Senior Account Executive - Commercial HVAC

LONG Building Technologies•Cody, WY

2d•Onsite

About The Position

The Senior Account Executive promotes the Mechanical Solutions business unit by identifying and securing small mechanical service projects through marketing and selling targeted repair solutions to property managers and building owners. Projects involve diagnosing commercial HVAC system issues, recommending and selling repairs or parts replacements, and helping restore systems to optimal operation. The role estimates, quotes, negotiates, and sells mechanical upgrades and retrofits in a timely, profitable, and responsive manner. As a senior team member, this person mentors junior account executives, develops strategic sales plans, and builds key client relationships to support long-term business growth. The position manages and grows an assigned territory or account group, including building owners, end users, and property managers, and is accountable for booking and gross margin goals. It develops sales opportunities and proposals, coordinates with internal and external resources, follows sold projects through completion, and supports customer satisfaction. The role also contributes to sales processes, estimating improvements, branch networking, and the development of junior sales staff.

Requirements

At least 3 years of sales-related work experience.
ASHRAE association.
Moderate related technical and financial expertise.
Desire and ability to lead people.
Ability to build, maintain, and analyze the company database.
Understanding of HVAC and electrical systems, energy management, engineering, installation, and construction procedures.
Ability to interpret mechanical plans and specifications.
Strong oral, written, and interpersonal communication skills.
Excellent customer service and computer skills.
Ability to interact with personnel at all levels, including upper management.
Ability to handle multiple tasks simultaneously.
High level of accountability and willingness to take responsibility.
Attention to detail.

Nice To Haves

Bachelor’s degree in engineering, business, or a similar field, with 4–6 years of related work experience.
Credentials such as LEED GA/AP, CEM, FE, or PE.

Responsibilities

Manage and grow an assigned territory or group of accounts, including building owners, end users, and property managers.
Achieve booking and gross margin goals.
Develop and implement plans to take advantage of sales opportunities in assigned accounts or territory.
Conduct needs assessments and prepare sales proposals, estimates, specifications, and presentations.
Coordinate with operations, finance, legal, and other resources to obtain sales.
Follow sold projects through to satisfactory completion, ensure smooth sales-to-operations turnover, and monitor progress.
Assist with installation, collections, and other customer satisfaction issues.
Help customers and potential customers resolve issues involving company products and services, recommending suitable solutions.
Prepare accurate sales activity reports, forecasts, and expense tracking.
Participate in civic and professional organizations and sales department meetings, workshops, and seminars.
Maintain and deepen product and service knowledge and develop selling, technical, and financial skills.
Contribute details about Mechanical Solutions sales efforts to sales and all-hands meetings.
Mentor and train new sales staff as directed by the Sales Manager.
Contribute to internal sales process and estimating improvements.
Lead branch efforts with networking groups.
Champion LONG’s culture of service with customers and coworkers.
Consult with other salespeople on project and service agreement proposals as directed by the Sales Manager.
Keep current on market, business, and product trends.
Perform other duties as assigned.