HVAC Account Executive - Sales

Mechanical Concepts, Inc.; Gary (IN); On-site; USD 70,000 - 110,000; Full time

Job summary

Mechanical Concepts, Inc. seeks an HVAC Account Executive to drive outside sales, coordinate projects, and manage key accounts in support of company goals. The role includes preparing estimates, developing proposals, and representing the company to customers and partners.

You will maintain sales forecasts, grow market share in the assigned territory, and ensure profitability through effective project turnover and service agreements. Strong communication and relationship skills are essential.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• Professional certifications and licenses as required by role.

Responsibilities

• Record sales leads, contacts, referrals, future opportunities, follow-ups, key names and addresses.
• Maintain an accurate sales pipeline and forecast.
• Prepare estimates for equipment, materials, projects, and services; develop proposals for presentation to customers.
• Increase market penetration within assigned geography and/or vertical market by securing new customers and expanding scope of products and services with existing accounts.
• Conduct post-sale follow-ups to ensure customer satisfaction and provide solutions for performance enhancement.
• Maintain liaison with internal and external contacts and suppliers for product knowledge and timely information.
• Maintain and update sales activity in management/reporting tools.
• Develop proposals for presentation to customers based on site review and analysis.

Skills

Communication

Self-motivation

Customer relations

Computer literacy

Sales ability

Project management

People skills

Learning mindset

Strategic thinking

Education

Bachelor’s degree or equivalent

Certifications/licenses

Job description

The HVAC Account Executive will conduct sales acquisition, project coordination (turnover), and account management activities in the assigned geographic and/or vertical market territory in support of Mechanical Concepts, Inc. company goals.

SCOPE

• Perform outside sales activities.
• Prepare estimates for equipment, materials, projects, and services. Develop proposals for presentation to customers.
• Represent Mechanical Concepts, Inc. as the preferred mechanical service provider for customers, employees, and business partners.
• Maintain ongoing job cost accounting to allow timely reviews of effectiveness and profitability of all work performed.

RESPONSIBILITIES

SALES

• Record sales leads, contacts, referrals, future opportunities, follow-ups, key names and addresses.
• Maintain an accurate sales pipeline and a high level of pipeline management.
• Provide periodic sales forecasts as requested.
• Increase market penetration within assigned geography and/or vertical market by securing new customers and expanding the scope of products and services purchased by the existing customer base at key, target, managed, and maintained owner accounts.

CUSTOMER SERVICE

• Conduct post sale follow-ups with customers to ensure all sales agreements have been accomplished and customers are satisfied with all aspects of the transaction.
• Manage and sustain high levels of customer satisfaction and provide solutions for performance enhancement and proactive resolution of issues to ensure customer expectations are met.
• Follow-up with internal and external contacts in a timely manner.
• Maintain liaison with representatives and local suppliers to stay abreast of product lines and equipment.
• Maintain accurate and timely sales activity information in Company sales management and reporting tools including, but not limited to, Outlook, and Foundation, booking and project management and turnover documentation.

QUOTED WORK

• Develop proposals for presentation to customers based on preliminary site review and analysis of projects with customers, blueprints, specifications, proposals and other documents.
• Determine customer need and work closely with customers to determine the most cost-effective and sellable solutions, thereby increasing and sustaining customer loyalty.
• Know and understand the capabilities of available Mechanical Concepts, Inc. field personnel, subcontractors and vendors, and the planned or promised completion time/date. Schedule manpower, materials, and resources to achieve orderly, efficient, and cost-effective implementation and progress leading to profitable project completion.
• Take a lead role in the sale of planned service agreements at customer locations and incorporate all appropriate Mechanical Concepts, Inc. offerings that provide measurable value to the customer.
• Oversee the execution of maintenance contracts to ensure profitable contract compliance and on-time contract renewals.

ADMINISTRATIVE

• Ensure Mechanical Concepts, Inc. financial standards are maintained, including; but not limited to, profitability, productivity, payment schedules, subcontracts, terms, conditions, and accurate invoicing.
• Solicit support and communicate effectively with internal staff.
• Responsible for project/service order document control and organization.
• Take an active role with all Mechanical Concepts, Inc. sales personnel on related sales activity in combining services from different divisions into the customer experience.
• Perform sales-related duties as directed and accurately communicate sales and project execution efforts to HVAC Service Manager and Administrative Teams in a timely manner.
• Maintain excellent relationships with Operations and Field personnel. Follow-up on all leads from field personnel, service technicians, Service Coordinators, and other MECHANICAL CONCEPTS, INC. employees.
• Maintain and improve sales skills, HVAC systems awareness, and industry knowledge through self-study, product seminars, company-provided training, and self-improvement courses.

EXPERIENCE

• Minimum of five (5) years of progressive experience in HVAC, Temperature Controls, Refrigeration, and/or facilities management.
• Minimum of two (2) years of documentable “high energy” sales experience.

SKILLS

• Excellent oral and written communication skills.
• Self-motivated, extroverted, tactful, organized, results and goal-oriented professional.
• Driven by a desire to satisfy customers and provide a high level of customer relations skills.
• Computer literate with good working knowledge of office products, equipment, and procedures.
• Ability to communicate and sell services, as well as equipment and systems. Capable of successfully closing the sales agreement and provide follow-up to assure sustainably strong customer relationships.
• Excellent project management skills to properly plan the implementation of a project (timely availability of required materials, equipment, tools, and manpower).
• Great “people skills” to work closely with management, sales, purchasing, accounting, and field personnel within the Company; as well as with vendors, customers, subcontractors, etc. outside the Company.
• A desire to continually learn new methods; adopt, accept and apply new technology from internal or external resources and continually strive to identify more efficient ways to perform existing processes.
• Challenge the “status quo” and motivate other team members, openly taking into account the ideas and suggestions of others and incorporating constructive suggestions into practice.

EDUCATION/QUALIFICATIONS

Bachelor’s degree or equivalent professional experience.

Professional and industry-specific certifications and licenses.

PHYSICAL/MENTAL REQUIREMENTS

Must possess prioritizing / organizational / multitasking and stress management skills.