Account Executive - Service

Job Description: Create, develop and maintain relationships with key clients within UMC’s identified market segments. Offer facility solutions in all disciplines offered by University Mechanical Contractors, Inc. including energy services, building controls and automation, mechanical systems installation and retrofit, ongoing service, maintenance and monitoring which enable our clients to reduce energy and other operational expenditures, improve comfort and tenant/employee productivity, extend and enhance their facilities’ infrastructure and insure its optimum operating performance over the facilities’ life.

Essential Functions/Major Responsibilities (other duties may be assigned):

  • Develop and implement plans for strategic accounts in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
  • Pursue long-term account strategies that maximize profits.
  • Assist in cultivating long-term relationships with the appropriate key account decision makers.
  • Develop a complete understanding of the organization's structure and key buying influences of assigned account.
  • Perform client presentations articulating the value proposition of product / solution / service offerings.
  • Provide management with suggestions for improving volume, market share and price levels. May develop forecasts, budgets and operating plans for sales channels.

Secondary Job Functions:

  • Manage sophisticated deals independently within established guidelines.
  • Complete utility data analysis, building surveys and needs assessment, financial justification and related proposals and presentations.
  • Obtain letters of intent and arranges financing.
  • Work with operations, finance, legal and other inside and outside resources as needed to obtain the sale.
  • Follow through on sold projects to ensure satisfactory completion. Ensure a smooth sales-to-operations turnover and monitor progress.
  • Assist in resolving installation, collections and other customer satisfaction issues as needed. Assist customers and potential customers with problems involving the use of company products and services and recommends suitable resolutions accordingly.
  • Prepare accurate and thorough sales activity reports, forecast reports, estimates and expense tracking.
  • Participate in civic and professional organizations, and sales department meetings, workshops and seminars. Keep current on market business and product trends.
  • Pursue in-depth product and service knowledge and acquire deeper selling, technical and financial skills.
  • Develop and deploy account strategies.

Specific Job Skills:

  • Excellent customer service skills
  • Excellent oral and written communications skills
  • Ability to prioritize and multitasks with excellent organizational skills
  • Requires related technical and financial expertise with an aptitude to learn and competently use company estimating tools as well as gain an understanding of related engineering, contractual, and financial concepts.
  • Ability to define problems collects data, establish facts, and draw valid conclusions, ability to multitask with effective follow-through. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
  • Demonstrated ability to calculate figures and amounts such as discounts, percentages, area, and volume.
  • Ability to read and interpret documents such as utility bills, plans, specifications, safety rules, operating and maintenance instructions and procedure manuals.
  • Demonstrated ability to write routine reports and correspondence, ability to speak effectively before employees and have professional interaction with customers.

Education and/or Experience:

BS/BA in related discipline; advanced degree where required; or equivalent combination of education and experience. Certification may be required in some areas. Typically 5-8 years of successful experience in related field and successful demonstration of “Key Responsibilities and Knowledge” as presented above. Advanced degree MAY be substituted for experience, where applicable.

Job Conditions:

Hours will often exceed 40 hours per week to effectively perform this position. Leadership and oversight responsibilities require consistent work start times and work weeks.

The physical/ mental and work environment demands are described in the job description which is available upon request. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position. Work on construction sites will typically have more challenging access and terrain.

University Mechanical Contractors, Inc. is a Drug Free Workplace and an Affirmative Action, Equal Opportunity Employer. Contractor License #UNIVMC*343N9.


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