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Automation Sales Executive

2 months 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, dedicated to delivering innovative solutions in planning, consulting, operations, and maintenance. Our HVAC mechanical services division specializes in comprehensive solutions for preventive maintenance and repair, enhancing existing mechanical, electrical, and control systems to ensure optimal efficiency and cost-effectiveness 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 diligently following up on all client interactions and opportunities. This role also encompasses responsibilities related to client pricing, accounts receivable management, client communication, quality assurance support, and participation in industry events.

Specific duties include, but are not limited to:

  • Aligning with EMCOR Government Services' established sales philosophy, processes, and procedures.
  • Engaging potential clients and projects through various outreach methods, including direct communication with decision-makers across all levels, such as executives, senior managers, and facility personnel.
  • Managing relationships with current clients to enhance partnerships through events, presentations, and regular account reviews.
  • Creating client proposals and estimates that incorporate financial and technical solutions, utilizing standard templates and pricing models.
  • Leveraging available resources to broaden service offerings, driving sales growth while meeting client objectives.
  • Achieving defined sales margins in accordance with company policies.
  • Preparing and presenting client proposals effectively.
  • Maintaining an accurate sales pipeline using the company’s CRM tool and participating in forecasting activities.
  • Meeting established annual sales targets.
  • Collaborating professionally with colleagues.
  • Working alongside the Director of Sales and team members to continually enhance programs and processes to achieve corporate goals.
  • Demonstrating a commitment to personal growth and development as a sales professional through participation in training events.
  • Performing additional duties as assigned by the Director of Sales and senior management.

Compensation Structure

  • Account managers receive an annual draw, distributed in equal weekly payments.
  • Each account manager is assigned annual sales plans for automation projects, maintenance, and mechanical services, which may equal or exceed the annual draw.
  • The sales plans are designed to cover the cost of the account manager's employment, and achieving these plans is a requirement for continued employment.
  • Compensation details are outlined in the company's sales compensation plan.

Job Specifications

  • 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 is required.
  • At least 2 years of experience in commercial or industrial automation sales is preferred.
  • Experience with designing and selling automation control systems is advantageous.
  • Familiarity with IT infrastructure, including network topology and cybersecurity, is beneficial.
  • Experience in selling energy-efficient solutions with guaranteed savings is a plus.
  • Strong presentation skills and sales aptitude are essential.
  • Financial acumen, including cost modeling for proposals, is required.
  • Experience in developing technical and financial 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 and Excel, are required.

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