Account Manager (Mechanical Contractors)

As a 100% Employee-Owned company, Robert E. Mason & Associates, Inc. believes our Associates are the foundation of both our customers’ and our success. Our strong company culture, and belief in continued investment in our Associates, has helped us realize long Associate tenures, as well as long lasting relationships with our customers. Under the Robert E. Mason & Associates, Inc. umbrella there are two divisions: R.E. Mason and Apperture Solutions.

R.E. Mason is an Emerson Impact Partner covering North Carolina, South Carolina, and Virginia. Emerson is the global leader of process systems and solutions. R.E. Mason provides industry-leading process equipment and service for process control, automation, safety, and reliability. The industries served include Chemical, Pharmaceutical & Life Sciences, Power & Utilities, Food & Beverage, and Pulp & Paper.

Apperture Solutions is a technology independent, professional consulting, and implementation services firm. Apperture Solutions offers Data Enablement, Production Optimization, Operations Management, and Other Value-Added Services. Apperture Solutions partners with other providers to offer our customers the technologies and solutions that fit their needs.

What R.E. Mason Offers Associates:

R.E. Mason is a 100% employee-owned company that offers a comprehensive, industry leading benefits package to all eligible Associates:

• Participation in the Employee Stock Ownership Program (ESOP)
• Retirement plan, including a Safe Harbor contribution
• Medical / Dental / Vision Insurance
• Employer paid Life Insurance and Long-Term Disability Insurance
• Generous paid leave options that include vacation time, sick leave, personal leave time, R.E. Mason Way Half Day, paid Jury Duty, and paid Bereavement Leave
• Paid Parental Leave
• Paid company holidays
• Career Development Program
• Retirement and Financial Wellness program
• Employee Assistance Program (EAP)
• Alternative/Hybrid Work Schedules

General Description

We are seeking a dynamic Sales Professional to join our team, focusing on new projects and emerging markets within industrial manufacturing and automation. This individual will primarily work with Mechanical Contractors, Construction Management companies and Engineering firms that perform work in industrial process and industrial manufacturing industries in NC, SC and VA. Some of the core industries we support include life sciences, pulp and paper, power generation, chemical processing, lithium battery manufacturing, semiconductor, and food and beverage. This role is ideal for an individual with drive and strong understanding of the complexities around new projects development and execution. As a key player of our project pursuits team, you will be responsible for identifying growth opportunities and building relationships across the participating organizations to exceed our customer expectations. If you thrive in a fast-paced environment and are eager to make an impact in a rapidly evolving market, we want to hear from you!

The Account Manager develops and maintain business relationships with key roles within territory mechanical contractors who are engaged in new project development and execution. The Account Manager understands the customers’ business, identifies customer needs and business drivers, is aware of the customers’ organizational dynamics, and develops account strategies to profitably grow a portfolio of products & services designed to help our customers increase the productivity and profitability of their plants.

Specific Responsibilities

• Customer Relationship Development: The account manager will build and maintain strong relationships with existing and new potential customers including contractors, resellers and EPCs that participate across the new projects space. Leverage the CRM system for a comprehensive view of customer interactions and activities to tailor sales approaches that meet the customer needs.
• Sales Strategy Development and Execution: Through market research and collaboration with other sales teams, create and implement targeted sales strategies that will grow the new projects and emerging markets business to meet company, team and individual sales goals.
• Market Research: Stay informed about industry trends, market conditions, and competitor activities to identify new business opportunities and growth areas.
• Marketing Execution: Partner with the marketing team to develop and conduct marketing campaigns that stimulate new customer engagements and expand existing customer relationships.
• Proposal Development: Collaborate with the inside sales and application engineering teams to communicate opportunity scope and requirements for developing comprehensive and competitive customer proposals.
• Negotiating and Closing: Lead negotiations to close while ensuring a smooth transition from sales to project execution.
• Collaboration and Communication: Work closely across the organization’s departments from sales, marketing, project management, operations and accounting to ensure alignment and support for customer needs.
• Sales Forecasting and Reporting: Develop sales growth forecasts, maintaining a sales funnel pipeline in the CRM system to enable prioritization and effective follow up of opportunities to achieve annual goals.
• Product and Service Knowledge: Maintain a thorough knowledge and understanding of all product and service solutions including Valves, Regulators, Instrumentation, Process Equipment, Reliability, and Control Systems.
• Customer Engagement: Through a balance of virtual and in-person customer engagements, the account manager will seek to understand and qualify the customer’s needs to present comprehensive solutions to close business.

Required Competencies

• Strong written and oral communication skills, including presentation skills.
• Works well in both Team and Individual settings.
• Demonstrated ability to interface with and influence with decision makers– Professionalism – Rapport/trust building skills.
• Prospecting and opportunity development in selling and services approach.
• Strategic thinker with solid technical skills.
• Interpersonal skills; specifically including engaged listening and acknowledging skills, as well as questioning and discovery skills.

Required Education and Experience

• BS/BA degree required in a discipline that supports a technical knowledge of the business.
• Knowledge of the industrial process industries served by our Company (Life Sciences, Pulp and Paper, Power Generation, Chemical, Batter production, food and beverage, etc.)
• Existing relationships with mechanical contractors, construction management companies and engineering that perform work in our core markets is preferred.
• 2-3 years of technical sales experience within our industry or related markets.