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Limbach · 4 hours ago

Account Executive

DC-Baltimore Area

Full-time

Onsite

Senior Level, Lead/Staff

$135K/yr - $165K/yr

8+ years exp

Limbach is an integrated building systems solutions firm committed to creating a culture of belonging for its employees. The Account Executive will be responsible for prospecting, identifying, developing, and closing major Owner Direct MEP project opportunities, while achieving personal sales objectives and expanding account relationships.

Construction

Hiring Manager

Joe Spitaleri

Responsibilities

Assumes responsibility for attaining individual annual sales goals within specified timeframes

Understands Limbach’s vision and exercises extreme discipline and focus 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

Manages the sales process for large Owner Direct projects (generally > $500K) from cradle to grave, including opportunity identification, 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

Highly skilled at utilizing in-house engineering, energy analysis, financial / ROI analysis, owner financing options and design-build solutions which create competitive advantages for Limbach as well as optionality and enhanced value for building owners

Highly skilled at developing and presenting professional proposals which are customized to the needs of each customer

Understand customer funding mechanisms and spending cycles

Understand customer hierarchies and is highly skilled at selling to senior level buyers

Consistently invests considerable time in front of customers developing trust, proving competence and building 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 throughout the development and construction phases by leading customer expectation meetings, resolving contractual scope issues, maintaining benefit summaries, and soliciting/receiving letters of recommendation

Understands their direct responsibility and passes off other opportunities to their account team members

Works very closely with the assigned Senior Account Manager to ensure they are proactively managing the account, resolving problems and building long term spend plans directly with the end users

Supports the entire team assigned to the account in assuring there is synergy between all connected offerings

Qualification

Sales experienceMechanical industry knowledgeProposal developmentCustomer relationship managementNegotiation skillsCommunication skillsOrganizational skillsAttention to detail