ACCO Engineered Systems · 11 hours ago
Service Sales Manager
Seattle, WA
Full-time
Onsite
Senior Level, Lead/Staff
$130K/yr - $215K/yr
10+ years expACCO Engineered Systems is one of the largest mechanical contractors in the country, dedicated to the design, installation, and maintenance of HVAC and related systems. The Service Sales Manager is responsible for maximizing market penetration of the Mechanical Services Group while ensuring profitability, overseeing financial planning, and developing strategic growth initiatives.
CommercialCommercial Real EstateConstructionReal EstateReal Estate InvestmentResidential
Responsibilities
Plan and execute financials (revenue, gross profit, SG&A, operating income) including the development of a yearly budget and develop a 5-year financial plan
Direct involvement in billings, schedule of values, collections, cash flow projections
Review and participate in the analysis of the monthly financial statements
Review monthly incentive compensation calculations and draw account requests
Define and track key performance indicators (KPI’s) and critical business issues (CBI’s) for the region to ensure adequate growth and monitoring trends
Knowing, understanding and enforcing all of the compensation plans that ACCO has to offer its employees
Develop a future state organization chart that is tied to the 5-year financial growth plan and will ensure adequate leaders are prepared, trained, and in place to meet goals and will mitigate risks associated with planned and unplanned departures
Provide direction and career path development opportunities to all levels of sales and field personnel, including assisting in relocation and redeployment opportunities within the Division or Company
Monitor, mentor and train direct reports on contract review, credit, cash flow, technical, estimating, scope-of-work and safety risk analysis to ensure viability and protection of the business unit and organization
Responsible for mark-up on projects
Assist in problem solving, conflict resolution and bill collecting with consistency and timeliness
Review estimates, pricing proposals and non-standard contractual documents on large or risky transactions
Actively emphasize the growth, development and implementation of the strategic plan for the department within geographic territory
Responsible for account management, account development, securing new retrofit and core service accounts, cost estimation, sales strategy, work scope documentation, pre-job planning and final profitability of their projects
Monitor proposal and bid activity levels in the three main business segments (Retrofit projects, Repairs and Maintenance)
Conduct sales meetings that speak to project opportunities, changes in the marketplace and associated training/information transfer topics
Participate in customer meetings and presentations as required
Evaluate additional products to invest in and facilitate discussions of best practices to ease the implementation to other regions and/or offices in an effort to drive business growth
Assign leads to the appropriate salesperson based on prior customer relationship, geographical territory and technical skills
Assure that each salesperson has a clear understanding of their geographical territory and that they are primarily concentrating on prospecting within those boundaries unless otherwise approved by sales management
Work closely with Human Resources to develop and execute a recruiting, retention, and training strategy that conforms to corporate objectives and is applicable to regional and local needs
Identify and facilitate training for the direct reports using both internal and external resources
Prepare periodic performance appraisals and counseling memorandum for sales personnel
Success requires collaboration with Construction leadership to be able to provide the customer with the best team and approach to their project and to achieve a 'one ACCO' culture
Interface and collaborate with Field, Operations management and personnel
Other tasks, duties and responsibilities as assigned by leadership
Qualification
Required
Ten plus years of a proven track record in HVAC sales, sales management, and operational leadership within HVAC Service
Significant experience in managing a professional workforce in a HVAC environment
Ability to assimilate complex business issues and reach conclusions or action plans that are practical
Well developed interviewing and performance assessment capabilities
Sales experience in a service and retrofit contracting environment
Salary and incentive compensation administration experience
P and L responsibility in a contracting environment
Exposure to mechanical systems engineering and equipment is a must
Company
ACCO Engineered Systems
ACCO Engineered Systems is a real estate company located in glendale.
5001-10000 employees
Funding
Current Stage
Late StageLeadership Team
Jeffrey Marrs
President & CEO
Bradley Graham
Chief Financial Officer
Recent News
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