Sales Account Manager

About the role

The Sales Account Manager is a vital part of the U.S. Engineering Service team and is responsible for continuously developing and building favorable relationships with new and existing customers. This role is integral in identifying and adding value to U.S. Engineering customers through selling repair work, project work, service agreements, and service agreement renewals that address their mechanical systems needs in HVAC and Plumbing.

Responsibilities

• Leverage a methodical sales process to identify, target, and build new customer relationships, introducing them to and selling services in multiple markets including commercial, mission-critical, healthcare, government, science, technology, industrial, and education.
• Prospecting, targeting, calling, and qualifying new business opportunities.
• Survey and evaluate equipment systems to determine the correct repair approach, modification and/or maintenance requirements. Utilize technical experts to recommend the best maintenance programs and recognize project opportunities.
• Sell, manage, and renew service agreements. At renewal time, increase existing maintenance coverage and/or services that address customer needs.
• Collaborate with the marketing department to develop, enhance, and maintain updated sales and marketing materials.
• Qualify prospective customers and make effective sales presentations using professional visual aids. Gather knowledge of the prospective customer’s organization and decision-making process to anticipate objections and work with them to determine an appropriate timetable.
• Conduct research and provide insight and suggestions on ways to improve and increase market penetration. This may include the presentation of promotional items and events as well as attending targeted industry group meetings.
• Field customer questions, resolve complaints, and upon request interface with them to resolve collection issues.
• Perform additional duties as assigned to support the regional business unit’s overall success.
• Utilize CRM software to record and track all sales efforts, including cold calls, initial presentations, qualifying calls, quotations, retention meetings, and overall communications.
• Ensure all contracts are fully executed and all necessary documents are prepared before the turn-over meeting.
• Continuous customer engagement of assigned accounts to include problem-solving, proposal generation, qualifying and selling quoted repair or project solutions, selling additional lines of service, and identifying additional work opportunities to maximize value to the customer base.

Requirements

To succeed in this role, candidates should have:

• A bachelor’s degree in sales/marketing or an HVAC/mechanical discipline is preferred.
• A minimum of three years’ work experience in sales and marketing is preferred.
• Practical experience in the HVAC field is preferred.
• Ability to research the marketplace, identify target customers and prepare individualized sales and marketing campaigns.
• Ability to develop and foster mutually beneficial professional relationships, both internally and externally.
• Ability to persuade and influence. Strong negotiation skills.
• Excellent communication skills, both verbal and written.
• Basic understanding of mechanical systems – HVAC, refrigeration, plumbing, etc.
• Computer proficiency – specifically, MS Office: Word, Excel, PowerPoint required.
• Strong organizational skills required, as well as ability to handle multiple projects sales campaigns and prioritize.
• Good time management skills and ability to meet firm deadlines.
• Ability to work both within a team atmosphere, and self-sufficiently and exhibit keen sense of urgency.

Qualifications

Qualifications for this position include:

• Must be legally authorized to work in the United States on a full-time basis without requiring future sponsorship for employment visa status.
• Must have a valid driver’s license and reliable transportation.
• Must be able to perform the essential functions of the job without posing significant risk of substantial harm to the health or safety of themselves or others.
• Must be able to perform the physical demands of the job, including extended periods of driving and moving in/out of vehicles, frequent movement through a facility including the climbing of ladders, walking on uneven surfaces, bending, kneeling, and being in tight spaces.

Skills

Skills for this role include:

• Ability to research the marketplace, identify target customers and prepare individualized sales and marketing campaigns.
• Ability to develop and foster mutually beneficial professional relationships, both internally and externally.
• Ability to persuade and influence. Strong negotiation skills.
• Excellent communication skills, both verbal and written.
• Basic understanding of mechanical systems – HVAC, refrigeration, plumbing, etc.
• Computer proficiency – specifically, MS Office: Word, Excel, PowerPoint required.
• Strong organizational skills required, as well as ability to handle multiple projects sales campaigns and prioritize.
• Good time management skills and ability to meet firm deadlines.
• Ability to work both within a team atmosphere, and self-sufficiently and exhibit keen sense of urgency.

Benefits

Benefits and compensation for this position include:

• The range for this position has been established at $67,000.00 to $85,000.00 per year and is U.S. Engineering Services's good faith and reasonable estimate at the time of the posting.
• Your total compensation will go beyond the number on your paycheck. Team members are eligible for a year-end bonus based on company and/or individual performance as well as paid time off.
• An industry-leading benefits package including health, dental, and vision plans, matching retirement contributions, and matching 529 contributions all add to your bottom line.

Pay

The range for this position has been established at $67,000.00 to $85,000.00 per year and is U.S. Engineering Services's good faith and reasonable estimate at the time of the posting.

Schedule

The schedule for this position is flexible and will be determined based on the needs of the business and the individual's availability.