Description:
Senior Account Manager
Salary Grade/Level/Family/Range:
Base salary plus sales commission & vehicle allowance
Benefits:
Medical and Dental/Life Insurance, 401(k), PTO, paid holidays
Reports to:
Sales Manager
JOB DESCRIPTION
Summary/Objective
The service sales account manager is responsible for generating leads, driving new maintenance agreement sales, managing and supporting key accounts, driving a high renewal rate for existing maintenance agreements, and supporting existing customers with repair and small project pricing and project management to ensure the long-term success of our customers.
You will be responsible for developing long-term relationships with your portfolio of self-generated leads as well as assigned customers, connecting with key business executives and stakeholders. You will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.
HVH Mechanical Partners is a family operated business managed by the Co-Founders and Presidents of the company Craig Harrison and Kevin Van Horn. HVH Mechanical Partners is financially backed by Service Logic. Headquartered in Charlotte, North Carolina, Service Logic is the largest privately held commercial maintenance heating and cooling mechanical contractor (HVAC) in the United States. The company continues to expand geographically through organic growth and strategic acquisitions of high-quality HVAC service companies. The Service Logic umbrella has more than 45 business units, with over 100 locations throughout the United States and Canada, all of which operate under a co-branding strategy where the local brand name is dominant, and Service Logic is referenced as the parent company. Additional information on the company can be found at: http://servicelogic.com
Essential Functions
1. Willingness and ability to generate opportunities to promote and sell service agreements on the phone and face to face in both cold and warm call situations.
2. Responsible for generating, pricing, bidding and winning preventive maintenance agreements per HVH Mechanical’s pricing plan and structure. The expectation is to generate at least $100,000 in new PM sales annually.
3. Securing renewals from existing assigned customers by means of on-site visits, phone contacts, e-mail and tailored letters.
4. Skillful in presentations to current and prospective customers with strong ability in conducting negotiations in a persuasive manner.
5. Operating as the one point of contact for all matters specific to your customers.
6. Sustaining and broadening relationships with new and existing key customers by developing and maintaining relationships throughout the customer’s organization.
7. Managing small service projects and repairs including implementation and billing for assigned customers.
8. Identify customers’ disagreements with the intention of managing and resolving them in a timely, efficient and cost-effective manner.
9. Performing collection activities at assigned customers as required.
10. Maintaining written and electronic records of sales related leads, contacts, referrals, etc.
11. Tracking personal sales statistics and submitting them to the manager for period reviews.
12. Supporting HVH sales and marketing activity under the direction of the sales manager.
13. Developing and maintaining familiarity with all HVH offerings.
14. Participating in continued education to learn about new products and improved sales techniques.
15. Maintaining a liaison with product representatives and local suppliers to stay abreast of product lines, promotions, trends, etc.
16. Ability to build a well-established relationship with customers
Requirements:
Competency
1. Lead Generation.
2. High Sense of Urgency
3. Highly organized and efficient.
4. Communication Proficiency.
5. Ethical Conduct.
6. Performance Management.
7. Flexibility.
8. Collaboration Skills.
9. Problem Solving/Analysis.
Supervisory Responsibility
The service sales account manager position has no supervisory responsibilities.
Work Environment
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms. Ability to travel to client sites is also expected.
Position Type/Expected Hours of Work
This is a full-time position, and hours of work and days are Monday through Friday, 8:00 a.m. to 5:00 p.m. Occasional evening and weekend work may be required as job duties demand.
Travel
This position requires up to 50% travel. Frequently travel is within the Atlanta metro area, rarely may be overnight.
Required Education and Experience
1. High school diploma and demonstrated success in sales and or business development.
2. Previous commercial HVAC or industrial sales experience.
3. Proven account management or other relevant experience.
Preferred Education and Experience
1. Bachelor’s degree in business management, marketing, advertising, technology or other applicable fields.
2. Working knowledge of basic HVAC operations and suppliers.
3. Ability to show consistent professionalism and good judgement to work with suppliers to ensure timely delivery at the lowest possible price.
4. 5+ years’ experience in a similar service sales account position.
Additional Eligibility Qualifications
1. Ability to pass pre-employment drug screening and participate in a drug free workplace.
2. Current driver’s license.
3. Proficient with Windows based software (Word, Excel, Access, PowerPoint, Outlook).
4. Ability to learn and fully utilize Buildops software for all customer quotes and account management needs.
Signatures
This job description has been approved by all levels of management:
Manager______________________________________________________
HR___________________________________________________________
The employee signature below constitutes an employee’s understanding of the requirements, essential functions and duties of the position.
Employee_______________________________________ Date________________
