Automation Account Executive

2 weeks ago

Phoenix, Arizona, United States EMCOR Government Services Full time

Company Overview

EMCOR Government Services is a premier provider of mechanical and electrical construction and facilities services, specializing in planning, consulting, and operational maintenance. Our subsidiary, Mesa Energy Systems, focuses on HVAC mechanical services, delivering comprehensive solutions for preventative maintenance, repair, and upgrades to existing mechanical, electrical, and control systems, ensuring optimal efficiency and economic viability for our clients.

Position Title: Automation Account Manager

Key Responsibilities

The individual in this role will be tasked with identifying and pursuing new business opportunities, delivering product services and information to clients, nurturing existing client relationships, crafting sales presentations, and ensuring follow-through on all client engagements. Additional responsibilities include managing client pricing and payments, accounts receivable oversight, client communication, quality assurance support, and participation in industry events.

Specific duties include, but are not limited to:

  • Aligning with EMCOR Services and Mesa Energy Systems' established sales philosophy, processes, and procedures.
  • Building relationships with potential clients across various levels, including executives and management, through multiple outreach methods such as phone calls, site visits, and networking events.
  • Managing relationships with current clients to enhance partnerships through customer events, trade shows, and regular account reviews.
  • Creating client proposals and estimates that include financial and technical solutions, utilizing standard templates and pricing models.
  • Leveraging all available resources to expand service offerings and maximize sales growth while aligning with client objectives.
  • Achieving defined sales margins as per the established sales policy.
  • Preparing and delivering impactful client presentations.
  • Maintaining an accurate sales pipeline using the company’s CRM tool and engaging in regular forecasting activities.
  • Meeting or exceeding annual sales targets.
  • Collaborating professionally with colleagues.
  • Working closely with the Director of Sales and team members to continuously enhance programs and processes to meet corporate goals.
  • Demonstrating a commitment to personal growth and development as a Sales Professional through training and professional development opportunities.
  • Performing additional duties as assigned by the Director of Sales and senior management.

Compensation Structure

  • An annual draw will be established by management for each account manager, disbursed in equal weekly payments.
  • Account managers will receive annual sales plans for automation projects, maintenance, and mechanical services, which are expected to meet or exceed the established draw.
  • The sales plans will be determined by management and are designed to cover the costs associated with the account manager's employment. Meeting these sales plans is a requirement for continued employment.
  • Compensation details will be outlined in Mesa's published sales compensation plan.

Qualifications

  • A Bachelor’s degree in business or a technical field is preferred.
  • A minimum of 3 years of experience in technical commercial or industrial automation.
  • At least 2 years of experience in commercial or industrial automation sales is preferred.
  • Experience with designing, selling, and installing systems from Distech Controls, Johnson Controls, or Delta Controls is advantageous.
  • Familiarity with IT infrastructure, including network topology, RAID data storage, IoT, and cybersecurity is beneficial.
  • Experience in selling energy solutions with guaranteed savings is preferred.
  • Strong presentation skills and sales aptitude are essential.
  • Financial acumen, including cost modeling for sales proposals, is required.
  • Experience in developing technical and cost proposals is necessary.
  • Proficiency in using a CRM tool is required.
  • Self-motivation and independent decision-making abilities are essential.
  • Proficient computer skills, particularly in MS Office, with strong Excel capabilities.

We offer a competitive salary and a comprehensive benefits package, always seeking talented individuals to contribute to our ongoing success. We are an Equal Opportunity Employer/Veterans/Disabled.

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