Account Manager

PremiStar•Bartlett, TN

33d

About The Position

The Account Manager serves as the single point of ownership for an assigned portfolio of existing commercial HVAC customers, with full accountability for retention, growth, and overall customer satisfaction. This role manages the complete customer experience-from service contract renewals and capital project sales to coordinating service delivery and resolving operational issues. The Account Manager acts as both trusted business advisor and internal advocate, ensuring seamless coordination between sales, service operations, and project execution teams. Success requires balancing revenue growth objectives with operational excellence and customer satisfaction.

Requirements

3-5 years of experience in commercial HVAC, building services, or facilities management, with at least 2 years in account management or technical sales role. Experience managing service contracts and capital equipment sales required. Experience in preparing service contracts, cost estimates, and negotiating contract terms and price increases.
Exposure to complex tasks within the job function; occasionally directed in several aspects of the work
Understanding of commercial HVAC systems, controls, and building automation
Reading mechanical drawings and equipment schedules
Financial analysis skills (ROI, life cycle costing, energy savings calculations)
Can interpret service reports and explain technical findings to non-technical buyers
Customer focus
Communication proficiency
Innovation
Collaboration
Financial management
Presentation skills
Attention to detail and ability to work independently
Personal computer skills, strong typing ability, and knowledge of Microsoft Office

Nice To Haves

Bachelor's Degree in Business/Marketing/Engineering, or
High School/Trade School Diploma (or GED/High School Equivalence Certificate) with 2-5 years of commercial HVAC/controls service or sales experience
Experience with Microsoft Dynamics 365 preferred

Responsibilities

Develop relationships with customers to increase revenue and profitability
Identify and pursue opportunities to upsell: service contract expansions, equipment additions, capital replacements, new lines of business (e.g., plumbing, controls, etc.) and service scope increases Drive retention and growth by understanding customer business needs and helping them succeed
Identify and pursue new business opportunities and relationships within assigned target markets
Manage preventive maintenance agreement renewals and contract negotiations with appropriate price escalations
Identify and pursue equipment replacement opportunities through age analysis and failure trend tracking
Coordinate planned service outages and major repairs with facility managers
Maintain detailed knowledge of products and services to ensure they consistently meet customer needs
Maintain strong awareness of market trends, competitor activity, and emerging technologies in HVAC, Controls and Energy Management.
Communicate regularly with customers to ensure satisfaction and promote ongoing contract renewal
Advise internal teams on product and service improvements based on customer feedback
Qualify and respond to all customer requests for quotes
Answer customers' questions about services, prices, availability, or terms
Emphasize service features based on analyses of customers' needs and technical knowledge
Negotiate prices or terms of service agreements
Maintain customer records, pipeline and backlog, including regular use of customer and opportunity tracking systems to maintain accurate and timely data
Visit establishments to evaluate needs or promote service sales
Develop and deliver sales presentations; close sales
Participate in sales forecasting and planning meetings
Regularly update all sales opportunities through the sales cycle on the platform opportunity tracking system
Develop and maintain professional communications with all levels of staff and customers