The Account Manager is responsible for driving profitable revenue growth within assigned accounts by developing relationships, influencing specifications, and managing opportunities from design through closeout. This role balances individual and team sales performance while protecting margin, improving efficiency, and expanding market share in alignment with AirReps and manufacturer strategies.
Position Responsibilities May include;
Market & Account Development
o Develop and execute territory and account plans aligned with AirReps growth priorities.
o Build strong relationships with consulting engineers, contractors, and strategic owners.
o Drive basis-of-design and specification activity, with emphasis on VRV, heat pump, and decarbonization solutions.
o Identify and pursue new market opportunities, verticals, and target accounts.
o Represent AirReps' manufacturers professionally and consistently in the market.
Project & Sales Execution
o Manage project opportunities from design through bid, award, and turnover.
o Lead pricing strategy in coordination with sales management to protect margin.
o Support bid-day activity and contractor negotiations.
o Maintain accurate pipeline, backlog, and project data in Salesforce.
Internal Coordination
o Coordinate closely with project internal operations teams.
o Ensure proper project handoff, documentation, and communication.
o Participate in turnover meetings and support execution through installation and commissioning.
o Identify service, maintenance, and aftermarket opportunities tied to equipment sales.
o Follow standardized sales processes, tools, CRM and reporting expectations.
o Participate in training, product launches, and internal sales initiatives.
Nature & Scope:
• Applies advanced knowledge of job area typically obtained through advanced education and work experience
• Manages projects and processes while working independently and with limited supervision
• Coaches and reviews the work of lower-level professionals
• Problems faced are difficult and sometimes complex; takes a new perspective on existing solutions
Knowledge & Skills:
• Understanding of the HVAC contracting business
• Ability to read and understand construction documents/drawings
• Strong customer service skills and relationship management skills with the ability to generate new business through creating and carrying out a sales plan
• Working knowledge of MS Office - Excel, Word, PowerPoint, Outlook
• Effective Project Management skills, working knowledge of PM software, experience with Asana is a plus
• Ability to establish positive working relationships with internal and external customers and employees
• Excellent verbal and written communication and presentation skills
• Change management skills- implementing new processes and procedures
• Demonstrated analytical and problem solving techniques
• Effective organizational and time management skills including ability to prioritize and on-time completion of projects
• Ability to apply good judgement and strong work ethics and integrity on the job
• Ability to adapt quickly to change and work effectively on various types of activities
• Strong team player, results orientated, dedication to excellence and sense of urgency to achieve business objectives
• Ability to maintain a flexible work schedule to travel to work sites / customer locations to accommodate account/client needs
• Ability to practice safe work habits and follow company policies/procedures including safety guidelines
Experience:
• Minimum 3-5 plus years of sales experience in HVAC Industry
Education/Certification:
• Bachelor's degree in engineering, HVAC, or Construction Field (or equivalent, relevant industry experience)
People Management: No
Physical Requirements / Work Environment:
• Must be able to perform essential responsibilities with or without reasonable accommodation.
• Out-of-the -area and overnight travel on occasion. Valid driver's license required without driving restrictions
• Ability to lift up to 30 pounds
Reports To: Location Sales Manager
