Account Executive

As an integrated building system solution firm the company seeks to create and scale long term, consistent recurring revenue streams from its top owner relationships by assigning dedicated, account based personnel to work in unison capturing a diverse and comprehensive wallet share of available and related mechanical services revenue spanning from technical service T&M and project work, preventative maintenance, special projects T&M and project work, to larger projects performed as a mechanical/general prime contractor. The incumbent seeks out, identifies, develops, pursues, and closes major, turnkey MEP project opportunities from their assigned account(s). S/he is a key member of the branch sales and account management team responsible for selling large projects executed by the major project operations team(s). Responsibilities Assumes responsibility for attaining individual annual sales goals within specified timeframes. Understands Limbach’s vision and exercises extreme discipline and focus by pursuing customers and opportunities that align with the marketing strategy on the branch's VTO and are within the branch's niche and vertical markets. Manages the sales process for large Owner Direct projects (generally > $500K) from cradle to grave, including opportunity identification, targeting, project development, design development, budgeting, proposal and closing phase. Possesses adequate mechanical industry, systems, operational cost knowledge and technical skills required to develop and negotiate advanced and creative sales opportunities with competitive advantages unique to Limbach. Highly skilled at utilizing in-house engineering, energy analysis, financial / ROI analysis, owner financing options and design-build solutions which create competitive advantages for Limbach as well as optionality and enhanced value for building owners. Highly skilled at developing and presenting professional proposals which are customized to the needs of each customer. Understands customer funding mechanisms and spending cycles. Understand customer hierarchies and is highly skilled at selling to senior level buyers. Consistently invests considerable time in front of customers developing trust, proving competence and building relationships as a value-added member of the customer’s account team. Negotiates and secures acceptable contract and payment terms with legal department support. Manages the customer experience throughout the development and construction phases by leading customer expectation meetings, resolving contractual scope issues, maintaining benefit summaries, and soliciting/receiving letters of recommendation. Understands their direct responsibility and passes off other opportunities to their account team members. Works very closely with the assigned Senior Account Manager to ensure they are proactively managing the account, resolving problems and building long term spend plans directly with the end users. Supports the entire team assigned to the account in assuring there is synergy between all connected offerings. Qualifications 8+ years of industry-specific experience. Expertise in the inside sales and customer buying processes. Strong attention to detail and ability to multitask in a fast-paced environment. Ability to engage in effective collaboration and communication (written/verbal) with diverse audiences. Demonstrated organizational, presentation, negotiation, and follow-up skills. Advanced knowledge of the construction industry and marketplace. Travel This position may require up to 25% local travel, primarily to client offices/meetings and job sites. #J-18808-Ljbffr Harper Limbach