Account Manager In Training

2 weeks ago

Norfolk, United States Havtech Full time
Account Manager-in-Training – Air Distribution Sales
SUMMARY

As ACES’ Air Distribution Sales business continues to grow, ACES is seeking upcoming or recent graduates looking to join our sales team.

Our Account Manager-in-Training program is a 18-month technical sales development program for recent college graduates that focuses on developing technical and sales acumen. In this program you will have a chance to apply and expand technical engineering and sales skills while working with internal stakeholders to drive sales growth of ACES' Air Distribution business.

Part of this program includes enrollment in selective training programs offered by leading manufacturers represented by ACES that are designed for graduate engineers pursuing a career in HVAC. This training schedule includes visiting manufacturer factories, classroom-based lectures, and interactive learning modules. You will learn Havtech’s core product lines, our sales process and ways to hone your skills in order to support our number one priority, our customers.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following:

Learn about the Air Distribution sales process by creating estimates and proposals for HVAC systems for new construction and renovation construction projects:
  • Understanding of how to select and price Air Distribution equipment by reviewing plans and specifications for construction projects including Mechanical, Electrical, Structural and Architectural requirements.
  • How to prepare proposals and pricing to meet contract requirements while ensuring good competitive positioning.
  • How to develop sales strategy and manage bid communications.
Learn Havtech’s manufacturer product lines and products, such as:
  • PRICE, POTTORFF, SEMCO, PENNBARRY, AIRIUS, DURAVENT, MARS and many additional manufacturers Havtech represents in order to offer innovative customers solutions.
  • Learn and understand all commercial Air Distribution systems and products: Grilles Registers & Diffusers, silencers, dampers, louvers, fans, spiral ductwork, grease ductwork, flue, air curtains, and other products.
Learn the construction project management and order fulfillment processes by supporting the Project Management Department, including:
  • How to generate preliminary and/or final submittals as required for timely production release and delivery of equipment.
  • How to coordinate technical support throughout the warranty period.
  • How to communicate with subcontractors and suppliers by obtaining and negotiating prices and evaluating vendor submittals.
  • How to provide design and budget support to assigned Account Managers, and associated consulting engineers, contractors or technical buyers for system and product information during the design and fulfillment stages.
  • How to effectively collaborate and build relationships with other businesses within ACES such as New Equipment and Solutions.
Learn the basics in account management by supporting Senior Account Managers in the selling process, including:
  • How to identify and develop relationships with multiple buying influencers within the customer’s organization.
  • How to validate the preliminary proposal with customer.
  • How to present the proposal and negotiate price, terms, and conditions with customer.
  • How to review and compare contract terms and conditions with Havtech contract standards.
  • How to develop and execute an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
Learn industry processes following a sale, including:
  • How to gather and validate preliminary information and perform facility walk-through, construction plan review and other requirements.
  • How to determine project needs, constraints, and responsibilities to meet all the customer’s HVAC system design and installation requirements.
  • How to develop project fulfillment schedule.
  • Demonstrate capabilities to be successful in the areas above, including sales process skills, estimating and pricing accuracy, and industry processes.
QUALIFICATIONS include the following:
  • Bachelor’s degree in Engineering required. Degree in Mechanical/Electrical Engineering, Construction, Engineering Technology, or other related areas is a plus.
  • Career path interests in becoming a successful Account Manager.
  • Strong interest in HVAC Industry and a related career path.
  • Experience in working with mechanical contracting or related HVAC industry experience a plus.
  • Excellent communication, interpersonal and relationship building skills.
  • Comfort building relationships under difficult circumstances.
  • Ability to function independently and deliver results.
  • Determined, persistent, and confident.
  • Required to be available to attend Price Rep Training (PRT).

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