Service Account Manager

Integrated Cooling Solutions; Miami (FL); On-site; USD 50,000 - 80,000; Full time

Job summary

Integrated Cooling Solutions is seeking a proven Service Sales individual in Miami who can navigate the building market and influence customers. This outside sales role focuses on selling HVAC service solutions to targeted clients and is commission-based.

The ideal candidate will have a Bachelor's degree and 1-10 years of relevant experience, preferably in HVAC or related industries. Strong interpersonal and influencing skills are essential.

Qualifications

• 1-10 years account management or project management experience.
• HVAC, Mechanical Contracting, Engineering, or Construction industry experience is preferred.
• Ability to prioritize, multi-task, and manage high volume projects.

Responsibilities

• Sales of service solutions and products to building owners.
• Identify potential opportunities and meet customer HVAC service requirements.
• Build relationships and negotiate contracts.

Skills

Account management

Influencing skills

Interpersonal communications

PC skills (Microsoft Office)

Education

Bachelor's Degree in Engineering or Business

Job description

Integrated Cooling Solutions (ICS) delivers HVAC solutions backed by technical expertise and strong manufacturer partnerships. With eight offices across Florida, we help clients design and implement the best systems for their space—backed by hands-on support and industry know-how. At IC South, people come first. We invest in our team’s growth and success, creating a place where your work matters and your career can take off.

The Opportunity

Seeking a proven Service Sales individual with a demonstrated ability to navigate the existing building market and influence customers at multiple levels. Under minimal direction, this outside sales role is responsible for the sale of service solutions and products to targeted building owners and management companies. This position is commission based.

Responsibilities

• Identifies potential opportunities with existing and new customers by determining project needs, constraints and responsibilities to meet the customer's HVAC service requirements.
• Use ROI selling strategies to address customer's operational and environmental objectives, needs and asset management requirements.
• Demonstrates technical expertise to develop credibility, loyalty, trust and commitment.
• Builds partnering relationships with the customers and individuals responsible for the decision-making process to steer the sale of service offerings.
• Understands the customer's business and speaks their language.
• Effectively writes, presents and communicates proposals. Negotiate value and close the sale.
• Reviews, approves and presents the proposal, negotiates price, terms and conditions with customer.
• Positively and credibly influences system / service solutions with customers. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
• Manages multiple, ongoing, opportunities focusing on selling service contracts, small turnkey projects and repairs.
• Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customer.
• Solicits support from and communicates effectively with the entire service and sales team and support staff.
• Keeps management informed of progress and account status. Knows when to call for assistance from management and team members to keep the sales process moving.
• Provides weekly / monthly account business activity reports and annual forecasts.
• Flexibility to work outside normal work hours, as required.

The Required Profile

• Bachelor's Degree in Engineering, Business or related field and typically 1-10 years account management or project management/estimating experience; or equivalent experience.
• HVAC, Mechanical Contracting, Engineering or Construction industry experience a PLUS.
• Existing book of business and contacts in designated territory is preferred.
• Excellent initiative, and interpersonal communications skills and a demonstrated ability to influence others.
• Ability to prioritize, multi-task, deal with ambiguity and manage high volume projects.
• Strong PC skills in Microsoft Office applications including Word, Excel, PowerPoint, and Outlook.

Other Skills/Abilities

• Strategic Skills – Ability to learn new skills and knowledge, understand concepts and complexity comfortably, open to change, and handle uncertainty to find solutions.
• Operating Skills – Ability to discern between tasks to determine how best to accomplish goals, organize task/people assignments, and simplify processes to maximize workflow.
• Behavior Skills – Ability to manage people and situations when conflicts arise and seize opportunities to complete goals.
• Personal and Interpersonal Skills – Ability to establish and grow relationships with customers and peers through effective communication, active listening, problem solving, negotiating, and maintaining integrity.
• Negotiating Skills – Ability to settle differences, compromise or reach agreement while avoiding argument and dispute.
• Presentation Skills – Ability to communicate and transfer knowledge in a precise, concise and logical manner, with a professional presence.

Environmental Requirements

Will be required to work in an office environment and frequently in the field.

Physical Demands

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

Equal Employment Opportunity

Employment practices will not be influenced or affected by an applicant's or employee's race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information, sexual orientation, gender identity or expression, veteran status or any other legally protected status. Reasonable accommodations will be made for qualified individuals with disabilities unless doing so would result in undue hardship.

Legal Notice

Salary ranges listed are dependent upon a candidate's qualifications, experience, internal equity, and the budgeted amount for the specific role and location.