Job Details

General Job Description:

Reporting directly to the Sales Manager, this position is responsible for business development. This includes targeting and/developing new revenue opportunities, cultivating new client relationships, and building a prospect pipeline with a specific group of Project Managers to drive new business growth. Success will be measured by the conversion rate of pipeline prospects to revenue-generating clients, employing a consultative prospecting approach. Additionally, this position is responsible for identifying and assisting in cultivating supervised Project Managers' and Project Engineers' efficiencies and professional growth.

Supervises: None

Essential Duties & Responsibilities:

Project Management

• Sustain current project management responsibilities with existing customer base.
• Responsible for all aspects of the pursuit, sale and engineering of your projects.
• Provide high-level budget support for prospective clients who are not currently supported by your Project Management team.

Sales Management

• Develop bid strategies for the assigned region including risk management through the bid review process.
• Optimize Project Management teams and project assignments by assigning clients and projects to appropriate Project Managers and Project Engineers.
• Supervision of full-cycle project management, from inception of sales, leadership of client meetings, development of contracts, scheduling and coordination of pre-construction job meetings with department heads and supervisors, and finalizing sales, ultimately, through to the successful job completion.
• Maintain records and up-to-date information on prospects, target accounts, and new clients.

Market/Revenue Growth

• Increase revenue and profits for assigned region for the Construction Group by increasing combo project opportunities of All ACCO products (HVAC, plumbing, process piping, etc.) and increasing customers in local and new markets.
• Create and define business development strategies that grow market verticals in alignment with ACCO's strategic plan.
• Identify and evaluate business opportunities for ACCO through market identification and analysis, external business relationships and other forms of business analytics.
• Monitor market and competitor activities and trends.

Relationships

• Identify, prospect, qualify, and build relationships with current and new clients.
• Develop strong consultative relationships with prospective clients to understand their business objectives/strategic imperatives.
• Host client shop tours to build customer confidence and convey ACCO's value proposition.
• Sustain a positive professional engaging working relationship with other ACCO Department Heads, department peers, Project Managers and Project Engineers upholding ACCO's company culture.
• Build trust and positive working relationship with customers, vendors, subcontractors, and the industry to be of higher value to ACCO and the project.

Talent Training and Development

• Manage employee performance effectively and within the risk tolerance of ACCO.
• Assist in the career and personal development and mentorship of your team.
• Support the recruitment, hiring, training, managing, and retention of Project Managers.
• Identify and improve Project Management skills and efficiencies of your team as outlined in the Project Management Portfolio and in adherence to ACCO's company management user platforms.
• Work with your direct supervisor and HR Business Partner to maintain a positive work environment.

Position Requirements:

• B.A. or B.S. degree in Engineering, Sales Management or equivalent experience.
• 10 plus years of progressive experience in estimating, designing and management of HVAC projects from $5million to $25+ million.
• 10 plus years of experience in successfully managing a team.
• An ability to operate independently and autonomously and yet possess the discretionary judgment to know when it's appropriate to consult with others in the organization, including Senior Leadership.
• Demonstrate a commitment to uphold ACCO's culture and ethics policy, while demonstrating effective leadership and team building.
• Demonstrate the ability to professionally approach and engage the appropriate, high-level contacts/decision makers at target companies.
• Demonstrated ability to influence and persuade others to achieve desired outcomes.
• Strong analytical, problem solving, and negotiation skills.
• Excellent verbal and written communication skills.
• Proficient utilization and adaptation of management/accounting software.
• Proficient in Microsoft Office Suite (Word, Excel, PowerPoint, Project)
• Experience preferred in Business Systems Software (JDE, IFS, BidTracer, FastEst, Bluebeam, Box, Smartsheet, etc.)

Skills, Knowledge, and Ability:

• Strong consultative and estimating skills, with a significant sense of ownership and accountability.
• Self-driven, motivated and results oriented.
• Motivated to partner/collaborate with internal and external teams, building relationships to accomplish shared objectives in a dynamic and complex environment.
• Proven record of accomplishment of successful negotiations, strength of character and ability to articulate business value proposition.
• Strong entrepreneurial business acumen and understanding of financial metrics.
• Proven ability to develop strong, trusting relationships in order to maintain credibility, gain
• Must demonstrate strong sales and presentation skills.

ACCO Competencies:

• Proactivity/Initiative: Recognizes what needs to be done and accomplishes it in a manner appropriate for one's level/position and with minimal supervision.
• Perseverance: Shows the wherewithal to fight for difficult goals despite challenges and to bounce back from adversity.
• Insight: The ability to gather and make sense of information that suggests new possibilities.
• Engagement: Shows a knack for using emotion and logic to communicate a persuasive vision and connect with people.
• Team Collaboration: The ability to effectively work toward common goals with others by supporting, encouraging, and sharing information in an authentic and approachable manner.
• Big Picture: Understands and contributes to organizations' short- and long-term business strategy. On a personal level has independently developed a vision for short- and long-term career success.
• Motivation/Dedication: Commits to excellence in pursuing unselfish goals. Initiates action with collective goals takes responsibility, and responsibility and shows personal humility.
• Technical Curiosity/Willingness to Learn: Interest in seeking out new experiences, knowledge, and candid feedback; demonstrating an openness to learning and change.
• Problem-Solver: Ability to identify, analyze, and solve a problem in support of personal, group, department, or organizational objectives.

Physical Requirements:

(The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• The employee may regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 20 pounds.
• Specific vision abilities required by this job include close vision and distance vision.
• The auditory/hearing abilities required by the job include the ability to hear customers calling by telephone.
• While performing the duties of this Job, the employee is regularly required to sit for prolonged periods; stand; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.
• The employee is regularly required to walk and sit.
• Regular and routine attendance.

Travel:

Based on business needs to and from the primary office to regional branch offices and job sites. Varying work in varying locations.

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