Service Account Executive

Job Description:

The Service Account Executive develops, maintains, and grows relationships with owner direct strategic customers, while achieving an assigned sales and profit growth goal.  Develop new business and retain and grow existing business, by pursuing profitable growth opportunities primarily in assigned vertical markets.  Responsible for selling and supporting the firm’s complete Special Projects and Service offerings to owner direct clients in Western Washington.  Focusing on customers with high-value, strategic growth opportunity, the Account Executive’s most important customer interactions are face-to-face meetings.

Essential Functions / Major Responsibilities:

  • Retains and profitably grows SPG and Service volume, sales, and profitability through proactive management of assigned large-customer relationships
  • Penetrates assigned accounts by selling new or additional services to current buyers, finding additional buyers within the existing customer location and selling additional customer locations
  • Building Performance Services-including Energy Star Benchmarking, Energy Star Certifications, Energy Audits, Building Tune -ups and Building Analytics including fault detection & diagnostics
  • Maintenance Contracts-including all direct or bundled subcontractor services
  • HVAC, Plumbing & Lighting Projects-mostly developed from a building efficiency perspective
  • Leads all aspects of the sales process, calling upon others in Service and Special Projects to assist in solution development and proposal delivery, as needed, or as directed by management
  • Develops customer account plans for all assigned customers by leading a joint company/customer planning process that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success
  • Creates an annual sales plan to focus sales efforts
  • Plans key sales calls using UMC standard call planning tools
  • Develops and implements sales opportunity plans using UMC standard opportunity planning tools
  • Proactively manages customers’ satisfaction and service delivery by anticipating potential service problems, and monitoring satisfaction
  • Actively uses UMC’s CRM system to document and support all sales opportunities and activities
  • Enlists the support of the Service Manager, SPG Manager, Industrial Manager, Energy & Environment Manager, Major Construction Manager and implementation resources, project management resources, and other sales and management resources as needed
  • Works closely with Service Manager and Special Projects Manager to ensure customer satisfaction and problem resolution

Specific Job Skills:

  • Excellent organizational and time management skills
  • Proficient in the use of Microsoft Office (Word, Excel, Outlook, Dynamics CRM-or similar program)
  • Strong customer service skills
  • Sales skills including the ability to prospect, research, qualify sales opportunities, question effectively, make presentations, create account strategies, ability to understand the customers business and how we can help them be more successful and financial selling skills

Education and/or Experience:

  • Four-year college degree from an accredited institution
  • Or, the equivalent training from a certified apprenticeship in mechanical or electrical program
  • Or, minimum four years of experience in customer service, account management or sales position

Supervisory Responsibilities:

  • None

Job Conditions:

Maintain a valid Driver’s License and satisfactory driving record. University Mechanical Contractors, Inc. is a Drug-Free Workplace and an Equal Employment Opportunity / Affirmative Action Employer. Contractor License # UNIVMC*343N9. Please direct resumes to resumes@umci.com.