on product and service improvements based on customer feedback
• Provide sales quotes and respond to requests for proposals
• Answer customers’ questions about services, prices, availability, or terms
• Prepare service contracts, quote prices, credit terms, or other bid specifications using company practices
• Negotiate prices or terms of service agreements
• Maintain customer records, pipeline and backlog, including regular use of customer and opportunity tracking systems to maintain accurate and timely data
• Develop and deliver sales presentations; close sales
• Participate in sales forecasting and planning meetings
• Develop and maintain professional communications with all levels of staff and customers
• Partner with business development to transition new customers to existing accounts

MINIMUM AND/OR PREFERRED QUALIFICATIONS

• EDUCATION: Bachelor’s Degree in Business/Marketing/Engineering, or High School/Trade School Diploma (or GED/High School Equivalence Certificate) with 2-5 years of commercial HVAC/controls service or sales experience
• EXPERIENCE: 3-5 years of experience in commercial HVAC, building services, or facilities management, with at least 2 years in account management or technical sales role. Experience managing service contracts and capital equipment sales required. Experience in preparing service contracts, cost estimates, and negotiating contract terms and price increases. Exposure to complex tasks within the job function; occasionally directed in several aspects of the work
• CERTIFICATES, LICENSES, REGISTRATIONS: n/a

SKILL REQUIREMENTS

• Understanding of commercial HVAC systems, controls, and building automation
• Reading mechanical drawings and equipment schedules
• Financial analysis skills (ROI, life cycle costing, energy savings calculations)
• Can interpret service reports and explain technical findings to non-technical buyers
• Customer focus
• Communication proficiency
• Innovation
• Collaboration
• Financial management
• Presentation skills
• Attention to detail and ability to work independently
• Personal computer skills, strong typing ability, and knowledge of Microsoft Office
• Experience with Microsoft Dynamics 365 preferred

PHYSICAL DEMANDS

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• Must be able to conduct site visits in mechanical rooms, rooftops, and other equipment locations.
• May require climbing ladders, working in temperature extremes, and wearing PPE.

WORK ENVIRONMENT

• This job operates in both an office and a field environment
• Must be able to sit and/or stand for extended periods of time

REASONABLE ACCOMMODATION

• Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the Company’s business operations