Countywide Mechanical - Senior Account Executive

Sr Account Executive - Owner Direct

Location: El Cajon, CA USA

What you will do

Under general direction, responsible for the sale of large, complex, bundled HVAC, Plumbing and/or Temperature Controls offerings to high potential, customers at the D and C-level. Promote the Countywide Mechanical Systems value proposition at the executive level (D/C-level) by providing solutions to the customer's business and financial challenges.

Builds and manages long term customer relationships/partnerships with key and target building owners. Responsible for customer satisfaction. Executes the sales process to aid in cultivating and managing long-term relationships and in seeking out, qualifying and closing new sales.

Positions complex building solutions and service agreements as the foundation of managed account relationships. Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts. Leverage monthly checkpoints to gain progressive commitments from the customer.

Seeks to expand the depth and breadth of offerings within that account. Select account team on key and target customers. Focused across multiple, high value vertical markets.

How you will do it

• Sells, with minimal supervision, the Countywide offerings persuasively, persistently and confidently to building owners and owner representatives at the D/C-level while reaching optimal profit levels. Particularly focusing on selling complex solutions while ensuring that we achieve maximize share of customers business.
  
  Focuses on demonstrating value at the executive level by providing solutions to business and financial challenges as well as achieving joint planning status. Sells new and expands renewable service agreements, including multi-year agreements, as part of the complex bundled solution sales approach within your assigned accounts and/or opportunities.

• Builds partnering relationships with the economic buyer, owner or owner representatives responsible for the decision making process to drive the sale of Countywide offerings. Manages ongoing sales process, develops relationship, responds to and anticipates customer needs.
  
  Actively listens, probes and identifies concerns. Understands the customer's business and speaks their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment.

• Seeks out, targets and initiates contact with prospective customers. Develops network of contacts.
  
  Understands and leverages sales process checkpoints as well as demonstrates evidence of gaining small trial closes and commitments. Qualifies and assesses potential customers. Refers leads to other business segments.

• Addresses customer's financial, business, operational and environmental objectives, needs and requirements. Recommends solutions that match the customer's business and financial challenges. Differentiates Countywide services, solutions and products from competitors based on business benefits and knowledge of competitor's business strategies.

• Maximizes assigned Pre-con and Project Development resources effectively and efficiently. Ensures the customer and Countywide receive maximum value from dedicated and assigned resources.
  
  Engages appropriate sales support resources determined by the Countywide sales and operations process. Engages key supplier and business partner resources and relationships as required to support the solution offering. Leverages Countywide and Modigent operational, engineering, technical, financial and legal resources, as required.

• Effectively writes, presents and communicates proposals. Negotiates value, addresses resistance when demonstrated, and closes the sale.

• Utilizes applicable sales tools effectively (Salesforce, Account Management, Account Plan and Target Account Sales plans) to plan and document progress as well as increase business opportunity in accounts. Leverages Countywide sales process monthly checkpoints to gain progressive commitments from the customer. Manages the sales process steps of the pipeline with a focus on completing the Target Account Sales plan and meeting the milestones in the customer's buying process.

• Leads the sales team by building and fostering team relationships to ensure customer satisfaction. Solicits support from and communicates effectively with internal staff.
  
  Develops relationship with Special Projects, Service, and Account Management sales organizations to exceed customers' expectations. Owns and facilitates the customer relationship.

• Acts as the customer's advocate in interactions with the Countywide organization to ensure the customer obtains the best value from Countywide offerings. Sets appropriate customer expectations on Countywide product and service offerings.
  
  Participates in final project inspection. Ensures that the customer is trained and oriented to system operation or the value of services delivered.

• Assists in the development of the team sales and marketing plans and strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies.

• Keeps management informed of progress and account status. Knows when to call for assistance from management to keep the sales process moving.

• Attends and presents at trade show. Participates in professional organizations within the local San Diego metropolitan area.

What we look for

• Bachelor's degree in business, engineering, or commensurate industry experience is required.

• A minimum of five to ten years of progressive field sales experience at the D/C-level selling complex bundled solutions and offerings.

• Excellent initiative, and interpersonal communications skills.

• Demonstrated ability to influence the market at key levels.

• Ability to travel on occasion when required based on the opportunity.