Client Manager

Account Executive

This role is intended to develop trusting work relationships with prospective and existing clients while serving as a client manager for core accounts. The role is responsible not only for the conceptual mechanical design and successful delivery of services but also for driving growth by aligning with the company's strategic sales goals. The ideal candidate will have a proven ability to design complex industrial projects, providing innovative and effective solutions even with limited scope definition. Additionally, they must possess excellent communication skills and a proactive approach to expanding sales opportunities within both established and new client relationships. The ability to balance technical design excellence with a focus on achieving company sales objectives is critical to success in this role.

Internally, the role will require constant collaboration with departments such as administrative staff, preconstruction, engineering, and operations.

Responsibilities

General:

• Responsible for client management throughout the project life cycle, serving as the primary client point of contact, and building long-term trusting relationships.
• Analyze cost and forecast data to ensure alignment with company goals and objectives.
• Collaborate with a world-class team of engineers and designers to deliver innovative solutions for industrial clients.
• Demonstrates behaviors consistent with core values, including safety, responsiveness, innovation, collaboration, reputation, and entrepreneurship.

Marketing and Sales:

• Identify and pursue complex, high-impact project opportunities that align with the company’s strategic growth goals within the industrial market.
• Drive growth by setting and achieving revenue and sales targets, with a particular focus on expanding business with existing clients and establishing new client relationships.
• Prepare sales, cost, and revenue forecasts based on previous performance and expectations weekly, monthly, quarterly, and annually while identifying areas for revenue growth.
• Cultivate relationships with general contractors, developers, and owners through on-site visits, training, social events, and project reviews, serving as a trusted advisor on complex projects.
• Develop technical project scopes, pricing, schematic designs, and cost-saving options when appropriate.
• Maintain an entrepreneurial approach in identifying and securing opportunities for value-engineered solutions, ensuring that designs are both feasible and financially advantageous for both clients and the company.

Project Award:

• Work with Project Managers to negotiate contract markups. Manage contract execution process, including negotiations with clients.
• Facilitate internal turnover meetings to identify project scope, risks, resource requirements, communications, schedules, and budgets.
• Collaborate with the engineering department to ensure project scope is developed into design documents for permitting and bidding purposes.
• Provide support to the project team during the buyout process.
• Support Project Manager, Engineering, and Controls throughout construction and closeout.
• Assist the Preconstruction department with subcontractor buyouts and equipment procurement to meet or exceed project financial budgets.
• Track project financial performance, including contract value changes due to scope additions/deletions and actual vs. forecasted margins.
• Ensure commissioning and closeout processes are accomplished in a timely manner and HVACR systems operate as intended.
• Ensure project/department milestones/goals are met and adhere to approved budgets.

Qualifications:

• Strong ability to work in a team environment.
• Strong interpersonal and communication skills (oral and written).
• Minimum of 5 years of experience in HVACR or a related industry.
• Minimum of 3 years of design experience with a demonstrated ability to lead multidisciplinary teams in the design and execution of complex industrial systems.
• Experience in mission-critical facilities such as data centers, pharmaceutical production, and advanced manufacturing plants is highly valued.
• Previous sales experience with a consistent track record of meeting and exceeding revenue objectives is preferred.
• Considerable experience in HVACR projects through active management, leading design teams, experience with direct digital controls, project controls, sales, and/or field experience.
• Ability to define technical project scope, pricing, and prepare written proposals for construction general contractors or management firms.
• Must have a comprehensive understanding of total project costs and profitability management.
• Familiarity with modern design codes (ICC, IECC, IMC), ASHRAE Guidelines and Standards.
• Technical understanding of HVACR design methods and calculations.
• OSHA 30 certification is a plus and will be required upon hiring.