Job Summary
The Account Manager position involves building and maintaining relationships with clients in various vertical markets to increase sales and profits. They keep clients informed about maintenance, repair, replacement, service, and energy efficiency offerings to promote the sale of Mesa products and services. This role will collaborate with various team members to maximize sales opportunities within existing and potential accounts.
Essential Duties & Responsibilities
Persons filling this position will be responsible for prospecting for new accounts, providing clients with product services/information, maintaining existing client relationships, developing sales presentations, and following through with each client and opportunity. This position also has responsibility for maintaining client pricing and payments, A/R management, client correspondence, quality assurance (QA) support, and industry and trade show participation.
Account Manager responsibilities will include, but not be limited to the following:
• Agreement and alignment with EMCOR Mesa's written philosophy of sales, established processes, and procedures related to sales.
• Seek out and research prospective clients and/or projects through various methods including contacting prospective client Chief Engineer, Property Managers, and/or Asset Managers, etc.
• Making phone calls, visits, attending conferences, utilizing the Internet, and leveraging existing relationships.
• Introducing, developing, and maintaining relationships with prospective clients.
• Working with the Sales Manager and Branch Manager along with other Team members to review and improve account programs and processes to meet targeted objectives.
• Managing through analysis and solution-based programs to maximize sales growth, volume, and profitability of account clients.
• Preparing and delivering client presentations.
• Developing, writing, and reviewing client proposal documents including financial and technical sections, using standard templates and pricing models.
• Developing sales at defined margin levels to attain market share.
• Communicating professionally with various departments within EMCOR/Mesa, such as Operations, chiller teams, project management, sales teams, and others.
• Demonstrate a personal commitment to your growth and development, including attending product and sales training events, and participating at all professional training provided by EMCOR/Mesa.
• Reach your written, annual sales plans.
Compensation:
Each account manager is given an annual non-maintenances sales plan, an annual maintenance sales plan, and an automation and controls sales plan. Sales plans equal or, in some cases, exceed the annual draw. It is the account manager's responsibility to produce project, service, maintenance, automation, and repair sales that meet or exceed the stated annual sales plan.
Qualifications
• Bachelor's degree in business or a technical discipline
• 3+ years of experience in HVAC commercial service or a related field.
• Relevant technical experience, preferably in a Facilities Management or Operations and Maintenance environment
• The ideal candidate should have strong customer presentation skills, sales aptitude, and financial acumen, including cost modeling for sales proposals.
• Independent decision making is required.
• Strong computer skills using MS Office, particularly Excel.
• Candidate should possess a competitive nature and be articulate.
• Ideal candidate will be goal oriented, ambitious, and high energy.
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Geographic Disclosure
Compensation Range: $65,000 - $125,000 per year
Other Compensation: The position is incentive-eligible
Benefits: As a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, EMCOR Group is committed to its employees. This commitment is embodied in our competitive benefits package, which includes medical, dental, and vision coverage, as well as flexible spending accounts, life insurance, disability income, 401(k) Savings Plans, Roth Retirement Savings Plan, and Deferred Compensation, and employee assistance and wellness programs. Employees will also receive 80 hours of vacation time and 56 hours of sick time per year. In addition, employees will receive 9 paid company holidays per calendar year.
