Strategic Account Executive chez Zonatherm Products, Inc

Description

JOB SUMMARY 

Zonatherm and ThermFlo supports large companies, municipalities, and healthcare systems in the Upper Midwest providing 24/7 equipment and service for mission critical data center systems and power generation.  

The Strategic Account Executive, Manufacturer Representative Sales is responsible for developing new and existing account-based opportunities to increase share of wallet with target accounts. The Strategic Account Executive, Manufacturer Representative Sales sells mission critical systems and related equipment and parts, preventative maintenance service, and proposes and quotes system upgrades and capital investments. The ideal candidate has experience with B2B Sales and can engage and navigate target accounts at all levels of the organization with a focus on reaching and influencing multiple stakeholders including high-level executives. Measured on success across all lines of business, the Strategic Account Executive, Manufacturer Representative Sales acts as project leader across internal and external stakeholders to ensure our reputation with target customer accounts remains as trusted and preferred provider of solutions to solve their most important data center and power generation challenges.  

KEY RESPONSIBILITIES 

The Strategic Account Executive, Manufacturer Representative Sales generates new 360 solution sales of electrical, mechanical, and construction solutions through creative and scalable strategies to drive new business acquisition and share of wallet with current customers. 

Their main duties include:  

• Driving revenue at both top of funnel and bottom-line results with new and current customers and target industries and geographic markets.  
• Manages overall relationship with each target account as main point of contact, including developing strategic growth plans to expand the account deeper and wider through complementary equipment, services, and maintenance. 
• Proactively identifying and winning business in existing accounts for build outs, expansions, equipment upgrade and replacement and provides leads to service sellers for service agreements and repair work. 
• Leading strategic account planning, productive and effective collaboration, key influencer relationship management (end users, consultants, channel partners, etc.) that results share of wallet growth, and executive level reporting. 
• Penetrates key account targets and establishes themselves as a trusted advisor for all influencers that impact procurement and purchasing within the organization. 
• Drives for year over year growth through successfully managing key target accounts. 
• Works closely with CRO, Sales Managers, Engineering, and Operations Field Teams in HVAC, Power Generation, and Electrical and manages information sharing between these groups to create a unified experience for key account customers. 
• Develops and maintains key information in the CRM and in related project documents key account status templates and presents to senior management at a regularly defined cadence. 
• Supports Commercial Team to help develop best in class onboarding for new strategic accounts.  
• Attending industry-related networking events to develop new relationships and resulting leads. 
• Other duties as assigned.  

SECONDARY RESPONSIBILITIES 

• Continuously improves technical competency and keeps current in new developments within the industry. 
• Builds a social media presence and through creation and publication of case studies, blog posts, and industry presentations with the support of Marketing.  
• Comprehends and adheres to all safety, quality, and Company guidelines specified in the Employee Handbook, the safety policy manuals, quality procedures or any official Company documents. 

Requirements

QUALIFICATIONS 

• Education: Requires a Bachelor’s degree in engineering, architecture, thermal science, or related technical field. 
• Excellent Communication Skills: Ability to listen effectively and understand the needs of internal and external customers. Ability to talk with customers, coworkers, and vendors, and appropriately adjust technical content to meet different audience knowledge. Must be resourceful, self-motivated, customer focused, and results driven. 
• Technical Skills: 2-5 years of working knowledge of thermal, power generation, and electrical systems including equipment, service, and maintenance requirements for commercial or residential buildings. 
• Computer Proficiency: Proficient with Microsoft Office Suite. Strong understanding of CRM software systems and ability to track and analyze customer data and reporting for business development and forecasting. 

PREFERABLE QUALIFICATIONS  

• Education: Master’s degree in engineering, architecture, thermal science, or related technical field.  
• Experience: 7+ years in B2B account-based selling for accounts with a total minimum account portfolio value of $500 million in revenue. Significant knowledge of mission critical facility equipment, complementary services, and building automation systems preferred.  
• Team Collaboration: Works well in a team selling/collaborative environment and is resourceful, self-motivated, customer focused, and results driven. 

WORK AND TRAVEL REQUIREMENTS: 

• Driving/Travel Responsibilities: This position requires occasional travel including potential weekly customer and site visits. Efforts are primarily focused within the Chicagoland area/tristate region. Occasional national travel may be required to support prospects, clients, and related events such as trade shows, etc. International travel is not anticipated but may be required based on client need. A valid driver’s license, current automobile insurance, and valid passport are required. 
• Physical Demands: This position requires the ability to operate within an office environment and occasionally lift and/or move up to 10 pounds. Reasonable accommodations will be provided aligned with current federal and state regulations upon request.  
• Work Environment: This position will have a similar split between working in a professional office environment and working in field environments.  
• Position Type and Expected Hours of Work: This is a salaried + incentive-based, full-time position operating Monday-Friday with occasional evening and weekend requirements in the case of customer emergencies.  

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without prior notice. 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.