Senior Sales Representative

Overview

OUR VISION: "To become an indispensable partner to building owners with mission-critical systems."

POSITION SUMMARY/OBJECTIVE: As an integrated ODR mechanical solutions provider the company seeks to create and scale long term, consistent recurring revenue streams from its top owner relationships by assigning dedicated, account based personnel to work in unison capturing a diverse and comprehensive wallet share of available and related mechanical services revenue spanning from technical service T&M and project work, preventative maintenance, special projects T&M and project work, to larger ODR projects performed as a mechanical/general prime contractor.

The incumbent is a "strategic hunter and relationship builder" who assumes the responsibility of cultivating and creating new business with scalable accounts that align with the Company's target vertical markets, strategic vision, and niche which have the potential to produce a diverse stream of recurring revenue opportunities at target margins upon maturity. S/he delivers the Company's value proposition as an integrated ODR solutions provider by building trust with the customer and embedding the company into the account through the consistent sale of renewable maintenance contracts, T&M engagements, fixed price work orders, small projects and/or large projects to a point where the account can be transitioned to dedicated personnel assigned to scale the account.

S/he is a key member of the branch sales team with the responsibility of properly representing the Company in the market with the objective of creating new business with scalable accounts.

The incumbent cultivates customers and opportunities for the Company through the sale of renewable maintenance contracts and fixed price projects from specific accounts assigned by the VP of Sales or Sales Manager. S/he understands the total range of Company offerings, and hands off opportunities to designated individuals when appropriate.

Base salary range of $130K - $140K + commission plan

• Understands the Company's vision and exercises extreme discipline and focus by pursuing customers and opportunities that align with the marketing strategy on the branch's strategic vision, and are within the branch's niche and vertical markets.
• Strategically maintains a limited pipeline of targeted customers and allocates the appropriate amount of time and effort towards the development of those accounts.
• Possesses advanced mechanical industry, systems, operational cost knowledge and technical skills required to study new account targets, evaluate incumbent competition and develop unique penetration strategies with compelling value propositions that gain a foothold and produce a competitive advantage for the Company.
• Possesses advanced industry knowledge necessary to create, develop and close data driven and financial / ROI sales based opportunities.
• Delivers advanced presentations that establish our full capabilities to the customer and are specific to the building owner account.
• Highly skilled at developing and presenting professional proposals which are customized to the needs of each customer.
• Understands customer funding mechanisms and spending cycles.
• Understands customer hierarchy and is highly skilled at closing sales at various levels of reporting lines and levels of accountability.
• Skilled at overcoming objections by creating and selling value to the customer.
• Possesses a proven track record redeeming annual booking quota through the sale of projects and maintenance within assigned accounts at standard company pricing levels.
• Maintains accurate sales logs and submits reports to management to communicate booking and selling activity within a specified time frame.
• Acts as a team player and assists others in the Company in obtaining or retaining business when needed.
• Regularly tasked with providing mentorship, training and guidance to other Sales Representatives as needed.
• Assumes an active role in industry-specific organizations on behalf of the Company.
• Actively develops networks in appropriate markets to establish and enhance the Limbach brand.

• Maintains appropriate…