Senior Account Executive

2 weeks ago

Columbus, Ohio, United States Limbach Facility Services Full time
About the Role

We are seeking a highly skilled and experienced Senior Account Executive to join our team at Limbach Facility Services. As a key member of our sales team, you will be responsible for 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 closing phases.
Requirements
  • 5+ years of experience in sales, preferably in the MEP industry.
  • Proven track record of success in sales, with a strong understanding of the sales process and customer relationships.
  • Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and colleagues.
  • Strong analytical and problem-solving skills, with the ability to analyze complex data and develop creative solutions.
  • Ability to work in a fast-paced environment and prioritize multiple tasks and projects.

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