Service Sales Manager

ACCO Engineered Systems•Mather, CA

16h•$130,000 - $215,000

About The Position

General Job Description: The Service Sales Manager is responsible for maximizing the market penetration of the Mechanical Services Group at acceptable and agreed to profitability levels. This will be accomplished by capitalizing on the Company’s existing engineering know-how, skilled labor force, and linkage to ACCO’s construction business and financial resources. Retaining and/or strategically adding highly motivated sales and field personnel within the Company’s compensation policies is essential. Meeting or exceeding both external and internal customer expectations as they relate to the professionalism, timeliness and ethics of the sales force is an ongoing objective of the position Supervises: Project Managers, Service Sales Engineers, Project Engineers, Project Coordinators. Specific direct reports may include others as appropriate. Essential Duties & Responsibilities: The following accountabilities are accomplished through extensive collaboration and coordination with other leaders, both in Facility Service & Construction, affiliate groups, and corporate functions. Your customer facing role is that you are the “go to” ACCO leader to resolve high level customer, owner, subcontractor, vendor, legal and employee issues in your span of control along with other leaders in supporting departments. Financial —Plan and execute financials (revenue, gross profit, SG&A, operating income) including the development of a yearly budget and develop a 5-year financial plan. Direct involvement in billings, schedule of values, collections, cash flow projections. Review and participate in the analysis of the monthly financial statements. Review monthly incentive compensation calculations and draw account requests. Define and track key performance indicators (KPI’s) and critical business issues (CBI’s) for the region to ensure adequate growth and monitoring trends. Knowing, understanding and enforcing all of the compensation plans that ACCO has to offer its employees. Succession Planning —Develop a future state organization chart that is tied to the 5-year financial growth plan and will ensure adequate leaders are prepared, trained, and in place to meet goals and will mitigate risks associated with planned and unplanned departures. Provide direction and career path development opportunities to all levels of sales and field personnel, including assisting in relocation and redeployment opportunities within the Division or Company. Risk —Monitor, mentor and train direct reports on contract review, credit, cash flow, technical, estimating, scope-of-work and safety risk analysis to ensure viability and protection of the business unit and organization. Responsible for mark-up on projects. Assist in problem solving, conflict resolution and bill collecting with consistency and timeliness. Review estimates, pricing proposals and non-standard contractual documents on large or risky transactions. Strategy – Actively emphasize the growth, development and implementation of the strategic plan for the department within geographic territory. Responsible for account management, account development, securing new retrofit and core service accounts, cost estimation, sales strategy, work scope documentation, pre-job planning and final profitability of their projects. Monitor proposal and bid activity levels in the three main business segments (Retrofit projects, Repairs and Maintenance). Conduct sales meetings that speak to project opportunities, changes in the marketplace and associated training/information transfer topics. Participate in customer meetings and presentations as required. Products —Evaluate additional products to invest in and facilitate discussions of best practices to ease the implementation to other regions and/or offices in an effort to drive business growth Geographic - Assign leads to the appropriate salesperson based on prior customer relationship, geographical territory and technical skills. Assure that each salesperson has a clear understanding of their geographical territory and that they are primarily concentrating on prospecting within those boundaries unless otherwise approved by sales management. Workforce Planning — Work closely with Human Resources to develop and execute a recruiting, retention, and training strategy that conforms to corporate objectives and is applicable to regional and local needs. Identify and facilitate training for the direct reports using both internal and external resources. Prepare periodic performance appraisals and counseling memorandum for sales personnel. Collaboration - Success requires collaboration with Construction leadership to be able to provide the customer with the best team and approach to their project and to achieve a “one ACCO” culture. Interface and collaborate with Field, Operations management and personnel. Other tasks, duties and responsibilities as assigned by leadership.

Requirements

Ten plus years of a proven track record in HVAC sales, sales management, and operational leadership within HVAC Service.
Significant experience in managing a professional workforce in a HVAC environment.
Ability to assimilate complex business issues and reach conclusions or action plans that are practical.
Well developed interviewing and performance assessment capabilities.
Sales experience in a service and retrofit contracting environment.
Salary and incentive compensation administration experience.
P and L responsibility in a contracting environment.
Exposure to mechanical systems engineering and equipment is a must.

Responsibilities

Plan and execute financials (revenue, gross profit, SG&A, operating income) including the development of a yearly budget and develop a 5-year financial plan.
Direct involvement in billings, schedule of values, collections, cash flow projections.
Review and participate in the analysis of the monthly financial statements.
Review monthly incentive compensation calculations and draw account requests.
Define and track key performance indicators (KPI’s) and critical business issues (CBI’s) for the region to ensure adequate growth and monitoring trends.
Knowing, understanding and enforcing all of the compensation plans that ACCO has to offer its employees.
Develop a future state organization chart that is tied to the 5-year financial growth plan and will ensure adequate leaders are prepared, trained, and in place to meet goals and will mitigate risks associated with planned and unplanned departures.
Provide direction and career path development opportunities to all levels of sales and field personnel, including assisting in relocation and redeployment opportunities within the Division or Company.
Monitor, mentor and train direct reports on contract review, credit, cash flow, technical, estimating, scope-of-work and safety risk analysis to ensure viability and protection of the business unit and organization.
Responsible for mark-up on projects.
Assist in problem solving, conflict resolution and bill collecting with consistency and timeliness.
Review estimates, pricing proposals and non-standard contractual documents on large or risky transactions.
Actively emphasize the growth, development and implementation of the strategic plan for the department within geographic territory.
Responsible for account management, account development, securing new retrofit and core service accounts, cost estimation, sales strategy, work scope documentation, pre-job planning and final profitability of their projects.
Monitor proposal and bid activity levels in the three main business segments (Retrofit projects, Repairs and Maintenance).
Conduct sales meetings that speak to project opportunities, changes in the marketplace and associated training/information transfer topics.
Participate in customer meetings and presentations as required.
Evaluate additional products to invest in and facilitate discussions of best practices to ease the implementation to other regions and/or offices in an effort to drive business growth
Assign leads to the appropriate salesperson based on prior customer relationship, geographical territory and technical skills.
Assure that each salesperson has a clear understanding of their geographical territory and that they are primarily concentrating on prospecting within those boundaries unless otherwise approved by sales management.
Work closely with Human Resources to develop and execute a recruiting, retention, and training strategy that conforms to corporate objectives and is applicable to regional and local needs.
Identify and facilitate training for the direct reports using both internal and external resources.
Prepare periodic performance appraisals and counseling memorandum for sales personnel.
Interface and collaborate with Field, Operations management and personnel.
Other tasks, duties and responsibilities as assigned by leadership.