What are the responsibilities and job description for the Account Executive position at Upchurch?
Company Overview
Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.
Position Summary
Upchurch is seeking a highly skilled Account Executive to drive growth for our Performance Assurance Line of Business, focused on improving building efficiency through HVAC, electrical, plumbing, and building automation systems. This role targets corporate portfolio owners managing existing buildings across multiple locations nationwide—not new construction.
The ideal candidate is a strategic problem-solver with deep technical expertise in building systems and a consultative sales approach. You will partner with real estate and facility leaders to uncover operational inefficiencies, develop long-term facility optimization roadmaps, and implement scalable performance solutions across national portfolios.
Key Responsibilities
Consultative Sales & Technical Expertise
Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.
Position Summary
Upchurch is seeking a highly skilled Account Executive to drive growth for our Performance Assurance Line of Business, focused on improving building efficiency through HVAC, electrical, plumbing, and building automation systems. This role targets corporate portfolio owners managing existing buildings across multiple locations nationwide—not new construction.
The ideal candidate is a strategic problem-solver with deep technical expertise in building systems and a consultative sales approach. You will partner with real estate and facility leaders to uncover operational inefficiencies, develop long-term facility optimization roadmaps, and implement scalable performance solutions across national portfolios.
Key Responsibilities
Consultative Sales & Technical Expertise
- Conduct detailed discovery with corporate real estate leaders and facility directors to identify inefficiencies in HVAC, electrical, plumbing, and building automation systems.
- Develop customized facility optimization strategies that enhance energy efficiency, reduce operational costs, and improve overall building performance.
- Use a consultative sales approach (SPIN Selling, Challenger Sales) to guide clients toward strategic improvements in building efficiency.
- Partner with engineers and technical teams to assess building performance data and implement targeted upgrades and improvements.
- Build long-term relationships with C-suite executives, COOs, real estate directors, and sustainability officers to position Upchurch as a trusted strategic advisor.
- Focus on fewer, high-value national accounts that align with Upchurch’s mission of creating a better-built world.
- Develop and execute multi-year client strategies, guiding portfolio-wide improvements over time.
- Ensure consistent client engagement and satisfaction by providing insights into building performance and operational efficiency.
- Work closely with technical teams, engineers, and project managers to develop and execute large-scale facility improvements.
- Maintain a strategic sales pipeline, tracking long-term portfolio engagement and revenue growth.
- Collaborate with the Director of Facility Consulting to align sales efforts with Upchurch’s national business strategy.
- 7 years of enterprise-level consultative sales experience in HVAC, building automation, energy management, or building performance.
- Strong ability to diagnose and improve operational inefficiencies in HVAC, electrical, plumbing, and automation systems.
- Proven success in managing complex sales cycles with multi-site corporate clients and delivering high-impact solutions.
- Experience working with technical teams to implement large-scale facility upgrades.
- Familiarity with building management systems (BMS), energy efficiency programs, and building automation technology.
- Expertise in SPIN Selling, Challenger Sales, or similar consultative methodologies.
- Ability to travel nationally for client meetings and industry events.
- Competitive salary based on experience.
- Health, dental, and vision insurance.
- Paid time off and holiday pay.
- Opportunities for professional development and certification assistance.
Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.