Account Executive

Job Description

Job Description

Who We Are…

Harper Limbach’s primary core value has always been: We Care .

We are committed to creating a culture of belonging for our employees, our We Care culture, and our industry as a whole.

Harper Limbach LLC, a Limbach Holdings, Inc. company, delivers and maintains quality building systems, focusing specifically on MEP+C-intensive projects for building owners and contractors. Harper commits to providing the owner the best end-product in terms of price and quality; we also manage all components of mechanical, electrical, plumbing, and control systems for the building owner from system design and construction through performance and maintenance.

Our vision is to be a top 5 ENR specialty contractor in the Southeast, built on organic growth through operational excellence and internally promoting our people.

Our purpose is to create great opportunities for people.

We carry out our vision and purpose through a commitment to our four core values…

• We Care
• We Act with Integrity
• We Are Innovative
• We Are Accountable

The Benefits & Perks…

• Base salary range of $120K - $150K plus Account Executive sales commissions
• Full portfolio of medical, dental, and vision benefits, along with 401K plan and company match.
• HSA, FSA, and life insurance offerings.
• Maximize your professional development with our award-winning Learning & Engagement team.
• Engage in our “We Care” culture through our ERGs, brought to you by EMBRACE.
• Career pathing flexibility and mobility.

Who You Are…

As Account Executive, you will be tasked with seeking out, identifying, developing, pursuing and closing major MEP project opportunities from their assigned account(s). This person 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).

This Position…

Some examples of the work you might do includes:

• 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.
• Owns the sales process for large Owner Direct projects (generally > $500K) from cradle to grave, including opportunity identification, final estimate compilation 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.
• Understands 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.
• Supports the entire team assigned to the account in assuring there is synergy between all connected offerings.

What You Need…

• 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.
• Ability to locally travel up to 25% of the time, primarily to client offices/meetings and job sites.
• Must have a valid driver's license.
• Must have a driving record compliant with the Company's policies and MVR requirements, and consent to ongoing driving record monitoring by the Company.

Preferred Qualifications:

• Bachelor’s Degree in a relevant field or equivalent is preferred.

Conduct Standards:

• Maintains appropriate Company confidentiality at all times.
• Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations.
• Cultivates and promotes the “Hearts & Minds” safety culture.
• Consistently exemplifies the Core Values of the Company (we CARE, we act with INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE).

Work Environment:

• This position operates primarily in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, and filing cabinets.
• Work duties may regularly necessitate walk-throughs of local job sites, during which the incumbent may utilize basic tools (measuring tape, screwdriver, wrench, etc.), and be intermittently exposed to the conditions typically associated with a construction site.

Physical Demands:

• In performing the duties of this job, the incumbent is regularly required to sit, stand, talk, walk, hear, and possess an appropriate degree of both visual acuity and manual dexterity.
• Occasionally required to climb, stoop, crouch, crawl, reach, and/or perform repetitive motion.
• This is considered a light work position, which means possible exertion of up to twenty (20) pounds of force occasionally, and/or up to ten (10) pounds of force frequently, and/or a negligible amount of force constantly to lift, carry, push, pull, or otherwise move objects.

This job description is intended to describe the general nature of work being performed by the individual who assumes this role, not an exhaustive list of responsibilities. Duties, responsibilities, and activities may change at any time, with or without notice, as business needs dictate. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. Limbach Facility Services LLC is an Equal Opportunity Employer.