Our client is a Leading Commercial HVAC systems, services, and building energy solutions provider in the Washington DC metro area. They leverage building HVAC technologies and provide innovative systems, quality products, and responsive technical support so their clients can focus on their mission, not their building. Working in close collaboration with the Design & Construction Executive Vice President you will lead a sales team that develops and maintains long-term client relationships and maximizes account penetration and client retention with contractors, consulting engineers, architects, and construction managers. Responsible for all the processes and functions required for ensuring the success of the team and client satisfaction.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Overall responsibility for the following functions: client and district sales management, new client acquisition, client satisfaction measurement, price management, sales promotion, maximizing account penetration, market penetration, client retention, hiring and on-boarding of new sales associates, continued assessment of skills and administering necessary training, setting quotas, accurate sales forecasting and consistent use of sales tools and systems.
- Achieving annual objectives regarding profit, volume, margins, business mix, and share.
- Monitor, measure, and modify process and process measurements to effectively and efficiently meet client needs.
- Responsible for determining ancillary product needs and managing those product relationships that complement core products.
- Promoting controls sales, including coordination with Control Sales Technical Support and Contracting and Controls Fulfillment Leader.
- Promoting all Systems linkage Programs: including In-Warranty-Service Agreements, Digital Services, and Service contracts.
- Required to work with Account Managers and Account Team Leaders to establish required skill sets, talents, and capabilities.
- Assembles high-performance teams and interacts with Account Managers with differing business development requirements, client focus, experience, sales cycles, and product portfolios.
- Required to interact with the Equipment Fulfillment Manager to ensure smooth hand-off of projects to the Project Fulfillment processes.
- Utilizing established Talent Development process, conducts performance appraisals in concert with Account Team Leaders to identify developmental needs, validate performance versus goals and objectives, recommend promotions, training, and disciplinary actions.
- Administer sales compensation plans within company guidelines.
- Manages ongoing performance by monitoring and coaching Account Managers’ effectiveness and efficiency in relation to project attainments, client service, client relationship development, and business profitability.
- Maintains client satisfaction by investigating concerns, implementing corrective action, and communicating with clients and sales team as needed.
- Responsible for internal communications flow to Account Managers and Account Team Leaders.
- Leads the development and execution of the sales business plan.
- Responsible for sales manpower planning, including talent acquisition and retention of top sales personnel.
- Responsible for modeling and reinforcing the business’s vision, mission, business values, and people values.
- Flexibility to work outside normal work hours, as required.
- Willing and able to drive to client and job sites
EDUCATION AND EXPERIENCE REQUIREMENTS
- Bachelor’s degree in engineering, business, or related degree from a four-year college or university; or equivalent combination of education and experience.
- 10 years of relevant industry sales experience.
- 5 years of relevant experience in a technical sales leadership role preferred.
- MS Office knowledge (Outlook, Excel, Power BI, PPT, Word), Salesforce knowledge preferred
- Ability to read, analyze, and interpret common business and technical journals, financial reports, and legal documents.
- Ability to respond to common inquiries or complaints from clients, regulatory agencies, or members of the business community.
- Ability to write speeches and articles for publication that conform to prescribed style and format.
- Ability to effectively present information to top management, public groups, and/or boards of directors.
- Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.
- Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
- Ability to define problems, collect data, establish facts, and draw valid conclusions.
- Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
- Valid driver’s license and proof of active auto insurance.
SUPERVISORY RESPONSIBILITIES
- Supervise the following roles: Sales Engineers, Account Managers
- Coaching, mentorship, and performance management of all direct reports
- Networking, developing leads, and recruitment
- Training and compliance with all employment laws and regulations
PERSONAL CHARACTERISTICS
- Professional demeanor and appearance
- Reliable, dependable, and punctual
- Excellent communication and interpersonal skills
- Takes initiative and is self-motivated
- Strong work ethic and integrity
CLIENT SERVICE
- Provide responsive, professional client service
- Communicate in a friendly, professional, and patient manner
- Perform all duties to build and maintain long-term client relationships
- Promptly address client concerns and escalate major issues to the supervisor
TEAMWORK
- Demonstrate and promote teamwork throughout the organization
- Seek opportunities to improve processes and client service
- Continuously develop skills and performance
- Recommend training or improvement opportunities to your supervisor
