HA - Account Executive

$51,800 - $163,800/Yr

Air Control Concepts - Norfolk, VA

Full-time - Entry Level

Norfolk, VA

About the position

The Commercial Account Executive role is an outside sales position focused on selling commercial and industrial HVAC equipment and systems. The position requires building and managing long-term relationships with customers, including owners, engineers, architects, contractors, and consultants. The role emphasizes technical expertise, effective communication, and the ability to influence system design and solutions to meet customer needs.

Responsibilities

• Demonstrate technical expertise to develop credibility, loyalty, trust, and commitment.
• Determine project needs, constraints, and responsibilities to meet the customer's HVAC system design and installation requirements.
• Effectively write, present, and communicate bids.
• Negotiate value and close the sale.
• Positively and credibly influence system design and solutions with customers.
• Create competitive, high-quality, and timely estimates, bids, proposals, and cost/benefit analysis.
• Manage multiple ongoing projects focusing on selling HVAC equipment, service, and systems.
• Build partnering relationships with customers and manufacturers contractors.
• Understand the customer's business and speak their language.
• Support and assist in the Accounts Receivable collection processes.
• Solicit support from and communicate effectively with the entire sales team and inside sales support staff.
• Assist in the development of the sales team.
• Keep management informed of progress and account status.
• Call for assistance from upper management to keep the sales process moving when necessary.
• Influence project designs & specifications and drawings to obtain the Basis of Design (BOD).
• Log & follow Basis of Design projects in process within BOD tracking system for various manufacturers.
• Assist with communication to Design Engineers regarding forecasted shipping updates and their potential impact on project timelines.
• Forward written technical specifications & product warranty documents to Design Engineers.
• Communicate the status of projects to management and any engineering layout concerns for resolution as required.
• Manage the receipt of Installation, Operation and Maintenance manuals (IOM) and distribute to internal Project Managers as required.
• Assist with the distribution and approved receipt back of Engineering Submittals from Design firms.
• Perform general administrative functions to support the Design Engineering process with Design Engineering clients.
• Maintain open and timely communication lines with all applicable team members as needed.

Requirements

• Bachelor's Degree in a related field and 2+ years of account management and/or sales/leadership experience; or equivalent experience.
• HVAC, Mechanical Contracting, Engineering, or Construction industry experience required.
• Excellent initiative and interpersonal communication skills with 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.

Nice-to-haves

• Ability to learn new skills and knowledge.
• Ability to understand concepts and complexity comfortably.
• Open to change and willing to try anything to find solutions.
• Able to handle uncertainty and make decisions without knowing the whole story.
• Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way.
• Ability to figure out processes and simplify them to maximize workflow.
• Ability to manage people and situations when conflicts arise.
• Ability to seize opportunities with the drive to complete goals.
• Ability to establish and grow relationships with customers through effective verbal and written communication.
• Dedicated to the needs of customers, manufacturers, and peers with patience to actively listen to all business partners.
• Ability to solve problems and skillfully negotiate while managing stress.
• Demonstrates integrity and trust through appropriate directness and truthfulness.
• Ability to understand personal strengths and weaknesses, seek feedback, and improve upon shortcomings.
• Ability to settle differences, compromise, or reach agreement while avoiding argument and dispute.
• Ability to communicate and transfer knowledge in a precise, concise, and logical manner.