Enterprise Account Manager - Service

CoolSys - Refrigeration and HVAC Systems; United States; On-site; USD 100,000 - 200,000; Full time

Benefits offered by this job

Competitive pay

Annual incentive plan

Medical, Dental, Vision and Rx

Paid vacation and holidays

401(K) match

Life insurance and AD&D

Tuition reimbursement

Opportunities nationwide

Employee discounts

Job summary

CoolSys - Refrigeration and HVAC Systems is seeking an experienced Enterprise Account Manager to drive revenue across service, construction, energy, and engineering for large regional and national accounts in the United States.

You will build relationships with senior customer contacts, develop annual account plans, and coordinate bids and negotiations to maximize margins. The role requires travel up to 30% and a strong track record in complex sales.

Qualifications

• Bachelor’s degree in Business, Marketing or related field.
• 5–7 years large regional and/or enterprise account management and sales experience.
• Experience with contract negotiations, forecasting and budgeting.

Responsibilities

• Responsible for achieving annual revenue and margin goals of all products for assigned accounts.
• Establishes and builds relationships with key customer contacts and decision makers; maintains contact information in Salesforce.com.
• Develops annual account plans in Salesforce.com for each assigned customer.
• Communicates customer needs to CoolSys resources to ensure timely issue resolution.
• Supports service contract RFP processes and provides sales-related information for bids.
• Reviews bids, negotiates installation pricing within margin guidelines, and ensures up-front sales processes are followed.
• Identifies new sales opportunities within existing accounts and coordinates transitions for new customers.

Skills

Enterprise account management

Sales experience

Client relationship building

Forecasting & budgeting

Presentation & negotiation

Team leadership

Education

Bachelor's degree in Business, Marketing or related field

Tools

Salesforce

GoldMine

Job description

Overview

CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions.

Overview

CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions.

Our services include HVAC and refrigeration equipment sourcing, installation, repair, maintenance, monitoring, and optimization. We also offer engineering design, energy resilience and consumption optimization, asset recycling, and seamless multi-site rollouts across states.

CoolSys serves over 45,000 customer locations in industries like retail, food service, commercial, data centers, industrial, and pharmaceuticals.

No wonder Newsweek named CoolSys one of America’s Greatest Workplaces!

We understand that hiring great people is the foundation of everything we do. Our employee benefits packages include:

• Competitive pay: $100-130k base plus commission OTE $200K+
• Annual incentive plan
• Medical, Dental, Vision and Prescription coverage
• Paid vacation and holidays
• 401(K) match
• Life insurance, AD&D and long-term disability
• Tuition reimbursement
• Opportunities available nationwide
• Employee discounts on vehicles, hotels, theme parks, select cell phone bills and so much more
• Pet Insurance
• Legal Plan, and ID Theft Protection

Responsibilities

• Responsible for achieving annual revenue and margin goals of all products (i.e., service, construction, energy, and engineering) for assigned accounts.
• Establishes and builds relationships with all key customer contacts and decision makers required to sell all CoolSys products and services. Establishes and maintains customer contact information in Salesforce.com.
• Responsible for developing and updating annual account plans in salesforce.com, for each assigned customer.
• Acts as the conduit for the customer on communicating administrative and operational issues to the appropriate CoolSys commercial operations and/or operations resources to ensure issues are addressed in a timely manner.
• Responsible for working with Sales Operations on the execution of service contract RFP processes for renewal of existing service contracts with assigned customers, including providing sales-related information required by the RFP.
• Responsible for ensuring visibility to all relevant bid and/or negotiated installation opportunities from assigned accounts, within our footprint. Reviews estimates developed by the estimating team; acts in a consultative role, as needed, for estimate development, manages the sales/Ops pre-bid process per the approved SOP, and prices bids for submittal to customers, negotiates pricing on installation projects with end customers and/or general contractors, when available, within approved margin guidelines.
• Ensures installation sell margins are in compliance with margin guidelines for all construction bids and that all upfront sales processes (e.g., pre-bid and turnover meetings) are being followed.
• Complies with all required sales processes, including Safesforce.com and Projectmates.
• Identifies and acts on new sales opportunities within existing assigned accounts.
• Proactively assesses, clarifies and validates customer needs on an ongoing basis, and leads the solution development efforts that best address customer needs.
• Works with the Business Development Team to coordinate the transition of new customers when new customers are added to EAM’s assigned customer list.
• Perform other duties and projects as assigned.

Qualifications

ESSENTIAL KNOWLEDGE, SKILLS, ABILITIES, AND COMPETENCIES

• Intermediate proficiency with Microsoft Office suite of applications (Word, Excel, PowerPoint, etc.)
• Proficient with CRM (Salesforce, Gold Mine, etc.)
• Ability to travel up to 30%.
• Excellent communication and presentation skills.
• Knowledge of construction and service industry a plus, including principles and practices related to project estimation, labor forecasting, and building permits.
• Knowledge of commercial refrigeration and HVAC equipment and industry, preferred.
• Strong leadership & influencing skills, with demonstrated ability to champion organizational initiatives across the organization.
• Ability to develop and maintain strong customer relationships.
• Ability to operate with a high degree of autonomy and professionalism.
• Exceptional collaborative team oriented communication skills.
• Ability to make decisions that have a significant impact on the department’s credibility, operations and service.
• Ability to interface across all levels of the organization.
• Demonstrate ability to manage multiple projects, set and balance competing priorities with strong organization skills and ability to multi-task.
• Demonstrate strong customer service skills, ability to proactively address customer issues and concerns.
• Ability to organize and prioritize own work schedule and the work schedules of others on a short-term and long-term basis in order to meet deadlines and business needs.
• Ability to compute, analyze, and interpret complex statistical data and/or to develop forecasts
• Ability to make informal and formal presentations, inside and/or outside the organization; speaking before groups.

Join Us

• Bachelor’s degree in Business, Marketing or related field, preferred.
• Minimum of 5-7 years Large Regional and/or Enterprise Account Management and sales experience.
• Required experience with contract negotiations, forecasting and budgeting.
• Must have strong relationship building and management background.

Today, there are 27 different companies that make up the CoolSys family of brands. Our valued employees are at the heart of our continued growth and success. We invite you to be part of that growth!

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CoolSys is an EEO/AA Employer. All qualified individuals - Including all ages, colors, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other characteristics are encouraged to apply.

Pre-employment background screening (criminal and MVR for driving positions) and drug testing arerequiredfor all positions. CoolSys will consider qualified applicants with criminal histories in a manner consistent with federal law, state law, or local ordinance.