Account Executive

4 days ago

Lake Mary, Florida, United States Harper Limbach Full time
About Harper Limbach

Harper Limbach is a leading provider of integrated building systems solutions, dedicated to delivering exceptional value to our clients through our expertise in design, installation, management, service, and maintenance of HVAC, mechanical, electrical, plumbing, and control systems.

Job Summary

We are seeking an experienced Account Executive to join our team, responsible for prospecting, identifying, developing, and closing major Owner Direct, turnkey MEP project opportunities from assigned owner direct accounts. This key role will work closely with our Senior Account Manager to expand account relationships and achieve personal sales objectives.

Key Responsibilities
  • Assume responsibility for attaining individual annual sales goals within specified timeframes.
  • Understand Harper Limbach's vision and exercise extreme discipline and focus by pursuing customers and opportunities that align with our marketing strategy and are within our niche and vertical markets.
  • Manage the sales process for large Owner Direct projects (generally > $500K) from cradle to grave, including opportunity identification, targeting, project development, design development, budgeting, proposal, and closing phase.
  • Possess adequate mechanical industry, systems, operational cost knowledge, and technical skills required to develop and negotiate advanced and creative sales opportunities with competitive advantages unique to Harper Limbach.
  • Highly skilled at utilizing in-house engineering, energy analysis, financial/ROI analysis, owner financing options, and design-build solutions which create competitive advantages for Harper Limbach as well as optionality and enhanced value for building owners.
  • Highly skilled at developing and presenting professional proposals which are customized to the needs of each customer.
  • Understand customer funding mechanisms and spending cycles.
  • Understand customer hierarchies and is highly skilled at selling to senior-level buyers.
  • Consistently invests considerable time in front of customers developing trust, proving competence, and building relationships as a value-added member of the customer's account team.
  • Negotiates and secures acceptable contract and payment terms with legal department support.
  • Manages the customer experience throughout the development and construction phases by leading customer expectation meetings, resolving contractual scope issues, maintaining benefit summaries, and soliciting/receiving letters of recommendation.
  • Understands their direct responsibility and passes off other opportunities to their account team members.
  • Works very closely with the assigned Senior Account Manager to ensure they are proactively managing the account, resolving problems, and building long-term spend plans directly with the end users.
  • Supports the entire team assigned to the account in assuring there is synergy between all connected offerings.
Requirements
  • 8+ years of industry-specific experience.
  • Expertise in the inside sales and customer buying processes.
  • Strong attention to detail and ability to multitask in a fast-paced environment.
  • Ability to engage in effective collaboration and communication (written/verbal) with diverse audiences.
  • Demonstrated organizational, presentation, negotiation, and follow-up skills.
  • Advanced knowledge of the construction industry and marketplace.
  • Ability to locally travel up to 25% of the time, primarily to client offices/meetings and job sites.
Preferred Qualifications
  • Bachelor's Degree in a relevant field or equivalent is preferred.

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