Service Account Executive - Building Automation & Mechanical

MacDonald Search Group; Calgary; On-site; CAD 90,000 - 140,000; Full time

Benefits offered by this job

Company holidays

Comprehensive benefits from day one

Employer RRSP contribution

Safety-focused work environment

Employee assistance program

Competitive salary and compensation

Job summary

MacDonald Search Group represents a leading global systems integrator seeking a results-driven Service Account Executive in Building Automation Systems & Mechanical to join a growing sales team. You will prospect, understand customer needs, and secure service sales opportunities within a dynamic organization.

Key duties include pipeline development, proposal construction, and presenting to decision makers while managing objections and competition.

Qualifications

• Bachelor's degree or equivalent.
• 3+ years sales experience in Building Automation.
• Hands-on familiarity with BAS platforms (e.g. Schneider Electric EBO, Distech, Honeywell, Alerton, Delta, JCI Metasys, Siemens Desigo, Automated Logic, KMC, Reliable, Niagara).
• Experience selling service contracts and maintenance agreements in Building Automation &/or Mechanical industry.

Responsibilities

• Develop Pipeline: engage decision makers, assess need, and establish a decision timeframe.
• Proposal Construction: build proposals with quotes, business case, and differentiation.
• Presenting & Closing: present proposals to decision makers and drive go/no-go decisions.
• Market Focus: identify and develop pipeline for assigned markets/geographies.
• Solution Focus: develop pipeline for service solutions including maintenance, SaaS, and managed services.
• Collaborate with SMEs: work with Account Executives, service colleagues, and partners to deliver proposals.
• Manage Accounts: maintain relationships and meet revenue targets.
• Market Awareness: network and participate in events to generate pipeline opportunities.
• Perform other duties as required.

Skills

Problem solving

Results oriented

Hunter mentality

Lead generation

Presentation skills

Communication skills

Autonomy

Teamwork

Microsoft Office

Education

Bachelor's degree or equivalent

Tools

Schneider Electric EBO

Distech

Honeywell

Alerton

Delta

JCI Metasys

Siemens Desigo

Automated Logic

KMC

Reliable

Niagara

Job description

Our client, a leading global systems integrator specializing in enterprise integrated solutions, is looking for a results-driven Service Account Executive (Building Automation Systems & Mechanical) to join their dynamic sales team. In this role, you'll prospect and cultivate new relationships, understand customer needs, and secure service sales opportunities as part of a growing sales organization.

Key Responsibilities

The Service Account Executive generates new service agreements through the acquisition of new accounts and growth of net-new service agreements in existing accounts. New logo capture is essential for success in the role. You'll also sell service agreements to existing customers, and renew, upsell, and cross-sell into other service product segments. Building customized solutions from an extensive suite of service offerings, you'll sell to buying groups such as CIO, VP, Director of Facilities/Security, Procurement, and others.

• Develop Pipeline: Work with real decision makers to assess need, gain agreement on a business case, and establish a decision timeframe.
• Proposal Construction: Build winning proposals that include the quote, business case, and competitive differentiation.
• Presenting & Closing: Present proposals to decision makers while managing objections related to timing, price, and competition; drive timely go/no-go decisions.
• Market Focus: Identify, prospect, and develop pipeline specific to assigned market(s) and/or geographies.
• Solution Focus: Identify and develop pipeline specific to assigned service solutions, including maintenance services, SaaS solutions, and managed services.
• Collaborate with Subject Matter Experts: Partner with Account Executives, service colleagues, and solution partners to create and deliver winning proposals.
• Manage Accounts: Maintain and cultivate relationships with existing customer accounts, ensuring high satisfaction while meeting revenue and profit targets.
• Market Awareness: Build market awareness through networking, presentations, industry events, and association involvement to generate new pipeline opportunities.
• Perform other duties as requested or required.

Skills & Attributes

• Strong affinity for problem solving
• Motivated, driven, and results-oriented
• Desire to learn, understand, and apply service solutions to customer challenges
• Ability to build customer confidence and cultivate business relationships
• Comfortable working autonomously and as part of a team
• Proactive in sourcing new opportunities
• Adaptable to business changes, with the ability to influence others and build consensus
• Basic skills in Microsoft Office
• Strong presentation and communication skills

You bring a consultative approach to creating and closing opportunities, with a hunter mentality and a track record of generating your own leads through cold calling, research, and networking. You have experience managing a full sales cycle of varying lengths, and you collaborate well with other sales professionals and cross-functional teams.

Qualifications

• Bachelor's degree or equivalent
• Minimum 3+ years sales experience in Building Automation business development.
• Hands-on familiarity with BAS platforms such as Schneider Electric (EBO), Distech, Honeywell, Alerton, Delta, JCI Metasys, Siemens Desigo, Automated Logic, KMC, Reliable, or Niagara.
• Experience selling service contracts and maintenance agreements in the Building Automation &/or Mechanical industry is required

What's Offered

• Company holidays and paid time off
• Comprehensive benefits from day one (medical, dental, etc.)
• Employer RRSP contribution
• Safety-focused work environment
• Employee assistance program
• Competitive salary and compensation plan