Job Summary
The Senior Automation Account Manager will develop sales, profits, and relationships with commercial clients. The candidate is to focus his/her efforts on selling clients the complete EMCOR automation solution for new or retrofit applications and offer DDC system maintenance agreements. This position will be working with the Automation Operations & Service teams to realize the sales potential within our existing commercial accounts and develop controls sales opportunities in the new construction market by establishing relationships with consulting engineers, mechanical, and general contractors.
Essential Duties & Responsibilities
• Developing controls for sales presentations, prospecting for new accounts, and providing clients with product services/information.
• Maintaining client pricing and payments, A/R management, client correspondence, P/L reports quality assurance (QA) support, and networking event and industry trade show participation.
• Development and maintenance of relationships with prospective and legacy clients. Seeking out and researching prospective projects through various methods (e.g., phone calls, visits, attending conferences, utilizing the Internet, leveraging existing relationships). Contact prospective clients, chief engineers, account managers, and property managers to introduce yourself and develop future relationships.
• Work with the branch manager, project managers, and engineering teams to constantly review and improve commercial account programs to meet targeted objectives.
• Managing through analysis and solution-based programs to maximize sales growth, volume, and profitability of account clients assigned by your local market and branch location.
• Preparing and delivering client presentations.
• Develop, write, and review client proposal documents, including financial and technical sections, using EMCOR Service/Mesa Energy Systems standard template and pricing models.
• Lead the development, presentation, and negotiation of complex proposals, budgets, and service agreements, ensuring solutions meet customer operational, financial, and performance objectives.
• Collaborate with engineering, project management, and service operations teams to ensure seamless project execution, successful customer outcomes, and achievement of revenue and margin targets.
• Provide consultative expertise on building automation technologies, analytics platforms, cybersecurity considerations, energy efficiency strategies, and smart building initiatives to position Mesa Energy as a trusted advisor.
• Maintain an accurate sales pipeline and forecast through CRM management, regularly reporting business development activities, project status, revenue projections, and market intelligence to leadership.
• Developing sales at defined margin levels to attain market share.
Qualifications
• Bachelor's degree in business, engineering, or a technical discipline.
• 5+ years' experience in Direct Digital Controls of HVAC systems and/or Building Automation.
• Relevant technical experience in HVAC, lighting controls, and application engineering environments.
• Automation experience with Distech, Alerton, JCI Metasys, and/or Delta Controls is preferred.
• Strong customer presentation skills and demonstrated sales aptitude.
• Financial acumen, inclusive of cost modeling for sales proposals.
• Experience in developing technical and cost proposals.
• Independent decision-making is required.
• Computer skills using MS Office required. Strong Excel skills are required.
• Competitive nature, articulate, goal oriented, ambitious, and high energy.
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Geographic Disclosure
Compensation Range: $154,000 - $173,000 per year
Benefits: We are committed to providing employees a comprehensive benefits package which includes medical, dental, and vision coverage, along with health savings and flexible spending accounts, life insurance, disability, a 401(k) Savings Plan, College Coach and employee assistance program.
