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Account Executive

2 months ago

Chattanooga, Tennessee, United States Jake Marshall LLC Full time
Job Overview

We are seeking a highly skilled Account Executive to join our team at Jake Marshall LLC. As an Account Executive, you will be responsible for prospecting, identifying, developing, and closing major Owner Direct, turnkey MEP project opportunities from assigned owner direct accounts.

Key Responsibilities
  • Assume responsibility for attaining individual annual sales goals within specified timeframes.
  • Understand Limbach's vision and exercise extreme discipline and focus by pursuing customers and opportunities that align with the marketing strategy on the branch's VTO and are within the branch's 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 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 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.
Conduct Standards
  • Maintains appropriate Company confidentiality at all times.
  • Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations.
  • Cultivates and promotes the "Hearts & Minds" safety culture.
  • Consistently exemplifies the Core Values of the Company (we CARE, we act with INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE).
Work Environment
  • This position operates primarily in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, and filing cabinets.
  • Work duties may regularly necessitate walk-throughs of local job sites, during which the incumbent may utilize basic tools (measuring tape, screwdriver, wrench, etc.), and be intermittently exposed to the conditions typically associated with a construction site.
Physical Demands
  • In performing the duties of this job, the incumbent is regularly required to sit, stand, talk, walk, hear, and possess an appropriate degree of both visual acuity and manual dexterity.
  • Occasionally required to climb, stoop, crouch, crawl, reach, and/or perform repetitive motion.
  • This is considered a light work position, which means possible exertion of up to twenty (20) pounds of force occasionally, and/or up to ten (10) pounds of force frequently, and/or a negligible amount of force constantly to lift, carry, push, pull, or otherwise move objects.