NIPA Account Executive
8 - 10 years experience • Professional, Scientific & Technical Services
About Daikin Applied
Daikin Applied is a member of the global air conditioning company, Daikin Industries. Daikin Applied manufactures technologically advanced commercial HVAC systems that customers from around the world can trust to advance their needs for performance, reliability and energy efficiency. We develop innovations that create the right environments for successful businesses and critical applications. The people at Daikin Applied are committed to using their expertise to advance HVAC technologies and support our customers with efficient and reliable solutions. Daikin Applied products and services are sold through a global network of dedicated sales, service and parts offices.
Daikin Applied, formerly known as Daikin McQuay, was started in 1924 and has an extensive history of developing new, industry-leading innovations and technology. Our award-winning Rebel rooftop units, Magnitude magnetic bearing chillers, Pathfinder air cooled chillers and Intelligent Equipment set new standards for efficiency and value for building owners. Also, our extensive water source heat pump and applied technologies, aftermarket service, and parts operations provide support to keep our customers' operations running smoothly.
Daikin Industries, Ltd. is a Fortune 1000 company with 2015 revenues in excess of $15 billion and more than 51,000 employees worldwide. Daikin was named one of the world's most innovative companies by Thomson Reuters.
HVAC equipment, Internet of Things (IoT) for HVAC, energy management, aftermarket service support and replacement parts, and turnkey solutions.
Summary: Drive new customer relationships with qualified National IPA (NIPA) members or potential NIPA members to secure new business using the NIPA cooperative contract. This role will work to established high level relationships with NIPA qualified buyers who have the potential to drive multiple purchases or multiple locations over time. Based on guidance from the Regional General Manager or Regional Owner Sales Manager, they will work independently or with the respective Service Sales Representatives to price, propose and close National IPA projects throughout the region, including service, turnkey solutions and equipment sales.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
Coordinating with the Regional General Manager or Regional Owner Sales Manager, compile a list of prospective customer sales leads within the region using the Daikin Applied installed equipment database, industry sources, business directories, vertical market information, NIPA historic sales information or any other lead generation source.
Travels throughout assigned region to call on NIPA members or potential members to build customer relationships, identify new opportunities, solicit orders and address customer concerns.
As necessary prepare cost estimates and proposals for turnkey solutions, quoted and contract service work and equipment sales, all of which are in compliance with NIPA contract requirements. Coordinate with and gain approval from the Government Vertical Market team on quotes and sales contracts to ensure NIPA contract compliance.
Prepare or assist in the preparation of a sales pipeline, sales activity reports, and business and customer plans. This will include utilization of Salesforce.com to manage sales opportunities. Participate in meetings to review the sales pipeline, lost and sold projects with Regional Management and Government Vertical Market Management. Meet with Regional and District offices to coordinate pre and post sales activities.
Using available tools and resources, complete required financial analysis to provide potential purchasers with cost justifications (i.e. ROIs, utility rebates, life cycle cost analysis) and other information required to facilitate and justify the project. Continue to identify new ways to sell value.
Provide NIPA customers with timely follow up and strive to provide exceptional customer service.
Upon request, provides NIPA related guidance to independent equipment representatives when they are pursuing NIPA projects in the region.
To perform the job successfully, an individual should demonstrate the following competencies:
Problem Solving - Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; uses reason even when dealing with emotional topics.
Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service ; responds to requests for service and assistance; meets commitments.
Interpersonal- Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others' ideas and tries new things.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.
Written Communication - writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.
Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
Initiative - Takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor's degree from four-year college or university preferred; and seven or more years related experience and/or training; or equivalent combination of education and experience.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Equal Opportunity Employment: It is the policy of Daikin Applied to provide equal employment opportunity (EEO) to all persons regardless of race, creed, color, religion, gender, gender identification, sexual orientation, age, national origin, disability, protected veteran status, genetic information, marital status, membership or activity in a local commission, or any other characteristic protected by federal, state or local law.