Our client, a leading global systems integrator specializing in enterprise integrated solutions, is looking for a results-driven Service Account Executive (Building Automation Systems & Mechanical) to join their dynamic sales team. In this role, you'll prospect and cultivate new relationships, understand customer needs, and secure service sales opportunities as part of a growing sales organization.
Key Responsibilities
The Service Account Executive generates new service agreements through the acquisition of new accounts and growth of net-new service agreements in existing accounts. New logo capture is essential for success in the role. You'll also sell service agreements to existing customers, and renew, upsell, and cross-sell into other service product segments. Building customized solutions from an extensive suite of service offerings, you'll sell to buying groups such as CIO, VP, Director of Facilities/Security, Procurement, and others.
- Develop Pipeline: Work with real decision makers to assess need, gain agreement on a business case, and establish a decision timeframe.
- Proposal Construction: Build winning proposals that include the quote, business case, and competitive differentiation.
- Presenting & Closing: Present proposals to decision makers while managing objections related to timing, price, and competition; drive timely go/no-go decisions.
- Market Focus: Identify, prospect, and develop pipeline specific to assigned market(s) and/or geographies.
- Solution Focus: Identify and develop pipeline specific to assigned service solutions, including maintenance services, SaaS solutions, and managed services.
- Collaborate with Subject Matter Experts: Partner with Account Executives, service colleagues, and solution partners to create and deliver winning proposals.
- Manage Accounts: Maintain and cultivate relationships with existing customer accounts, ensuring high satisfaction while meeting revenue and profit targets.
- Market Awareness: Build market awareness through networking, presentations, industry events, and association involvement to generate new pipeline opportunities.
- Perform other duties as requested or required.
Skills & Attributes
- Strong affinity for problem solving
- Motivated, driven, and results-oriented
- Desire to learn, understand, and apply service solutions to customer challenges
- Ability to build customer confidence and cultivate business relationships
- Comfortable working autonomously and as part of a team
- Proactive in sourcing new opportunities
- Adaptable to business changes, with the ability to influence others and build consensus
- Basic skills in Microsoft Office
- Strong presentation and communication skills
You bring a consultative approach to creating and closing opportunities, with a hunter mentality and a track record of generating your own leads through cold calling, research, and networking. You have experience managing a full sales cycle of varying lengths, and you collaborate well with other sales professionals and cross-functional teams.
Qualifications
- Bachelor's degree or equivalent
- Minimum 3+ years sales experience in Building Automation business development.
- Hands-on familiarity with BAS platforms such as Schneider Electric (EBO), Distech, Honeywell, Alerton, Delta, JCI Metasys, Siemens Desigo, Automated Logic, KMC, Reliable, or Niagara.
- Experience selling service contracts and maintenance agreements in the Building Automation &/or Mechanical industry is required
What's Offered
- Company holidays and paid time off
- Comprehensive benefits from day one (medical, dental, etc.)
- Employer RRSP contribution
- Safety-focused work environment
- Employee assistance program
- Tuition reimbursement
- Competitive salary and compensation plan
- Vehicle reimbursement plan
- Community social responsibility day
