Service Account Manager

POSITION SUMMARY

The HVAC Service Sales Representative job is responsible for driving new business by prospecting quality customers and selling annual and multi-year maintenance agreements. This role requires a proactive approach to identifying customer needs and delivering tailored solutions while cultivating strong, long-term client relationships.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties may be assigned:

• Master the Sales Process: Develop expertise in all facets of the maintenance sales process to become productive and self-sufficient, including conducting needs assessments and customizing service offerings to meet client requirements.
• Drive Business Growth: Demonstrate exceptional sales ability, financial acumen, and operational knowledge to identify and secure new opportunities.
• Prospecting and Lead Management: Qualify prospects, set effective appointments, follow up on leads and referrals, and address questions and objections in a proficient and responsible manner.
• Customer Needs Analysis: Identify and assess customer needs to generate interest and influence purchasing decisions. Develop innovative solutions that align with customer objectives.
• Strategic Engagement: Gain a deep understanding of the prospect’s decision-making process, address concerns effectively, and guide them toward a timely decision.
• Market Research: Proactively research target organizations and industry trends to position solutions effectively and maintain a competitive edge.
• Cold Calling Expertise: Make cold calls confidently and learn strategies to engage decision-makers, turning initial contacts into valuable sales opportunities.
• Quote Management: Prepare and manage quotes, ensuring follow-through to close sales and maintain an active backlog of prospective opportunities.
• Market Strategies: Understand and leverage vertical market strategies and industry-specific market forces to tailor sales approaches.
• Effective Communication: Communicate professionally and persuasively in both verbal and written formats, building trust and credibility with clients and team members.

• Stay up-to-date with product knowledge, market trends, and competitor offerings to adapt strategies effectively.
• Collaborate with internal teams to ensure smooth onboarding of new clients and delivery of services as promised.
• Participate in networking events, trade shows, and other activities to build relationships and generate leads.
• Maintain accurate records in the CRM system, documenting all interactions and updates with prospects and clients.
• Achieve and exceed assigned sales targets and performance metrics consistently.

• Minimum 2 years of Business-to-Business Outside Sales experience, with a proven track record of selling service contracts or agreements.
• Bachelor’s degree in Business, Marketing, or a related field preferred but not required.
• Must possess a valid driver’s license and reliable transportation.
• Exceptional interpersonal and negotiation skills with the ability to influence and close sales effectively.
• Self-motivated, goal-oriented, and able to work independently while managing multiple priorities.
• Strong organizational skills with keen attention to detail and accuracy.
• Proficiency with CRM software and other sales tools to track progress and manage accounts efficiently.