Building Performance Senior Sales Executive – MacDonald-Miller

MacDonald-Miller is a full service design-build-optimize building services contractor. We help building owners and managers achieve their business objectives by making their building work better.

The Building Performance Senior Sales Executive represents the full capabilities of MacDonald-Miller with a specific expertise in selling building control systems to architects, consultants and construction contractors in various new construction plan & spec commercial markets within Western Washington with expansion into Eastern Washington as opportunities present themselves. Individual will have demonstrated experience with developing retrofit and bid proposals, specifications, and detailed estimates for building control systems. S/he is also expected to monitor quality of value in provided services to assure client satisfaction. We empower employees to make decisions that elicit Customer loyalty and referrals.

ACCOUNTABILITY DESCRIPTION

The Building Performance Senior Sales Executive is expected to be a professional, self-starter and able to develop a dependable sales record of accomplishment. Below is a broad overview of accountabilities:

People

Help direct engineers, estimating, project managers and/or field personnel on projects.
Confer with staff and customers on all phases of projects.
Foster internal integration relationships among department.

Customer Base

Protect and maintain existing customer base.
Grow sales volume and profit margin within the Company’s ability to execute work.
Cultivate new customers.

Marketing and sales

Identify, sell and negotiate new contracts.
Promote and sell the Company’s value engineering and the benefit of being a full service mechanical contractor.
This person is expected to meet performance standards set by the Director of Building Controls. The Building Performance Senior Sales Executive is expected to be a leader, visionary, exceptional communicator, detailed oriented individual and have business savvy.

Below are detailed expectations related to the above accountabilities:

  • Understand, accept and support MacDonald-Miller Operating Guidelines, Operational Beliefs and Customer Commitment.
  • Assist in developing, implementing and working with marketing to create a plan(s) for customers that ensures a consistent company image.
  • Protect and grow customer base
  • Prospect new customers.
  • Solidify customers’ expectations and view.
  • Involve the Director of Building Controls in closing the “sale” when needed, which may include assistance in the final contract negotiations.
  • Perform public relations by resolving complaints, problems, providing information and advice.
  • Act as point person to resolve contract, design and/or construction issues with customers and MacDonald-Miller personnel.
  • Report to management customer related items such as customer issues, new customers, sales activity and any other significant customer related points.
  • Marketing and sales
  • Prepare and present effective sales proposals to new and existing customers that develops profitable results.
  • Successfully develops new and expands existing accounts in assigned market to achieve growth and profit goals.
  • Proficiently develops and implements plans to take advantage of all sales opportunities in assigned geographic or vertical market while skillfully collaborating with both internal and external partners.
  • Develops high-quality best total-solutions that fit customer strategic and operational requirements.
  • Stay current on market trends, evaluate new market segments and implement strategies to obtain business.
  • Develops and maintains relationships at prospective and authorized representative accounts.
  • Conducts ongoing assessment of sales goals within assigned area and determines how to focus efforts to achieve incremental sales growth within the strategic plan.
  • Identifies key accounts within territory based on growth potential, local market share and establishes specific sales goals and strategies.
  • Participates in implementing specific controls solutions for OEM equipment and demonstrates capabilities.
  • Communicates marketing programs and product developments to accounts to maximize sales potential.
  • Contributes to the development of the long-term strategic plan and pricing strategies.
  • Monitors competitor activities and market trends.
  • Prepares accurate and thorough customer account activities, sales activity reports, competitor reports, forecast reports and expense tracking and reporting.
  • Develops strong relationships with existing and new customer base through participation in civic and professional organizations, sales department meetings, workshops and seminars.
  • Participates in vertical market trade shows and becomes a company advocate in national association meetings.
    Continues to pursue in-depth market, products and services knowledge and acquires deeper selling, technical and financial skills.
  • Works with both small and large accounts and upper level decision makers practicing executive level selling skills to achieve highest level of account penetration.
  • Independently drives business growth and desires to create an entrepreneur-like position within a strong established organization.
  • Maximize sales and marketing efforts to increase plan & spec market share. This includes, but not limited to, lunch and learns, training seminars and technical support to Architects and Consultants to get our Company’s solutions incorporated into the specification document.
  • Actively participate in updating customer resource management program.
  • Document and follow up leads and referrals.
  • Review and evaluate contract compliance.
  • Evaluate information and analyze problems logically to develop solutions.
  • Express ideas clearly and listen effectively to others.
  • Understand the meanings and relationships of words and use language effectively.
  • Attend department meetings and submit reports (i.e. expense reports, sales reports, working agreements) in a timely manner.
  • File, organize and maintain all paperwork connected with above referenced tasks.
  • Perform additional tasks as assigned.

