JOB TITLE:      Account Executive

FLSA STATUS: Exempt

 

SUMMARY:

The Account Executive position sells HVAC equipment and provides solutions to local companies and private individuals. This individual must have substantial knowledge of items sold and the current company line card. The Account Executive position creates and maintains client relationships to meet sales goals and company benchmarks.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

The requirements listed below are representative of the knowledge, skill, and/or ability, and physical demands required.

 

• Executes the mechanics of the sales call including preparation, call openings, listening, probing, closing, and follow-through.

• Develops relationships to achieve sales goals.

• Engineers or designs project specifications.

• Places public bids for contracts, working with engineers and contractors.

• Performs contract negotiations, closing the sale and developing marketing plans for contract accounts.

• Keeps informed of new products, services and other general information of interest to customers.

• Manages the installation of the project from start to finish.

• Troubleshoots problems regarding products provided.

• Collaborates with their assigned Project Coordinator, Project Manager, Project Engineer or Project Lead.

• Performs all other duties as assigned.

 

COMPETENCIES:

 

• Sales Skills- Brings sales opportunities to closure or drive incremental revenue. Qualifies sales opportunities in terms of customer's needs, funding, competition, decision-making process and criteria. Accurately forecasts business opportunities, complexities and the resources required. Demonstrates effective presentation skills.

 

• Action Oriented- Enjoys working hard. Is action oriented and full of energy for things seen as challenging. Seizes more opportunities than others. Reacts quickly to critical situations.

 

• Customer Focus- Dedicated to meeting the expectations and requirements of customers. Gets first-hand customer information and uses it for improvements in products and services. Acts with customers in mind. Establishes and maintains effective relationships with customers and gains their trust and respect.

 

• Conflict Resolution- Steps up to conflicts, seeing them as opportunities. Reads situations quickly. Good at focused listening. Can hammer out tough agreements and settle disputes equitably. Can find common ground and get cooperation with minimum noise.

 

• Time Management- Uses time effectively and efficiently. Values time. Concentrates efforts on the more important priorities. Gets more done in less time than others. Can attend to a broader range of activities.

 

• Communication- Ability to communicate orally and in writing, with clarity and good effect. Understands clearly and quickly when instructions or orders are received. Uses judgment about what information is important and what is not, and what should be communicated, how, to whom and when.

 

QUALIFICATIONS:

 

• Education and/or Experience- Bachelor’s Degree or four years of field sales experience, preferably in the HVAC industry.

• Language Skills- Ability to read, analyze, and interpret sales/ticket orders and other documents in English. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to interact clearly and effectively, in both written and oral communication, with supervisor, customers, co-workers, vendors, etc.

• Computer Skills- To perform this job successfully, an individual should be proficient in personal computer skills including electronic mail, record keeping, routine database activity, word processing, spreadsheet, etc. This role requires a strong level of knowledge of Microsoft Office, Adobe, and BlueBeam. Other industry platforms are also utilized. FACTS experience is a plus.

 

PHYSICAL DEMANDS:

While performing the duties of this job, the individual must be able to remain in a stationary position for 60 percent of the time while operating their computer and performing office work. The individual needs to move about inside the office and at work sites. They constantly operate a computer and other office productivity machineries, such as a calculator, copy machine, fax machine, and computer printer. They must be able to exchange accurate information with customers and others in the office while interacting. The employee must regularly lift and /or move up to 15 pounds, and occasionally lift and/or move up to 25 pounds. The individual must be capable of reviewing their work for errors and making adjustments as necessary.

 

WORK ENVIRONMENT:

 

The noise level in the work environment is usually low to moderate but can escalate to high if visiting a work site. The individual frequently works in a controlled climate.

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

 

NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as negotiated to meet the ongoing needs of the organization.