Account Executive

Overview

Harper Limbach's primary core value has always been:
We Care. We are committed to creating a culture of belonging for our employees, our We Care culture, and our industry as a whole. Harper Limbach LLC, a Limbach Holdings, Inc. company, delivers and maintains quality building systems, focusing specifically on MEP+C-intensive projects for building owners and contractors. Harper commits to providing the owner the best end-product in terms of price and quality;

we also manage all components of mechanical, electrical, plumbing, and control systems for the building owner from system design and construction through performance and maintenance. Our vision is to be a top 5 ENR specialty contractor in the Southeast, built on organic growth through operational excellence and internally promoting our people. Our purpose is to create great opportunities for people.

We carry out our vision and purpose through a commitment to our four core values:
We Care, We Act with Integrity, We Are Innovative, We Are Accountable.

• Base salary range of $120K - $150K plus Account Executive sales commissions
• Full portfolio of medical, dental, and vision benefits, along with 401K plan and company match
• HSA, FSA, and life insurance offerings
• Maximize your professional development with our award-winning Learning & Engagement team
• Engage in our We Care culture through our ERGs, brought to you by EMBRACE
• Career pathing flexibility and mobility

As Account Executive, you will be tasked with seeking out, identifying, developing, pursuing and closing major MEP project opportunities from your assigned account(s). This person is a key member of the branch sales and account management team responsible for selling large projects executed by the major project operations team(s).

Some examples of the work you might do includes:

• Assumes responsibility for attaining individual annual sales goals within specified time frames.
• Understands Limbach's vision and exercises discipline by pursuing customers and opportunities that align with the marketing strategy on the branch's VTO and are within the branch's niche and vertical markets.
• Owns the sales process for large Owner Direct projects (generally > $500K) from cradle to grave, including opportunity identification, final estimate compilation targeting, project development, design development, budgeting, proposal and closing phase.
• Possesses adequate mechanical industry, systems, operational cost knowledge and technical skills required to develop and negotiate advanced and creative sales opportunities with competitive advantages unique to Limbach.
• Utilizes in-house engineering, energy analysis, financial/ROI analysis, owner financing options and design-build solutions to create competitive advantages for Limbach and value for building owners.
• Develops and presents professional proposals customized to the needs of each customer.
• Understands customer funding mechanisms and spending cycles.
• Understands customer hierarchies and sells to senior level buyers.
• Invests time in front of customers developing trust and relationships as a value-added member of the customer's account team.
• Negotiates and secures acceptable contract and payment terms with legal department support.
• Manages the customer experience through development and construction phases by leading customer meetings, resolving scope issues, maintaining benefit summaries, and soliciting letters of recommendation.
• Understands direct responsibility and passes off other opportunities to the account team.
• Supports the entire team assigned to the account to ensure synergy between all offerings.

• 8+ years of industry-specific experience
• Expertise in the inside sales and customer buying processes
• Strong attention to detail and ability to multitask in a fast-paced environment
• Ability to engage in effective collaboration and communication with diverse audiences
• Demonstrated organizational, presentation, negotiation, and follow-up skills
• Advanced knowledge of the construction industry and marketplace
• Ability to locally travel up to 25% of the time, primarily to client offices/meetings and job sites
• Must have a valid driver's license
• Must have a driving record compliant with the Company's policies and MVR requirements, and consent to ongoing driving record monitoring by the Company

• Bachelor's Degree in a relevant field or equivalent is preferred

• Maintains appropriate Company confidentiality at all times
• Protects the assets of the Company and ethically upholds the Code of Conduct & Ethics in all situations
• Cultivates and promotes the Hearts & Minds safety culture
• Consistently exemplifies the Core Values of the Company (we CARE, we act with INTEGRITY, we are INNOVATIVE, and we are ACCOUNTABLE)

• This position operates primarily in a professional office environment, and routinely utilizes standard office equipment, such as computers, phones, copiers, and filing cabinets
• Walk-throughs of…