This is a condensed job description. It is not intended as an employment contract, nor is it intended to describe all duties this position may perform.

QUALIFICATION REQUIREMENTS

The candidate must possess the following knowledge, skills and abilities:

Minimum five years’ sales experience in the mechanical plan & spec market.
A bachelor’s degree in business, marketing or mechanical engineering is preferred.
Solid record of successfully negotiating sales, achieving profit margins and managing commitments.
Demonstrate a practical understanding of the mechanical systems and customer service.
At least four years of experience in mechanical engineering and/or field experience in HVAC systems and piping.
Possess excellent verbal, written, listening, persuasion and interpersonal skills.
Ability to interact with customers, engineering, project management, office personnel and field staff that builds constructive and effective relationships.
Proven ability to develop strategies to identify, peruse and capture new business.
Proficient in all aspects of project management, for example; job cost accounting, value engineering, life cycle costing, ROI and other financial techniques, document control and CAD supervision.
Ability and willingness to work independently or in a team atmosphere.
Ability to consistently set and attain goals, meet deadlines and make difficult decisions.
Desire to service our customers.
Willingness to adapt to MacDonald-Miller standards and procedures.
Ability to organize and handle a number of projects at the same time.
Proficient in Microsoft Office Products, i.e. Word, Excel and Outlook.
History of good employment attendance.
Valid license and clean driving record required.

PHYSICAL REQUIREMENTS & WORKING CONDITIONS

The candidate must possess and be adaptable to the following physical abilities and working conditions:

Ability to see, hear well (either naturally or with correction) and speak clearly.
Coordinate the movement of your eyes, hands, and fingers.
Physical requirements include: standing, bending, sitting and climbing; repetitive motions of hands and wrists; driving.
Reach for, handle, use fingers and manipulate objects.
Must be capable of working extended hour days when job/business needs demands.

EMPLOYEE BENEFIT PROGRAM

MacDonald-Miller Facility Solutions presently provides employee coverage for:

Medical, dental, vision for employee {coverage available for dependents for shared premium}.
401k retirement plan including Company match.
Holiday Pay.
Vacation, and sick leave compensation.
Disability income protection.
Employee and Dependent Life Insurance.
Flexible Spending Account (Childcare).
Employee Assistance Program.

OTHER INFORMATION

Please read all pages of this job description. Your resume or application is reviewed prior to setting up a personal interview, so please make sure your resume is up to date. If you do not have a resume, you may fill out an application at the address listed above.

MacDonald-Miller Facility Solutions, Inc. is an Equal Opportunity Employer and a non-smoking facility. MacDonald-Miller is also a drug and alcohol free workplace and tests all new hires (subject to and in accordance with union bargaining agreements).

MacDonald-Miller Facility Solutions participates in E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee’s Form I-9 to confirm work authorization. This information is kept completely confidential, is obtained only after a candidate is hired, and will not be used to pre-screen any job applicant.

This job description is a general description of essential job functions. It is not intended as an employment contract nor is it intended to describe all duties someone in this position would perform. All employees of MacDonald-Miller are expected to perform tasks as assigned by MacDonald-Miller supervisory/management personnel regardless of job title or routine job duties.

Website is www.macmiller.com