Service Account Manager

Southland Industries; Kennewick (WA); On-site; USD 85,000 - 110,000; Full time

Benefits offered by this job

401(k) plan with company match

Medical, dental, and vision insurance

Annual bonus program

Life insurance

Disability insurance

Pre-tax flexible spending plans

Paid parental leave

Paid holidays, vacation

Training/professional development

Wellness benefits

Job summary

Southland Industries is seeking a Service Account Manager to grow our service business in the Washington market. You will prospect and cultivate new existing-building, owner-direct customers, sell maintenance agreements and truck-based projects, and manage the full service sales cycle from proposals to close.

You will build strong customer relationships, coordinate with the Service team for satisfaction, and identify opportunities to expand scope. Some travel within the region is required.

Qualifications

• Bachelor's Degree or equivalent training/experience in a relevant field.
• 2+ years of direct relevant experience.
• Strong knowledge of service policies, procedures and capabilities.
• Strong verbal and written communication, including presentation skills.

Responsibilities

• Grow the service business by prospecting in the assigned market to cultivate new owners/direct customers.
• Sell new service maintenance agreements and truck-based service and project work.
• Proactively manage the service sales process from prospecting to close, including proposals and presentations.
• Develop and maintain positive relationships within assigned customer accounts.
• Act as the One Southland contact, coordinating with internal teams to drive additional business.
• Maintain regular customer communication and coordinate with Service for customer satisfaction.
• Continuously generate new sales via existing and new networks and opportunities.
• Identify new business opportunities as the customer’s building solutions partner.
• Develop and execute customer account plans for key/target customers.
• Contribute to renewal processes and seek to increase scope prior to renewal.
• Meet annual sales plan within budgets and target gross profit.
• Partner with Service Supervision and Technicians for repair and replacement opportunities.
• Maintain sales pipeline and forecast with operations.

Skills

Account management

Sales prospecting

CRM proficiency

Verbal & written communication

Negotiation

Travel willingness

Education

Bachelor's Degree in relevant field

Trade-level training or industry experience

Tools

Microsoft Office

CRM software

PowerPoint

Job description

Position Summary

The Service Account Manager is responsible for growing overall service business by prospecting in assigned market territory to develop and cultivate new "existing building" "owner direct" customers.

• Primarily responsible for growing our overall service business by prospecting in assigned market territory to develop and cultivate new "existing building" "owner direct" customers


• Sells new service maintenance agreements and truck-based service & project work.


• Proactively manages the service sales process to close sales, including prospecting, qualifying, customer’s setup and procurement process, proposals, presentations, as well as handling questions and objections


• Develops and maintains positive relationships within assigned customer accounts.


• Oversees the sales process and acts as a "One Southland" point of contact for customers, engaging any internal teams or support necessary to allow for additional business development


• Maintains regular communication with customers. Coordinates with Service team to ensure customer satisfaction. Promptly addresses concerns and advocates for customers when performance or billing issues arise


• Continuously generates new sales by using existing and potential customer networks and social networking.


• Identifies new business opportunities acting as the customer’s building solutions partner for all areas of locally provided service offerings.


• Develops and executes customer account plans for key and target customers.


• Proactively contributes to the maintenance agreements renewal process, while seeking to increase scope and/or value prior to renewal.


• Achieves annual sales plan within approved cost budgets and target gross profit levels, meeting required sales and sales activities


• Partners with Service Supervision and Technicians for repair and replacement opportunities


• Maintains Sales Pipeline of opportunities and sales tracking – communicating with operations for forecasting and turnover meetings

Qualifications

• Bachelor's Degree in relevant field or equivalent training and experience, such as trade-level training or industry experience


• 2+ years of direct relevant experience


• Strong knowledge of service policies, procedures and capabilities


• Strong verbal and written communication, including presentation skills


• Strong customer service skills and ability to develop customer relationships


• Demonstrated sales skills in prospecting, qualifying, proposing and closing sales and capable of developing and managing large accounts (existing and new)


• Solid negotiation skills


• Strong collaboration skills internally and externally, with strong problem-solving abilities


• Frequent travel to job sites within assigned region


• Strong Microsoft Office skills, including Excel, Word and PowerPoint.


• Solid knowledge of CRM

Benefits

• 401(k) plan with 50% company match (no cap) and immediate 100% vesting


• Medical, dental, and vision insurance (100% paid for employee)


• Annual bonus program based upon performance, achievement, and company profitability


• Term life, AD&D insurance, and voluntary life insurance


• Disability income protection insurance


• Pre-tax flexible spending plans (health and dependent care)


• Paid parental leave


• Paid holidays, vacation, and personal time


• Training/professional development opportunities and company-paid memberships for professional associations and licenses


• Wellness benefits

About Southland Industries

As one of the nation's largest MEP companies, Southland Industries is built on the foundation of great people. Since 1949, we have put our people first, enabling growth, professional achievement, and innovation.

Southland Industries and all its subsidiaries are an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We are committed to the principle of equal employment opportunity for all employees and to providing our employees with a safe work environment free of discrimination and harassment. All employment decisions at Southland Industries are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, gender, national origin, ancestry, age, disability, medical condition, marital status, family care or medical leave status, veteran status, or any other status protected by the laws or regulations in the locations where we operate. Southland Industries will not tolerate discrimination or harassment based on any of these characteristics.

Pay

Final pay is determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. For Washington this ranges from $85,313.00 - $109,688.00 plus annual incentive, benefits, and retirement program as outlined above.

Contingent Employment

All employment offers are contingent upon successful drug tests, background checks, and professional reference checks. Roles that include driving as an essential job duty will be required to have a successful Motor Vehicle Record check (MVR). We are not able to offer sponsorship of employment at this time.

External Agency Announcement

Its Southland Industries' policy not to accept candidate submissions from recruiting agencies without an active and authorized work order. Candidate ownership can only be established after a bona fide work order is issued by a member of the Southland Industries Talent Acquisition team and the candidate is appropriately submitted through our Applicant Tracking System (ATS).