Service Account Manager

Overview

Integrated Cooling Solutions (ICS) delivers HVAC solutions backed by technical expertise and strong manufacturer partnerships. With eight offices across Florida, we help clients design and implement the best systems for their space—backed by hands-on support and industry know-how.

At ICS, people come first. We invest in our team’s growth and success, creating a place where your work matters and your career can take off. If you're ready to be part of something dynamic and meaningful, we’re excited you’re here.

Seeking a proven Service Sales individual with a demonstrated ability to navigate the existing building market and influence customers at multiple levels. Under minimal direction, this outside sales role is responsible for the sale of service solutions and products to targeted building owners and management companies. This position is commission based.

• Identifies potential opportunities with existing and new customers by determining project needs, constraints and responsibilities to meet the customer’s HVAC service requirements.
• Uses ROI selling strategies to address customer’s operational and environmental objectives, needs and asset management requirements.
• Demonstrates technical expertise to develop credibility, loyalty, trust and commitment.
• Builds partnering relationships with the customers and individuals responsible for the decision-making process to steer the sale of service offerings.
• Understands the customer's business and speaks their language.
• Effectively writes, presents and communicates proposals. Negotiates value and closes the sale.
• Reviews, approves and presents the proposal, negotiates price, terms and conditions with customer.
• Positively and credibly influences system / service solutions with customers. Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis.
• Manages multiple, ongoing opportunities focusing on selling service contracts, small turnkey projects and repairs.
• Sells, renews and expands renewable service agreements, including multi-year agreements, to both new and existing customers.
• Solicits support from and communicates effectively with the entire service and sales team and support staff.
• Keeps management informed of progress and account status. Knows when to call for assistance from management and team members to keep the sales process moving.
• Provides weekly / monthly account business activity reports and annual forecasts.
• Flexibility to work outside normal work hours, as required.

• Bachelor’s Degree in Engineering, Business or related field and typically 1-10 years account management or project management/estimating experience; or equivalent experience.
• HVAC, Mechanical Contracting, Engineering or Construction industry experience a PLUS.
• Existing book of business and contacts in designated territory is preferred.
• Excellent initiative, and interpersonal communications skills and a demonstrated ability to influence others.
• Ability to prioritize, multi-task, deal with ambiguity and manage high volume projects.
• Strong PC skills in Microsoft Office applications including Word, Excel, PowerPoint, and Outlook.

Strategic Skills

Ability to learn new skills and knowledge. Ability to understand concepts and complexity comfortably. Open to change and will try anything to find solutions. Able to handle uncertainty and make decisions without knowing the whole story.

Operating Skills

Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way. Ability to figure out processes and simplify them in order to maximize work flow.

Behavior Skills

Ability to manage people and situations when conflicts arise. Ability to seize opportunities with the drive to complete goals.

Personal and Interpersonal Skills

Ability to establish and grow relationships with customers through effective verbal and written communication. Dedicated to the needs of the customers, manufacturers and peers, with the patience to actively listen to all business partners. Able to solve problems and negotiate with a…