Account Manager, Residential and C&I Midstream HVAC - Fort Wayne, IN

ICF•Indianapolis, IN

2d•$73,738 - $125,354•Hybrid

About The Position

This position requires knowledge of HVAC energy efficient technologies associated with residential and commercial building systems. The role involves recruiting and engaging key stakeholders in the distributor and retailer supply chains, coordinating with energy efficiency experts, and developing and managing a pipeline of projects for utility customers and contractors. The Account Manager will also contribute to internal operations, supporting the program manager with data analysis, reporting, application review, forecasting, marketing, quality control, and client support.

Requirements

Bachelor's Degree (candidates can substitute one year of experience for each year of education)
2+ years of industry outside sales experience.
Must have a valid driver’s license and successfully pass a Motor Vehicle Records (MVR) check
Must have a reliable vehicle for local travel.

Nice To Haves

5 + years of industry outside sales and/or business development experience or related work experience.
Experience selling and managing accounts in HVAC equipment supply chains
Experience managing successful energy efficiency opportunities, with specific expertise working with any of the following: contractors, distributors, real estate, government, or commercial business customers.
Proficiency in developing and/or implementing data collection, tracking and reporting processes (i.e. customer relationship management (CRM) efforts)
Experienced in mechanical, building material or electrical equipment distribution and sales with established relationships.
Ability to work with all levels of internal employees, as well as outside clients and vendors.
Proficiency in MS Office Applications (Dynamics, Word, Outlook, Excel)

Responsibilities

Develop and maintain relationships across multiple organizational layers, including executive leadership, territory managers, branch managers, sales teams, counter staff, and manufacturers, distributors, and contractors.
Maintain ongoing communication with distributors and contractors to assess needs, answer questions, pre-qualify equipment, support application submissions and corrections, and provide sales and pipeline insights.
Track and report on outreach activities, including savings, application submissions, and pipeline projects, as well as strategies and outcomes tied to program goals.
Prepare regular status reports to document performance, participation, and pipeline progress.
Oversee the distributor enrollment process, ensuring completion and accuracy of all paperwork and documentation.
Prepare and present program requirements and training sessions for distributor and contractor groups.
Promote program awareness and participation at trade shows, industry and stakeholder events, supply house counter days, and through ride-alongs with sales teams.
Contribute to the application review process, including helping with submission, resolving flawed applications and delivering rebate disbursement reports.
Use distributor dashboards to prepare scorecards and meet monthly with participating distributors to review results.
Conduct field QA/QC and review and analyze QA/QC data for projects reported to client.
Research and analyze market technologies and equipment for midstream programs.
Assist program manager with the development and implementation of promotional strategies.