Client Relationship Manager

2 weeks ago

Palm Desert, California, United States EMCOR Government Services Full time

EMCOR Government Services is a premier provider of mechanical and electrical construction and facilities services, specializing in planning, consulting, and operations and maintenance. Our HVAC mechanical services division delivers comprehensive solutions for preventive maintenance and repair, enhancing existing mechanical, electrical, and control systems to achieve optimal economic efficiency for our clients.

Job Title: Account Manager

Key Responsibilities

The individual in this role will be tasked with identifying new business opportunities, offering clients detailed product services and information, nurturing existing client relationships, creating compelling sales presentations, and ensuring follow-through on all client interactions. Additional responsibilities include managing client pricing and payments, overseeing accounts receivable, handling client correspondence, providing quality assurance support, and participating in industry events and trade shows.

Account Manager duties encompass, but are not limited to:

  • Aligning with EMCOR's established sales philosophy, processes, and procedures.
  • Researching and pursuing potential clients and projects through various outreach methods, including direct communication with Chief Engineers, Property Managers, and Asset Managers.
  • Engaging in phone outreach, site visits, conference attendance, and leveraging existing professional relationships.
  • Building and maintaining strong relationships with prospective clients.
  • Collaborating with the Sales Manager and Branch Manager, along with team members, to enhance account programs and processes to achieve targeted goals.
  • Utilizing analytical and solution-oriented approaches to drive sales growth, volume, and profitability for client accounts.
  • Preparing and delivering impactful client presentations.
  • Drafting, reviewing, and finalizing client proposal documents, including financial and technical components, utilizing standardized templates and pricing models.
  • Driving sales initiatives to meet defined margin levels and capture market share.
  • Communicating effectively with various departments within EMCOR, including Operations, chiller teams, project management, and sales teams.
  • Demonstrating a commitment to personal and professional development through participation in product and sales training events provided by EMCOR.
  • Achieving established annual sales objectives.

Compensation:

  • An annual draw is set by management for each account manager, disbursed in equal weekly payments.
  • Each account manager is assigned annual sales plans for non-maintenance, maintenance, and automation and controls, which are designed to meet or exceed the annual draw.
  • The total value of these sales plans is determined by management and is intended to cover the cost of the account manager's employment. Meeting these sales plans is a condition of continued employment.
  • Compensation details are outlined in EMCOR's sales compensation plan.

Job Specifications (including educational requirements, minimum experience, and necessary computer skills):

  • Bachelor's degree in business or a technical field.
  • 3+ years of experience in HVAC commercial service or a related area.
  • Relevant technical experience, ideally in a Facilities Management or Operations and Maintenance context.
  • The ideal candidate will possess strong customer presentation skills, sales aptitude, and financial acumen, including cost modeling for sales proposals.
  • Independent decision-making abilities are essential.
  • Proficient computer skills, particularly in MS Office, with a focus on Excel.
  • The candidate should demonstrate a competitive spirit and articulate communication skills.
  • We seek goal-oriented, ambitious, and energetic individuals.

We provide our employees with a competitive salary and a comprehensive benefits package, continually seeking individuals with the talent and skills necessary to contribute to our ongoing growth and success. We are an Equal Opportunity Employer/Veterans/Disabled.

Compensation Range: $70,000 - $125,000 per year

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