Responsible for developing long-term customer relationships and maximizing account penetration and customer retention with building owners with the goal of increasing controls systems and hardware sales for the district office. The Account Manager may also be a subject matter expert in controls to support work or act as Account Manager with contractors and consulting engineer/architect accounts.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:
Identifies potential opportunities with existing and new customers.
Collects project data and compares to the office's capabilities.
Converts leads into opportunities by assigning the appropriate sales process, identifying the appropriate contact within the customer's organization, identifying required sales team members, making assignments, and communicating the next steps in the process.
Develops relationships with multiple buying influences in the customer's organization, including executive level customers, facility managers, project managers, project engineers, construction and purchasing.
Gathers and validates preliminary information and performs facility walkthrough, construction plan review or other requirements.
Determines project needs, constraints, and responsibilities to meet all of the customer's HVAC system design and installation requirements.
Develops, evaluates, and discusses possible solutions with customer.
Develops project fulfillment schedule with project team.
Selects, prices, and integrates equipment, controls, and services for each project as needed.
Prepares, finalizes and reviews preliminary proposal.
Validates the preliminary offering with customer.
Determines proposal price and selling strategy.
Prepares and reviews contract terms and conditions using standard Trane contract templates when applicable.
Presents the proposal and negotiates price, terms, and conditions with customer.
Works with Sales Manager in developing synergies with other Ingersoll Rand's businesses.
Prepares transition documents and communicates project readiness for assignment to operations team.
Resolves major deviations from scope with team after Project Scope Validation.
Develops and executes an account specific business plan to identify the long-term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
Provides total account business activity reports and annual forecasts.
Provides knowledge and consultation in the form of developing facility-related solutions for the customer's problems, including financial and performance-based considerations.
Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
Assesses target markets to analyze potential opportunity.
Provides marketplace feedback, including competitive information, customer expectations, industry trends, etc.
Presents the overall contracting Trane offering conceptually to executive buyers.
Facilitates financing and legal/contract review process.
Meets or exceeds gross margin requirements.
Minimize risk by developing sound monitoring and/or service plan requirements.
Managers tasks associated with complex sales cycles.
Supports local and corporate safety in initiatives.
Flexibility to work outside normal work hours, as required.
May directly supervise sales support personnel. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities may include interviewing and training employees; planning, assigning, and directing work; disciplining, rewarding, resolving complaints/problems, and performance appraisals.
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION and/or EXPERIENCE
Bachelor's degree in engineering, business or equivalent from four-year college or university and 4-10 years relevant experience; or equivalent combination of education and experience.
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write business reports, equipment specifications and correspondence. 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.
CERTIFICATES, LICENSES, REGISTRATIONS
Valid Driver's License, Proof of personal insurance
PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to talk and hear. The employee frequently is required to walk, sit, and use hands to operate computer keyboard, and telephone. The employee is occasionally required to stand; reach with hands and arms; climb or balance; and stoop, kneel, or crouch. The employee must occasionally lift and/or move up to 25 pounds.
WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This position works in a typical office environment with visits to other offices, plants, and job sites. Frequent outdoor travel is required to visit customers. During visits to job sites, the employee is occasionally exposed to moving mechanical parts, extreme heat, and risk of electrical shock. The noise level in the work environment is usually moderate.
Posted about 8 hours ago
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Posted about 6 hours ago