Commercial Account Manager

Req #:  11124
Division: SE - #342 Service Experts Heating and Air Conditioning, Kitchener, ON
Location: Cambridge, ON CA
Travel Involved: 10%
Job Type: Full Time
Job Level:  Experienced
Education: HS Diploma or Equivalent 
Skills:  
Category: Sales
Benefits:
Company Information:

Service Experts Heating and Air Conditioning is a known and trusted long term provider of HVAC equipment and services. That is why when you work at Service Experts, you know you are among the best.

As a leading innovator of home and commercial, heating, cooling, refrigeration, air-quality, and related services, Service Experts is committed to helping our people innovate our products and their careers.

 

Job Description:
The Commercial Account Manager secures and develops new Commercial HVAC service and maintenance accounts. Develops and builds relationships with specific commercial customers in order to grow the local and regional commercial customer base within assigned geographical area. Works independently to generate leads utilizing recognized effective sales techniques such as cold calling prospective customers, developing personal business networks, and responding quickly to company-provided leads.

Utilizing effective sales techniques, including networking and cold calling, to develop new accounts for commercial maintenance, service, retrofit, and replacement business. Actively manages and maintains relationships with strategic commercial customers and supports the ongoing relationships with these clients. Ensures that the customer receives consistent service delivery in all locations. Ensures that the equipment assessment is conducted either participates in the assessment or conducts the assessment. Utilizing the assessment tool and other relevant systems and information, prepares the proposal for the commercial customer. Explains technical information to the customer in an easy-to-understand language. Utilizes proprietary software to document pertinent data on each customers account and analyzes data to develop prospects for additional services. Works cooperatively and effectively with center staff to ensure high-quality service to the customer. Performs similar/other duties as needed or assigned.

Bachelors degree or equivalent training and experience. Minimum of two years effective sales experience with emphasis on business-to-business selling, cold calling prospective customers, and generating sales from personal networking and lead generation.

Familiar with commercial service sales concepts, practices, procedures, and processes. Excellent communication skills with strong relationship-management and coaching skills. Ability to build long-term relationships with customers. Ability to work cooperatively with technical, administrative, and support staff. Self-starter and self-motivated with a desired to learn and to grow the business. Proficient with computers and with Microsoft Office and Outlook experience with contact-management software and databases. Effective organizational and time-management skills. Ability to manage multiple priorities simultaneously. Familiarity with the commercial HVAC industry is preferred. Ability to stand, to walk, and to climb stairs and ladders to access HVAC equipment which is often on a rooftop of the commercial building. Ability to read product data and to take measurements. Valid drivers license with acceptable driving record.
Requirements

Summary:
Commercial Account Manager (CAM) will sell company’s products and services by interacting with commercial business customers and developing new relationships. This individual will work to develop long-term relationships with Customers via commercial maintenance contracts and put company in a position to help the customer with their HVAC needs. Position requires a broad knowledge of company’s services, products and marketing techniques.

Experience/Background:
 A successful individual in this position will be a self starter with strong degree of organizational skills, a positive mental attitude, and someone who has the ability to get along with people and develop positive relationships in a short period of time.

At least two years of non-commercial or inside sales experience of one year of commercial or outside sales experience is required.  Additional training in HVAC is preferred but not required.

Responsibilities:
- Prepares and presents service contracts for new customers and updates renewal contracts for existing customers.

- Enters new customer data and other sales data for customers into contact database.

- Prepares weekly reports of contracts sold, details of business transactions and customers contacted.  Broken down by each business segment, (departments: 10, 11, 12, 13, and 16.)

- Confers with owners of existing buildings and inspects premises to determine installation or service requirements.

- Presents bid to customer and explains credit terms, cost factors, emphasizing quality, performance and service.

- Coordinates transition from new commercial installation customer to ongoing maintenance/service customer by meeting with owner and preparing proposals to meet their ongoing HVAC needs at project completion.

- Contacts owners periodically to advise of progress of work and resolve any service problems.

- Contacts property owners and construction agents of prospective customers to obtain information on building specifications and submits information to commercial sales/estimating department.

- Lead generation system for prospective customers for use as sales leads based upon information from newspapers, business directories, industry ads, trade shows, Internet web sites and other sources.

- Develops and maintains relationships with purchasing contacts.

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