Account Executive – End User Sales

We are seeking a talented Commercial HVAC Equipment Sales Executive with minimum 5+ years’ sales and leadership experience. Under minimal direction, this outside sales role is responsible for the sale of commercial HVAC equipment and systems to owners, engineers, architects, contractors (mechanical) and consultants. You will build and manage long-term customer relationships with your customers, accounts, and manufacturers. 

The Account Executive is responsible for promoting, applying, and selling commercial and HVAC equipment and systems represented by CFM. This role focuses on developing relationships with consulting engineers, contractors, architects, and building owners to influence system design, support project development, and drive product specifications. 

The Account Executive provides technical, application, strategic, and marketing support to external customers including consulting engineers, contractors, and end users. This position works closely with internal sales, project coordinators, project engineering, and support teams to manage project opportunities from early design through bidding, submittals, and project execution. 

Compensation: $125K+ + Commissions (100% Commission Compensation with Draw) 

Responsibilities 

• Demonstrates technical expertise to develop credibility, loyalty, trust and commitment 

• Determines project needs, constraints, and responsibilities to meet the customer’s system designs and installation requirements 

• Effectively writes, presents and communicates bids. Negotiates value and closes the sale 

• Positively and credibly influences system design and solutions with customers. 

• Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis 

• Manages multiple, ongoing, projects particularly focusing on selling HVAC equipment, service and systems 

• Builds partnering relationships with customers by consistent in-person visits  

• Responsible for developing and maintaining manufacturer relationships 

• Understands the customer's business and speaks their language 

• Responsible for supporting and assisting in the accounts receivable collection process 

• Addresses customer's operational and environmental objectives, needs and requirements and sell solutions 

• Solicits support from and communicates effectively with the entire sales team and inside sales supports staff 

• Successfully collaborates across the organization to develop winning sales strategies 

• Assists in the development of the sales team 

• Ability to work to successfully perform job duties with minimal oversight while keeping management informed of progress and account status. Knows when to call for assistance from upper management to keep the sales process moving 

Qualifications 

• Bachelor’s degree in engineering or related field preferred, or equivalent industry experience 

• Minimum 5+ years of HVAC, mechanical contracting, engineering, or construction industry experience 

• Experience working with consulting engineers and contractors strongly preferred 

• Strong technical knowledge of HVAC systems and equipment applications 

• Excellent interpersonal, communication, and relationship-building skills 

• Ability to influence design decisions and develop trusted customer relationships 

• Ability to prioritize, multi-task, deal with ambiguity and manage high volume projects 

• Proficiency in Microsoft Office applications including Word, Excel, PowerPoint, and Outlook 

Other Skills/Abilities 

Strategic Skills 

• Ability to learn new skills and knowledge. Ability to understand concepts and complexity comfortably. Open to change and will try to find solutions. Able to handle uncertainty and make decisions without knowing the whole story 

• Operating Skills 
• Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way. Ability to figure out processes and simplify them to maximize workflow. 

Behavior Skills 

• Ability to manage people and situations when conflicts arise. Ability to seize opportunities with the drive to complete goals. 

• Personal and Interpersonal Skills 

• Ability to establish and grow relationships with customers through effective verbal and written communication. Dedicated to the needs of the customers, manufacturers and peers and has the patience to actively listen to all business partners. Able to solve problems and skillfully negotiate with a minimum of noise while managing stress. Demonstrates integrity and trust through appropriate directness and truthfulness. Ability to understand personal strengths and weaknesses, seek feedback, and improve upon shortcomings. 

Negotiating Skills 

• Ability to settle differences, compromise or reach agreement while avoiding arguments and disputes. 

Presentation Skills 

• Ability to communicate and transfer knowledge in a precise, concise, and logical manner. Demonstrates professional facilitation skills and has a professional presence. 

Environmental Requirements 

• Will be required to work in an office environment and frequently in the field. 
• Occasional travel may be required for customer meetings, factory visits, training sessions, and industry events. 

Physical Demands 

• While performing the duties of this job, the employee is regularly required to use hands to operate computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus. 

Benefits 

CFM offers a competitive compensation and benefits package designed to support employee success and well-being. Benefits may include: 

• Competitive salary and performance-based incentives 

• Health, dental, and vision insurance 

• Retirement savings plan 

• Paid time off and holidays 

• Professional training and development opportunities 
• Industry networking and training events 

NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as negotiated to meet the ongoing needs of the organization.