Senior Account Executive - Commercial HVAC

Description

The Senior Account Executive promotes the Mechanical Solutions business unit, identifying and securing small mechanical service projects by marketing and selling targeted repair solutions to property managers and building owners. These projects involve diagnosing issues with commercial HVAC systems, recommending and selling the necessary repairs or parts replacements, and ensuring that the systems are restored to optimal operation. This individual is responsible for estimating, quoting, negotiating, and selling mechanical upgrades, retrofits in a timely, profitable, and responsive manner. As a senior member of the team, you will mentor junior account executives, develop strategic sales plans, and foster key client relationships to drive long-term business growth.

Essential Duties And Responsibilities

• Under supervision, manage and grow assigned territory or group of accounts consisting of building owners, end-users, and property managers.
• Achieve booking and gross margin goals.
• Develop and implement plans to take advantage of all sales opportunities for assigned customers or territory.
• Effectively perform needs assessments and develop sales proposals, estimates, specifications, and presentations.
• Work with operations, finance, legal, and other inside and outside resources as needed to obtain the sale.
• Follow through on sold projects to ensure satisfactory completion.
• Ensure a smooth sales-to-operations turnover and monitor progress.
• Assist in resolving installation, collections and other customer satisfaction issues as needed.
• Prepare accurate and thorough sales activity reports, forecast reports, and expense tracking.
• Participate in civic and professional organizations, and sales department meetings, workshops, and seminars.
• Continue to pursue in-depth product and service knowledge and acquire deeper selling, technical and financial skills.
• Contribute to sales and all hands meeting with details of our MS sales efforts.
• Provide mentorship and training to new sales staff as directed by the Sales Manager.
• Contribute to the development of internal sales processes and estimating improvements.
• Lead Branch efforts with networking groups.
• Champion LONG’s culture of service with customers and coworkers.
• Consult with other salespeople to assist in the development of project and service agreement proposals.
• Keeps current on market business and product trends.

Qualifications

• 3 + years of sales-related work experience
• ASHRAE association
• Moderate related technical and financial expertise
• A desire and ability to lead people
• Ability to build, maintain and analyze the company database
• Understanding of HVAC, electrical systems, energy management, engineering, installation, and construction procedures
• Ability to interpret mechanical plans and specifications
• Strong oral, written, and interpersonal communication skills
• Demonstrates excellent customer service and computer skills
• Ability to interact with all levels of personnel, including upper management
• Ability to handle multiple tasks simultaneously
• High level of accountability and willingness to take responsibility
• Attention to detail

Preferred Qualifications

• Bachelor’s degree in engineering, business, or a similar field with 4-6 years of related work experience
• No candidate will meet every single desired qualification

Physical Requirements

• Indoor, office environment
• Sitting for extended periods
• Lifting, bending, and kneeling
• Lifting to 25 lbs. from floor to countertop and countertop to floor

Competencies

• Understand and meet customer needs
• Collaborate effectively with colleagues
• Manage potential hazards and risks
• Engage with and contribute to the community

Pay and Benefits

Pay Range: $55,000 - $70,000 plus commission. Commission Range Average: $30,000 - $100,000 plus. Subject to sales rep performance. Benefits include Medical, Dental and Vision Insurance, Voluntary Life Insurance, Voluntary Accident and Critical Care Insurance, Basic Life, Short-Term and Long-Term Disability, Employee Assistance Program (EAP), 401(k) with Employer Matching contributions, Profit Sharing/Bonus/Commission Program as applicable, Paid Time Off, Paid Community Service Day, 8 Paid holidays, Pet Insurance, Legal and IDShield are offered to eligible employees.