Account Manager - HVAC COMMERCIAL SALES

Mesa Energy Systems is a wholly owned subsidiary of EMCOR Group, Inc. EMCOR is the world’s leading provider of mechanical and electrical construction and facilities services, including planning, consulting, and operations and maintenance. Mesa Energy Systems is a HVAC mechanical services company that provides fully integrated solutions for preventative maintenance and repair, upgrading existing mechanical, electrical, and controls systems to provide the most efficient economic solutions to meet customer expectations.

Job Title: Account Manager

Duties And Responsibilities

Persons filling this position will be responsible for prospecting for new accounts, providing clients with product services/information, maintaining existing client relationships, developing sales presentations, and following through with each client and opportunity. This position also has responsibility for maintaining client pricing and payments, A/R management, client correspondence, quality assurance (QA) support, and industry and trade show participation.

1. Agreement and alignment with EMCOR Mesa’s written philosophy of sales, established processes, and procedures related to sales.
2. Seek out and research prospective clients and/or projects through various methods including contacting prospective client Chief Engineer, Property Managers, Asset Managers, etc. to introduce yourself and develop future relationships, making phone calls, visits, attending conferences, utilizing the Internet, and leveraging existing relationships.
3. Establishment and maintenance of relationships with prospective clients.
4. Working with the Sales Manager and Branch Manager along with other Team members to constantly review and improve account programs and processes to meet targeted objectives.
5. Managing through analysis and solution-based programs to maximize sales growth, volume and profitability of account clients.
6. Preparing and delivering client presentations.
7. Developing, writing and reviewing client proposal documents including financial and technical sections, using EMCOR Service/Mesa Energy Systems standard template and pricing models.
8. Developing sales at defined margin levels to attain market share.
9. Interacting with fellow Sales Team members in a professional manner.
10. Interacting in a professional manner with other EMCOR/Mesa departments (ie. Operations, chiller teams, project management, etc.).
11. Demonstrate a personal commitment to your growth and development as a Sales Professional, including attendance at product and sales training events, participation at all professional training provided by EMCOR/Mesa, etc.
12. Reach your written, annual sales plans.
13. Other duties as directed by the Sales Manager.

Compensation

1. An annual draw is established by management for each account manager. The draw is provided to the account manager in equal, weekly payments.
2. Each account manager is given an annual non-maintenances sales plan, an annual maintenance sales plan, and an automation and controls sales plan. Sales plans equal or in some cases exceeds the annual draw. It is the account manager’s responsibility to produce project, service, maintenance, automation and repair sales that meet or exceed the stated, annual sales plan.
3. The dollar value of the sales plans will be established by management and will be sufficient to pay for the cost of the account manager’s employment. Achieving the given sales plans annually is required as a condition of maintaining employment as an account manager.
4. The account manager will be compensated as detailed in Mesa’s posted sales compensation plan.

Requirements

1. Bachelor’s degree in business or a technical discipline.
2. 2-5+ years' experience in HVAC commercial service or related field. Relevant technical experience, preferably in a Facilities Management or Operations and Maintenance environment.
3. Strong customer presentation skills and a demonstrated sales aptitude.
4. Financial acumen, inclusive of cost modeling for sales proposals.
5. Experience in developing technical and cost proposals.
6. Independent decision making is required.
7. Computer skills using MS Office required. Strong Excel skills are required.
8. Competitive nature, articulate, goal oriented, ambitious and high energy.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.