The RoleThe Account Executive owns and facilitates the customer relationship. It shall be the Sr. Project Executive's function to generate sales of 'special projects' mechanical construction to the company's existing and new customers. A special project is one with a construction duration usually less than 12 months, mechanical value less than $7,000,000, and the Sr. Project Executive prepares the estimate or obtains support from the estimating department and project managers as needed. The customers are primarily General contractors, building owners, and facility managers. The Sr. Project Executive has the engineering group at their disposal for design-build projects. The Sr. Project Executive will not be expected to engineer, or project manage his/her large projects. Sr. Project Executive is to keep an assistant PM or PM job costed throughout any given year. The Hermanson marketing department will provide proposal writing assistance as needed for larger projects. Experience in each one of these fields would be considered a plus.
The salary range for this position is $160,000 to $185,000. (The compensation offered may vary depending on job-related knowledge, skills and experience).
General Duties and Responsibilities- Work with the SPD Business Group Leader on the business development plan.
- Create a one-page business plan, including strategy, and update quarterly.
- Generate 6-9 million in sales per year and support a full-time PM 100% job costed, while directly managing approx. 3 Million of the 6-9 Million.
- Sell HVAC and plumbing projects with minimal supervision.
- Accurately estimate and price the projects you sell.
- Build partnering relationships with Owners/ Building Managers, General contractors, and consultants responsible for the decision-making process.
- Develop a network of contacts and exceed their expectations.
- Work with the SPD Business Group Leader on the business development plan.
- Create a one-page business plan, including strategy, and update quarterly.
- Generate 6-9 million in sales per year and support a full-time PM 100% job costed, while directly managing approx. 3 Million of the 6-9 Million.
- Sell HVAC and plumbing projects with minimal supervision.
- Accurately estimate and price the projects you sell.
- Build partnering relationships with Owners/ Building Managers, General contractors, and consultants responsible for the decision-making process.
- Develop a network of contacts and exceed their expectations.
- Understand the customer's business and speak their language to demonstrate technical expertise to develop credibility, loyalty, trust, and commitment from the customer to the Account Executive and Hermanson Company.
- Add new buildings/ facilities/ clients to the portfolio.
- Work with the SPD BGL on business development plan.
- Attend all BU alignment/ sales/ops meetings.
- Perform Bi-weekly check-ins with team members.
- People/ Culture focused.
- Live Hermanson's purpose and values.
- Create and build relationships internally and externally (office, field, vendors, subs and clients).
- Mentor and coach those that are working alongside you, APM and PM's.
- Get involved in outside associations and charities (Give back).
- Have a working knowledge of the local construction marketplace.
- Have technical knowledge of mechanical system operations.
- Ensure satisfactory resolution of customer complaints.
- Develop sales strategies to maximize opportunities.
Design/Build Duties and Responsibilities- Facilitate the technical interface between the customers and Hermanson's operations and engineering departments.
- Work with the engineering department to develop scope documents for purpose of estimating.
- Verify that customer design or modification requirements are met promptly and correctly.
- Review company engineering changes and ensure that they are in accordance with customer expectations.
Accountabilities & KPIs- Achieve assigned revenue & profitability and other business metrics as determined by the Business Group Leader.
- Achieve identified customer objectives.
- Complete strategic customer account plans in alignment with company standards.
- Maintain high customer satisfaction ratings to company standards.
Qualifications- The position requires previous experience in evaluation, competitive environment assessment, value-based pricing, price-to-win analyses, and probability of winning. A proven track record of negotiating and closing high-value contracts involving strategic business relationships.
- Contract negotiation with Owners/ Building management and GC executives, Sr. PM's & key personnel.
- Familiarity with estimating, project management, engineering functions and practices.
- Possess strong written and communication skills.
- Ability to positively influence and persuade others.
- A record of achievement in selling across market segments and to GC/owner accounts.
- Disciplined, strategic thinker who quickly develops a holistic view of Hermanson's business, building and nurturing key relationships focusing on desired outcomes, creating a competitive advantage for the whole company.
"A-Player" Qualifications- Works well in a TEAM environment.
- Trust & Relationship Development: Trust comes down to character, competence, trustworthiness & sincerity. Relationship development - being attentive to the goals and desires of the customer; having the character qualities that decision-makers depend on and are willing to build a relationship with.
- Knows the customer's business; possesses credibility and confidence to make recommendations and innovative solutions to the customer's goals and needs.
- Skilled in executing sales processes in a complex sales environment (i.e., using strategic and consultative selling, skillfully navigating many decision-makers) and leading/managing his/her team through this sales process.
- Adept at handling objections and welcoming customer concerns to understand better what is on the customer's mind.
- Professional appearance, conduct, grooming, and business dress code that communicates professionalism, level of sophistication, intelligence, and credibility. Dresses to fit the business audience, means a dress code one notch of formality above your audience.
Education- Four-year University degree, preferably in engineering, architecture, construction management, or equivalent of on-the-job experience.
Hermanson offers a comprehensive benefits package designed to support your health, financial future, and professional growth.- Competitive pay with bonus opportunities
- Medical, prescription, dental & vision coverage with zero to low weekly premiums
- 401(k) with discretionary company match
- Generous paid time off (vacation, sick time, and paid holidays)
- Disability income protection
- Life insurance for employees and eligible dependents
- Optional added protection with critical illness and accident plans
- Career growth & development opportunities
- In-house training programs
- Certificate & tuition reimbursement
- Wellness program
- Employee Assistance Program (EAP)
This position is not eligible for employment visa sponsorship.The pay range for this position may vary depending on job-related knowledge, skills and experience.
WA Residents
$160,000-$185,000 USD
