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Client Relationship Manager

2 months ago

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

EMCOR Government Services is a leading provider of mechanical and electrical construction and facilities services, specializing in planning, consulting, and operations and maintenance. Our HVAC mechanical services division offers comprehensive solutions for preventative maintenance and repair, as well as upgrades to existing mechanical, electrical, and control systems to ensure optimal efficiency and cost-effectiveness for our clients.

Job Title: 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 compelling sales presentations, and ensuring follow-through on all client engagements. Additional responsibilities include managing client pricing and payments, overseeing accounts receivable, maintaining client correspondence, providing quality assurance support, and participating in industry events and trade shows.

Specific Duties Include:

  • Aligning with EMCOR Government Services' established sales philosophy, processes, and procedures.
  • Researching and reaching out to potential clients and projects through various channels, including direct outreach to Chief Engineers, Property Managers, and Asset Managers.
  • Utilizing phone calls, site visits, conference attendance, online resources, and existing relationships to build connections.
  • Establishing and nurturing 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.
  • Analyzing and implementing solution-based strategies to drive sales growth, volume, and profitability for account clients.
  • Preparing and delivering impactful client presentations.
  • Developing, drafting, and reviewing client proposal documents, including financial and technical components, using standardized templates and pricing models.
  • Driving sales at defined margin levels to capture market share.
  • Communicating effectively with various departments within EMCOR Government Services, including Operations, project management, and sales teams.
  • Demonstrating a commitment to personal growth and development through participation in product and sales training events provided by EMCOR Government Services.
  • Achieving established annual sales objectives.

Compensation Overview:

  • An annual draw is set by management for each account manager, disbursed in equal weekly payments.
  • Account managers receive an annual sales plan for non-maintenance, maintenance, and automation and controls, with sales plans designed to meet or exceed the annual draw.
  • The sales plan value is determined by management to cover the cost of the account manager's employment, with achievement of sales plans being a condition of continued employment.
  • Compensation details are outlined in EMCOR's sales compensation plan.

Job Specifications:

  • Bachelor's degree in business or a technical field.
  • A minimum of 3 years of experience in HVAC commercial service or a related industry.
  • Relevant technical experience, preferably in Facilities Management or Operations and Maintenance.
  • Strong customer presentation skills, sales aptitude, and financial acumen, including cost modeling for sales proposals.
  • Ability to make independent decisions.
  • Proficient in MS Office, particularly Excel.
  • Competitive nature and articulate communication skills.
  • Goal-oriented, ambitious, and energetic candidates are preferred.

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

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