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The Business Development & Account Manager is responsible for achieving sales and/or profitability objectives, typically from new clients or accounts. Is responsible for maintaining sales and/or profitability objectives, typically from existing accounts. Identifies marketplace opportunities, prospects, and engages new clients, contributes to development of proposals, and is responsible for the account management process. This position typically demonstrates advanced sales, market research and business skills.
Establish and maintain partnerships building upon customer relationships to sustain customer loyalty and grow Detroit Thermal, LLC profits. Build customer loyalty by providing superior service and support to meet or exceed the needs and expectations of all existing and potential customers.
ROLE AND RESPONSIBILITIES
• Achieving assigned sales activities/targets
• Prospecting and developing new relationships within the steam system
• Consulting with clients on business issues and research design
• Developing innovative proposals and delivering strategic sales and capabilities presentations
• Making actionable and insightful recommendations for new products, extensions, or enhancements
• Resolving sales or marketing issues
• Encouraging and acquiring plant tours
• Participating in marketing organizations i.e. BOMA among others
• Expect to spend at least 50% of the time in the field, prospecting and nurturing customers
PRINCIPLE ACCOUNTABILITIES:
• Utilize well-rounded district energy experience to traverse various levels within customer organizations ranging from talking to high-level management decision makers down to the building facility engineers.
• Identify and satisfy customer needs by maintaining relationships with key buyers, decision makers, and influencers.
• Procure new customers by establishing relationships with area architectural and engineering firms, and developers to get in at the ground floor of new projects early.
• Ability to recognize opportunities to sell new energy products and services such as electrical production, chilled and hot water services and others.
• Develop, implement, and evaluate strategies directed at satisfying customer needs, increasing satisfaction and building customer loyalty.
• Take the lead with others in the Company to coordinate service delivery which meets the needs of our customers.
• Respond to and resolve sales, service, and billing inquiries of our largest customers.
• Recommends corrections to customer’s building heating and cooling problems for consideration by customer.
QUALIFICATIONS AND EDUCATION REQUIREMENTS:
• Bachelor’s degree in engineering, business administration or related discipline. MBA preferred.
• 5 - 10 years' experience in business development within the Energy & Utilities or Engineering Services industry. Understanding of building HVAC systems and options. Contracts/experience in the property management industry.
• Develops scope of work, schedules, and budget requirements on projects
• Problem Solver. Solutions based thought process.
• Strong computer skills, particularly PPT presentation production and spreadsheets.
• Valid Driver’s License
• Listen to customer’s needs to identify new sales/services suggestions that can be created with new product/service opportunities.
• Analytical and problem-solving skills necessary to develop sound recommendations and practical business solutions for customers, being able to prioritize the relevant opportunities/threats and develop specific, actionable plans.
• Interpersonal skills and leadership skills to facilitate effective interactions with internal/external customers.
• Strong oral and written communication skills to be able to formulate presentations both formal and informal and to be able to lead and facilitate meetings and drive consensus.
• Advance knowledge of cross-selling, recommending products, sales techniques and support and complaint resolution.
• Demonstrated ability to communicate effectively both orally and writing with all internal and external customers.
