Executive Account Manager |
| Dec. 01, 2008 - Nov. 01, 2009 |
| Location: | King of Prussia, PA |
| Salary Range: | negotiable |
| Exempt/Non-Exempt: | Exempt |
| Benefits: | health benefits package |
| Employment Type: | Full Time |
| Department: | Sales |
| Description: | SUMMARY
Responsible for growing existing assigned strategic owners and for the development of new prospected target owners into fully active clients benefiting from Tozour-Trane as a full-service HVAC and building automation company.
This position reports to: Director of Sales
Please note: This position requires about 50% local travel (PA & southern NJ) |
| Duties: | SPECIFIC DUTIES INCLUDE:
A. CUSTOMER DIRECT ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
·Inform each customer of the variety and breadth of Tozour-Trane team, its systems and service offerings.
·Introduce the customer to each of the sales and operational leaders.
·Acquire accreditations, certifications or complete training courses necessary to support customers within a specific targeted market. (ie. Healthcare, Higher Education, Pharmaceutical, LEED).
·Conduct the client survey portion of the account plan to acquire the client’s forward moving goals and set customer agreements on our plan to support them.
·Become aware of the operating and capital budget processes and planned improvements.
·Strive to become a valuable part of the customer’s long and short-term planning processes by earning the right to be known as an active advisor on environmental, technical, financial and operational goals related to facilities.
·Provide facility personnel with appropriate justification for financial investments and communication of the same to executive management when appropriate by marketing Tozour Energy Services, TES, as a tool to provide short and long term assessment and guidance on HVAC asset conditions, recommended repairs, replacement, upgrades as appropriate to fit the customer’s investment requirements.
·Assist the customer in contingency planning and risk assessment where appropriate
·Keep the customer informed of major changes at Trane and within the HVAC industry, including new technology.
·Provide seminars for training customers.
·Provide the customer with an annual report of results from investments made in Tozour Trane.
B. TOZOUR -TRANE SPECIFIC ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
·Complete all phases of account plans on assigned accounts. Assign and communicate to all support groups and individuals regularly the team mission, goals, assignments and progress.
·Works with managers in developing the overall strategy and required resources for the targeted accounts.
·Follows up on transactions to ensure we are exceeding the customer’s expectations
·Must have a detailed knowledge of all Tozour-Trane offerings and their business value proposition. Must have an ability to develop and communicate plans possess strong leadership skills to coach a team of supporters to achieve team goals.
·Navigate to success the overall account team including operations.
·Assure the implementation of individual proposed services are fully communicated to Tozour-Trane fulfillment teams.
·Coordinate the efforts at a high level for the individuals or teams responsible to:
·Call on individuals responsible for operating HVAC equipment.
·Survey sites for equipment maintenance requirements.
·Prepare quotes, proposals, service contracts, and documents to complete a sale.
·Provide service, service contracts, equipment, parts, etc. to satisfy the customer's requirements.
·Provide needed information to the Service Department to ensure jobs are completed on time.
·Enter orders into the system.
·Provide project management experience when needed.
Develop marketing events or brochures to create awareness of the appropriate products and services targeted for growth that are industry or market specific.
·Review profitability reports as appropriate.
·Secure renewal contracts for service agreements.
·Develop and distribute performance reports regularly to management.
·Flexibility to work overtime/weekends, as required.
·Regular travel required with occasional overnight stays. (50% travel)
C. OUTCOMES EXPECTED:
·Minimum 50% growth on accounts assigned
·Expand current account business into multiple LOB’s
·Drive indirect account influence on assigned accounts
·Identify and develop new customer account relationships
Create and implement vertical market growth strategies |
| Qualifications: | QUALIFICATIONS:
A. EDUCATION:
·MBA/ Bachelors degree, Marketing or Business preferred with training in consulting, sales and marketing through experience and/or corporate training
B. EXPERIENCE:
·Outside sales or consulting, marketing either a product or service
·Knowledgeable consulting, change management, business process, or high-tech background
C. CHARACTERISTICS of CANDIDATE:
·Behaviors
-Candidates must be results-oriented and possess the ability to work with all levels of staff and maintain strict confidentiality of information.
-Must be reliable, tolerant and determined.
-Must be an assertive and empathic communicator
-Needs to have self-awareness and confidence to understand perspectives of others.
-Must be able to multi-task, openly communicate, work well with others and carry a positive attitude.
-Can openly support fellow leaders even when disputes or differences exist
·Excellent verbal and written communication skills
-Has to have the ability to accomplish conceptual selling
-Ability to “deliver the message” to the customer
-Has good vocabulary
-Has good verbal reasoning and problem solving abilities
-Good group presentation skills
-Proven Team Player
-Ability to lead a team in selling a product or service
-Must be able to communicate clearly to all team members-explain the objectives, roles and responsibilities
·Financial acumen and competency
-Proven ability to market financial sales in previous position
-Comfortable in analyzing “life-cycle” costing of solutions in lieu of transactional sales
-Ability to “close the deal” independently or as a team
-History of past successes
-Use of strong relationships that assisted in closing the deal
-Knows how to use all available resources to assist in the sale.
-Understands how to seize opportunities and has history of leveraging advantages of solutions
-Able to call in contacts for referrals and history of utilizing these referrals to grow market
·Technical skills such as
-Computer proficiency utilizing Word, Outlook, CRM, Excel
-Ability to learn cognitive skills
-Exhibits good time management skills, understands prioritorizing and organizing information
·Ability to establish relationships independently and recognize the real needs of the customer
-Demonstrates the ability to establish rapport with key customers
-Is comfortable in dealing with upper level executives |
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