EMCOR Services, Mesa Energy Systems, Inc.

Position: Account Manager FSLA:Exempt

Department: Sales

Reports to: Sales Manager

General Summary

An Account Manager is responsible for developing and sustaining relationships that will result in sales and profits with clients or potential clients in each vertical market that EMCOR/Mesa is now penetrating or that Mesa will determine at a future time to penetrate. EMCOR/Mesa account mangers focus their efforts on keeping clients informed about the complete EMCOR Service/Mesa Energy Systems maintenance, and repair, replacement, service and or energy efficiency package with the intent of selling Mesa products and services. Account mangers work with the Sales Manager and Branch Manager as directed to fully realize the sales potential within each existing or developing accounts. Account Managers report to the Sales Manager.

Principal Duties and Responsibilities

Persons filling this position will be responsible for prospecting for new accounts, providing clients with product services/information, maintaining existing client relationships, developing sales presentations, and following through with each client and opportunity. This position also has responsibility for maintaining client pricing and payments, A/R management, client correspondence, quality assurance (QA) support, and industry and trade show participation.

Account Manager responsibilities will include, but not be limited to the following.

Agreement and alignment with EMCOR Mesa’s written philosophy of sales, established processes, and procedures related to sales.

Seek out and research prospective clients and/or projects through various methods including contacting prospective client Chief Engineer, Property Managers, Asset Managers, etc. to introduce yourself and develop future relationships. making phone calls, visits, attending conferences, utilizing the Internet, and leveraging existing relationships.

Establishment and maintenance of relationships with prospective clients

Working with the Sales Manager and Branch Manager along with other Team members to constantly review and improve account programs and processes to meet targeted objectives.

Managing through analysis and solution-based programs to maximize sales growth, volume and profitability of account clients in Kern County.

Preparing and delivering client presentations.

Developing, writing and reviewing client proposal documents including financial and technical sections, using EMCOR Service/Mesa Energy Systems standard template and pricing models.

Developing sales at defined margin levels to attain market share.

Interacting with fellow Sales Team members in a professional manner

Interacting in a professional manner with other EMCOR/Mesa departments (ie. Operations, chiller teams, project management, etc.)

Demonstrate a personal commitment to your growth and development as a Sales Professional, including attendance at product and sales training events, participation at all professional training provided by EMCOR/Mesa, etc.

Reach your written, annual sales plans.

Other duties as directed by the Sales Manager

Compensation:

An annual draw is established by management for each account manager. The draw is provided to the account manager in equal, weekly payments.

Each account manager is given an annual non-maintenances sales plan, an annual maintenance sales plan, and an automation and controls sales plan. Sales plans equal or in some cases exceeds the annual draw. It is the account manager’s responsibility to produce project, service, maintenance, automation and repair sales that meet or exceed the stated, annual sales plan.

The dollar value of the sales plans will be established by management and will be sufficient to pay for the cost of the account manager’s employment. Achieving the given sales plans annually is required as a condition of maintaining employment as an account manager.

The account manager will be compensated as detailed in Mesa’s posted sales compensation plan.

Job Specifications (incl. Education requirements, minimal experience, computer skills required, etc.)

1. Bachelor’s degree in business or a technical discipline.

2. 2-5 years experience in HVAC commercial service or related field.

3. Relevant technical experience, preferably in a Facilities Management or
Operations and Maintenance environment

4. Strong customer presentation skills and a demonstrated sales aptitude.

5. Financial acumen, inclusive of cost modeling for sales proposals.

6. Experience in developing technical and cost proposals.

7. Independent decision making is required.

8. Computer skills using MS Office required. Strong Excel skills are required.

9. Competitive nature

10. Articulate

11. Goal Oriented

12. Ambitious

13. High Energy

Disclaimer

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible schedule
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Parental leave
• Tuition reimbursement
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Travel requirement:

• Up to 50% travel

Experience:

• Commercial HVAC Sales: 3 years (Preferred)

Ability to Relocate:

• Cabazon, CA: Relocate before starting work (Required)

Work Location: On the road