National Accounts Sales Executive

Reports to: National Accounts Sales Manager

FLSA Status: Exempt

The Opportunity

Seeking a talented Commercial HVAC Equipment Sales Executive with 10+ years’ sales experience. Under minimal direction, this outside sales role is responsible for building and maintaining relationships with key engineers and contractors that do repeat national account work. Additionally, managing and developing a team of existing project managers.

Responsibilities

• Build and maintain relationships with key consulting engineers and contractors that do repeat national account work; will include occasional travel throughout the U.S.
• Build and maintain relationships with key manufacturing partners

• Determine project needs, constraints, and responsibilities to meet the customer’s HVAC system design and installation requirements
• Provide and/or oversee equipment selections for projects in design
• Manage, train, and mentor a small team of inside engineers
• Demonstrate technical expertise to develop credibility, loyalty, trust and commitment
• Follow up with bidding contractors on national account projects to improve closure rates
• Be the first point of escalation for significant project problems or with complex political issues on projects
• Assist the national account service team in problem-solving on major site issues or repeat equipment issues

The Required Profile

• Bachelor’s degree in engineering or related field and 7-10 years of technical experience in the HVAC industry
• Experience with the selection and application of AAON, York, Trane, Daikin, Addison, or other applied rooftop manufacturer experience
• Sales and relationship management experience
• Management and training ability
• Working knowledge of MEP consulting, architecture, design, general contracting, mechanical contracting, engineering or construction industry a plus
• Ability to prioritize, multi-task, deal with ambiguity and manage high volume projects
• Strong PC skills in Microsoft Office 365 applications including Word, Excel, PowerPoint, and Outlook
• Estimated travel: 1-2 trips per month for 1-3 days.

Other Skills/Abilities

Strategic Skills 

Ability to learn new skills and knowledge. Ability to understand concepts and complexity comfortably.  Open to change and will try anything to find solutions.  Able to handle uncertainty and make decisions without knowing the whole story

Operating Skills

Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way. Ability to figure out processes and simplify them in order to maximize workflow.

Behavior Skills 

Ability to manage people and situations when conflicts arise.  Ability to seize opportunities with the drive to complete goals. 

Personal and Interpersonal Skills

Ability to establish and grow relationships with customers through effective verbal and written communication.  Dedicated to the needs of the customers, manufacturers and peers and has the patience to actively listen to all business partners. Able to solve problems and skillfully negotiate with a minimum of noise while managing stress.  Demonstrates integrity and trust through appropriate directness and truthfulness.  Ability to understand personal strengths and weaknesses, seek feedback and improve upon shortcomings. 

Negotiating Skills

Ability to settle differences, compromise or reach agreement while avoiding argument and dispute.

Presentation Skills 

Ability to communicate and transfer knowledge in a precise, concise and logical manner.  Demonstrates professional facilitation skills and has a professional presence.

Environmental Requirements

Will be required to work in an office environment and visit jobsites.

Physical Demands

While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.