HVAC/Plumbing Account Manager

Capstone Mechanical, LP.; Crown Point (IN); On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Training

Stability & Technology

Job summary

The Account Manager at Capstone Mechanical, LP. will own a portfolio of existing commercial HVAC and plumbing customers, driving retention and growth while coordinating service delivery and project execution.

You will liaise with sales, service operations, and field teams to ensure customer satisfaction and profitable outcomes. Responsibilities include renewals, upsell opportunities, price escalations, and contract negotiations, with emphasis on accurate records, timely proposals, and clear

Qualifications

• Bachelor’s Degree in Business/Marketing/Engineering or equivalent experience.
• 2-5 years of commercial HVAC/controls service or sales experience for HS diploma track.
• Experience in account management or technical sales with service contracts and capital equipment sales.

Responsibilities

• Develop relationships with assigned customers to increase revenue and profitability.
• Identify and pursue upsell opportunities across service contracts, equipment, and new lines of business.
• Manage renewals and contract negotiations with price escalations.
• Pursue annual and multi-year contracts and pricing increases.
• Coordinate planned outages and major repairs with facility managers.
• Maintain knowledge of products and services to meet customer needs and promote renewals.
• Provide quotes and respond to RFPs; communicate with customers to ensure satisfaction.
• Prepare contracts, quotes, and terms; negotiate prices and terms.
• Maintain customer records and pipeline; use CRM systems for data accuracy.
• Deliver sales presentations and close sales; participate in forecasting and planning.

Skills

HVAC knowledge

Reading drawings

Financial analysis

Negotiation

Customer communication

Attention to detail

Independent work

Microsoft Office

Education

Bachelor’s Degree in Business/Marketing/Engineering

High School Diploma or GED with 2-5 years HVAC experience

Tools

Microsoft Dynamics 365

Microsoft Office

Job description

PremiStar IN- Lake County
551 E 112th Ave
Crown Point, IN 46307, USA

• A compelling work culture and company values.
• A sense of purpose and employee appreciation.
• Support & Stability & Technology
• Training

JOB SUMMARY

The Account Manager serves as the single point of ownership for an assigned portfolio of existing commercial HVAC and plumbing customers, with full accountability for retention, growth, and overall customer satisfaction. This role manages the complete customer experience—from service contract renewals and capital project sales to coordinating service delivery and resolving operational issues. The Account Manager acts as both trusted business advisor and internal advocate, ensuring seamless coordination between sales, service operations, and project execution teams. Success requires balancing revenue growth objectives with operational excellence and customer satisfaction.

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 agreements.
• Maintain 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.
• 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.
• 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.

OTHER DUTIES

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Employees understand the above job description and agree to comply with and be subject to its conditions. Employees further agree this job description does not alter their at-will employment status. Employees understand the Company reserves the right to delegate, remove, expand, or change all responsibilities. Employees acknowledge that they can fulfill the above duties with or without reasonable accommodation.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.