Account Manager - Canton Service

Standard Plumbing & Heating; Canton (OH); On-site; USD 70,000 - 120,000; Full time

Job summary

Standard Plumbing & Heating in Canton, OH, seeks a results-driven Account Manager to grow revenue in commercial HVAC and building services. You will manage service contracts, upsell opportunities, and lead multi-year T&M contracts while maintaining strong customer relationships.

Key duties include quoting, negotiating terms, analyzing ROI, coordinating with field teams, and driving contract renewals. Requires 3–5 years in HVAC sales or account management.

Qualifications

• Bachelor’s Degree in Business/Marketing/Engineering, or High School/Trade School Diploma with 2-5 years of commercial HVAC/controls service or sales experience
• 3-5 years of experience in commercial HVAC, building services, or facilities management, with at least 2 years in account management or technical sales role

Responsibilities

• Develop relationships with assigned customers to increase revenue and profitability
• Identify and pursue opportunities to upsell and expand service contracts, equipment, and new lines of business
• Manage preventive maintenance agreement renewals and contract negotiations
• Pursue annual and multi-year T&M contracts and pricing increases
• Coordinate planned service outages and major repairs with facility managers
• Maintain knowledge of products and services to meet customer needs
• Communicate with customers to ensure satisfaction and renewals
• Advise internal teams on product/service improvements based on feedback
• Provide quotes and respond to proposals
• Prepare service contracts, quote prices, credit terms, or other bid specs
• Negotiate prices or terms of service agreements
• Maintain customer records, pipeline and backlog in tracking systems
• Visit establishments to evaluate needs or promote service sales
• Develop and deliver sales presentations; close sales
• Participate in sales forecasting and planning meetings
• Develop professional communications with staff and customers
• Partner with business development to transition new customers to existing accounts

Job description

RESPONSIBILITIES

• Develop relationships with assigned customers to increase revenue and profitability
• Identify and pursue opportunities to upsell: service contract expansions, equipment additions, capital replacements, new lines of business (e.g., plumbing, controls, etc.) and service scope increases. Drive retention and growth by understanding customer business needs and helping them succeed
• Manage preventive maintenance agreement renewals and contract negotiations with appropriate price escalations
• Pursue and manage annual and multi-year T&M contracts and pursue annual pricing increases
• Identify and pursue equipment replacement opportunities through age analysis and failure trend tracking
• Coordinate planned service outages and major repairs with facility managers
• Maintain detailed knowledge of products and services to ensure they consistently meet customer needs
• Communicate regularly with customers to ensure satisfaction and promote ongoing contract renewal
• Advise internal teams on product and service improvements based on customer feedback
• Provide sales quotes and respond to requests for proposals
• Answer customers’ questions about services, prices, availability, or terms
• Prepare service contracts, quote prices, credit terms, or other bid specifications using company practices
• Emphasize service features based on analyses of customers’ needs and technical knowledge
• Negotiate prices or terms of service agreementsMaintain customer records, pipeline and backlog, including regular use of customer and opportunity tracking systems to maintain accurate and timely data
• Visit establishments to evaluate needs or promote service sales
• Develop and deliver sales presentations; close sales
• Participate in sales forecasting and planning meetings
• Develop and maintain professional communications with all levels of staff and customers
• Partner with business development to transition new customers to existing accounts

MINIMUM AND/OR PREFERRED QUALIFICATIONS

EDUCATION

• Bachelor’s Degree in Business/Marketing/Engineering, or
• High School/Trade School Diploma (or GED/High School Equivalence Certificate) with 2-5 years of commercial HVAC/controls service or sales experience

EXPERIENCE

• 3-5 years of experience in commercial HVAC, building services, or facilities management, with at least 2 years in account management or technical sales role. Experience managing service contracts and capital equipment sales required. Experience in preparing service contracts, cost estimates, and negotiating contract terms and price increases.
• Exposure to complex tasks within the job function; occasionally directed in several aspects of the work

CERTIFICATES, LICENSES, REGISTRATIONS

• n/a

SKILL REQUIREMENTS

• Understanding of commercial HVAC systems, controls, and building automation
• Reading mechanical drawings and equipment schedules
• Financial analysis skills (ROI, life cycle costing, energy savings calculations)
• Can interpret service reports and explain technical findings to non-technical buyers
• Customer focus
• Communication proficiency
• Innovation
• Collaboration
• Financial management
• Presentation skills
• Attention to detail and ability to work independently
• Personal computer skills, strong typing ability, and knowledge of Microsoft Office
• Experience with Microsoft Dynamics 365 preferred

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. Must be able to conduct site visits in mechanical rooms, rooftops, and other equipment locations. May require climbing ladders, working in temperature extremes, and wearing PPE.

WORK ENVIRONMENT

This job operates in both an office and a field environment. Must be able to sit and/or stand for extended periods of time.

REASONABLE ACCOMMODATION

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the Company’s business operations.