The Service Sales Account Manager-Commercial/Industrial HVAC Division is responsible for supporting key accounts, driving a high renewal rate for existing maintenance agreements, and supporting existing customers as their liaison regarding ongoing preventative maintenance services, service repair needs, and small projects. Ensuring long-term customer relationships with the company, as well as promoting all trades offered within the organization.
You will be responsible for developing and maintaining positive beneficial relationships with your assigned customers, connecting with key business executives and stakeholders. You will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.
We believe that our customers’ satisfaction is the goal of our work. We safely provide the highest quality products and services for a fair price. Our employees’ personal happiness and job satisfaction are critical to our success, and we value our employees as professionals.
Essential Functions

• Willingness and ability to generate opportunities to promote and expand service agreements on the phone and face-to-face in both cold and warm call situations.
• Conduct periodic CARE meetings with customers to ensure ongoing successful relationships.
• During site meetings, consult with customers regarding the location's overall mechanical needs identifying potential areas for improvement in all trades offered.
• Ability to conduct consultive selling processes by providing customers with capital expenditure planning to drive future projects.
• Ability to develop equipment retrofit opportunities through customer education and assistance in using utility, state, and federal energy efficiency funding programs.
• During times of excessive service repair needs, and at the discretion of the Service Manager, prepare quotes, provide proposals to customers, and coordinate materials and scheduling upon closing. Follow up with aged service repair quotes not yet closed.
• Estimate, propose, and close small projects with developing customers generated through MSR.
• Securing renewals from existing assigned customers using on-site visits, phone contacts, e-mail, and tailored letters.
• Skillful in presentations to current and prospective customers with a strong ability to conduct negotiations in an influential manner.
• Operating as the one point of contact for all matters specific to your customers.
• Sustaining and broadening relationships with new and existing key customers by developing and supporting relationships throughout the customer’s organization.
• Collaborating with project managers to price, win and account manage large service projects at assigned customers.
• Identify customers’ disagreements to manage and resolve them in a prompt, efficient, and cost-effective manner.
• Assist in performing collection activities for assigned customers as needed.
• Maintaining written and electronic records of sales-related leads, contacts, referrals, etc.
• Tracking personal sales statistics and submitting them to manager for period reviews.
• Supporting marketing activity under the direction of the management team.
• Developing and maintaining familiarity with all offerings.
• Participating in continued education to learn about new products and improved sales techniques.
• Maintaining a liaison with product representatives and local suppliers to stay abreast of product lines, promotions, trends, etc.

Competencies

• Lead Generation.
• Highly organized and efficient.
• Communication Proficiency.
• Ethical Conduct.
• Performance Management.
• Collaboration Skills.
• Problem Solving/Analysis.

Work EnvironmentThis job operates in a professional office environment with frequent customer site visits at facilities such as health care, manufacturing, retail, processing facilities, and similar sites throughout southern Delmarva.
Position Type/Expected Hours of WorkThis is a full-time position, and the hours of work and days are Monday through Friday, 7:30 a.m. to 4:30 p.m. Occasional evening and weekend work may be required as job duties demand.
Experience

• Demonstrated success in sales and or business development.
• Working knowledge of HVAC operations with
• Previous commercial HVAC or industrial sales experience.
• 2 to 5 years of proven account management or other relevant experience.

Additional Eligibility Qualifications

• Ability to pass a pre-employment drug screening and participate in a drug-free workplace.
• Current driver’s license.
• Must pass a criminal background check.
• Proficient with Windows-based software (Word, Excel, Access, PowerPoint, Outlook).

Compensation Includes

• Annual salary plus commission based on delivered project gross margin dollars.
• Vehicle or vehicle allowance
• Medical, dental, and vision insurance for employees with premium 100% paid for by company.
• Medical, dental, and vision insurance is available for purchase for families, substantially subsidized by company.
• Employee life insurance and long-term disability insurance with premium 100% paid for by company.
• Paid Time Off (PTO) and 9 paid Holidays.
• Opportunity to participate in 401(k) and profit-sharing programs.
• Company smartphone