Controls Services Account Manager

Havtech LLC•Richmond, VA

3h•Remote

About The Position

The Controls Services Account Manager is responsible for driving revenue growth by developing, managing, and expanding customer relationships within the building automation and smart-building technology market. This role focuses heavily on consultative selling, helping customers understand the value of advanced automation solutions—especially remote monitoring, remote control capabilities, AI-driven optimization, and predictive analytics. The ideal candidate brings deep industry experience, a strong technical understanding of modern HVAC systems and BAS platforms, and the ability to translate customer challenges into tailored, high-value solutions.

Requirements

5+ years of experience in building automation, HVAC controls, smart-building technology, or related technical industries.
Proven success in consultative, solution-oriented selling, ideally involving remote monitoring, digital services, or AI-driven platforms.
Strong understanding of BAS, control theory, energy management, and emerging intelligent building technologies.
Ability to interpret building plans, specifications, and technical requirements.
Excellent communication, presentation, and relationship-building skills.
Self-motivated and organized with the ability to manage complex sales cycles.
Valid driver’s license and ability to travel regionally as required.

Nice To Haves

Experience selling remote monitoring platforms, cloud analytics, or AI-based building optimization products.
Familiarity with major BAS platforms (e.g., Tridium/Niagara, Honeywell, Alerton, Johnson Controls, Siemens).
Ability to articulate the value of FDD, machine learning, and predictive maintenance technologies to non-technical and technical audiences.
Experience working with building owners, facility managers, mechanical contractors, or energy services organizations.

Responsibilities

Lead consultative engagements to diagnose customer needs, operational pain points, and long-term building performance goals.
Educate customers on the benefits of remote monitoring platforms, cloud-based analytics, AI-enabled building optimization, and automated fault detection/diagnostics (FDD).
Develop ROI-driven proposals that highlight performance improvements, energy savings, and operational efficiencies enabled by AI and remote access tools.
Guide customers through digital transformation journeys—from legacy systems to modern, connected, intelligent building ecosystems.
Develop and execute strategic sales plans to expand market presence with end users, building owners, property managers, and targeted prospects.
Pursue system upgrades, retrofits, and migrations from existing AND competitor platforms.
Generate new business through proactive outreach and relationship-building activities.
Present and sell complete building automation system solutions and service offerings.
Promote and sell service agreements, including: Remote support and diagnostics, Cloud-based monitoring subscriptions, AI-driven performance analytics, Traditional preventive maintenance programs, On-site staffing / outsourcing solutions.
Manage and grow an assigned portfolio of accounts, ensuring excellent service delivery and long-term customer satisfaction.
Collaborate with internal teams to ensure proposed service and technology offerings align with all Havtech offerings to ensure customer needs and technical requirements are satisfied.
Identify continuous improvement opportunities throughout the building lifecycle, including HVAC and automation upgrades, expanded remote monitoring, and AI-enhanced control strategies.
Serve as the trusted strategic advisor to customers seeking improved performance, reduced energy consumption, and better insight into building operations.
Work closely with engineering, operations, project management, and executive leadership to deliver fully aligned solutions.
Provide competitive intelligence and customer feedback to inform product strategy and pricing.
Assist in forecasting, pipeline reporting, and strategic planning initiatives.