Account Manager

Company: Preston Phipps

Are you a talented, entrepreneurial, and technical salesperson motivated to help customers optimize the performance of their systems with industry leading products and services? Are you looking for a challenging new position where you can be very successful, have development opportunities, manage a territory with growth potential and work with a great support team? If yes, you may be the next great team member to join the Preston Phipps Central Canada team.

The chosen candidate will be responsible for building the business with their assigned accounts from Eastern Toronto to Napanee. To be successful in this position, one needs to build credibility, establish trusting relationships, develop intimate understanding of end users’ systems and the end users’ objectives to identify opportunities, which can be very big. This is a challenging and competitive industry, and the successful candidate needs to be determined and smart about their approach, picking the best opportunities to pursue, balancing their time between end users, contractors, and engineering consultants while navigating internal resources and maintaining an expert level of knowledge on an extensive list of technical products. The challenge and the potential of this role go hand in hand.

Responsibilities

• Take ownership of developing the sales of the assigned territory.
• Maintain a business plan for the developing the territory inline with company objectives, including:
•    Annual sales forecasts and individual account goals
•     Maintaining a top account list in terms of current volume, potential growth, and development plans for each.
•     Planned initiatives and call objectives.
• Identify new prospects through networking, industry event participation (trade associations, trade shows, and technical seminars), and even hosting product demonstrations.
• Be an expert on Preston Phipps products, their application and how they optimize customer systems.
• Guide and educate end users, contractors, and engineering consultants on selecting the best equipment to optimize the end user’s system.
• Deliver formal and informal training on product selection, application, and system optimization.
• Build relationships and facilitate a network of end users, engineering consultants and contractors. The ability to identify the decision makers and the influences is important.
• Build relationships with Preston Phipps manufacturing partners and Preston Phipps Divisions to deepen your technical resources. When available, leverage them through joint sales calls with accounts.
• Work with other territory managers to develop multi location accounts.
• Strike an optimal balance between your top accounts, ongoing projects, and prospecting to manage your sales funnel balancing near term and medium-term growth opportunities.
• Prioritize in-person meetings with accounts.
• Lead take offs on bid and spec projects that your assigned engineers have specified.
• Document projects to hand off to the project delivery team.
• Maintain CRM (customer relationship management) tool with contacts, pipeline, opportunities, and forecasts.
• Collect and share information on competition, market, and industry trends with leadership team.
• Attend internal sales meetings prepared to give updates on quotes, orders, and development in territory. 

Qualifications

• Bachelor’s degree in mechanical or chemical engineering is preferred.
• 5+ years experience in HVAC, hydronics, industrial, laboratory or controls.
• 5+ years in outside sales account management
• Strong knowledge and experience in the sales process and customer service.
• Excellent communication, follow up, organizational and project tracking skills.
• Commitment to driving sales and being active in the territory.
• Disciplined, driven, professional with a positive work ethic.
• Strong technical acumen and problem-solving capacity.
• Driver’s licence and clean driving record.
• Alignment with our values of Entrepreneurship, Integrity, Respect, Partnership, Success, and Innovation.

Compensation

• Base salary influenced by experience.
• Sales commission
• Ownership program
• Company vehicle or mileage program
• Benefits