Industrial Account Manager

Industrial Account Manager Requirements & Responsibilities

Position Summary

The Industrial Account Manager is responsible for selling integrated mechanical systems tailored to customer needs and building requirements. This role focuses on developing and maintaining customer relationships, identifying mechanical service opportunities, and managing design development through the sales phase. The primary responsibility is driving mechanical sales, with additional responsibility for coordinating with the project management team to support a smooth transition from sales to project execution.

Essential Job Functions

To perform this position successfully, the following responsibilities must be performed satisfactorily. These functions are representative, but not all-inclusive, of what is necessary to succeed in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential job functions. The following responsibilities include but are not limited to:

• Build and maintain high-quality customer relationships to manage a book of business.
• Evaluate customer mechanical systems and provide recommendations for upgrades or enhancements to meet client objectives.
• Partner with customers early in the project lifecycle to define performance goals, budget parameters, constructability considerations, and system preferences.
• Prepare and present proposal letters to customers, including project descriptions, scopes of work, assumptions, and estimated costs, and follow up to secure customer commitments.
• Develop conceptual and preliminary mechanical system designs that support accurate budgeting, scheduling, and value-driven decision-making during the sales phase.
• Coordinate with vendors, manufacturers, and suppliers to evaluate products, pricing, availability, and system options for proposed designs.
• Obtain project estimates from the estimating staff and approve job pricing, ensuring profit margins are maintained.
• Review contract documents and customer requirements to ensure scope alignment prior to project execution.
• Identify project risks related to design, schedule, or cost and proactively develop mitigation strategies.
• Participate in preconstruction, turnover, and kickoff meetings to ensure a smooth transition from sales to project execution with clear scope definition and design intent.
• Communicate clearly and professionally with team members and customers to convey design intent and resolve design conflicts that arise during construction.
• Assist in resolving change orders by evaluating scope changes, pricing impacts, and technical feasibility.
• Provide technical guidance and support to foremen and field teams to help address challenges, improve collaboration, and support successful mechanical sales projects.
• Promote and exemplify current safety protocols as defined by customers and/or HMI policies.
• Identify and pursue opportunities to expand HMI’s mechanical sales and customer base.
• Monitor sales performance, market conditions, and customer feedback to identify opportunities to improve customer relationships and grow mechanical sales revenue.
• Stay informed on local business trends, company initiatives, and competitive activities.
• Continuously seek process improvements to enhance design-build efficiency, accuracy, and customer experience.
• Serve as a technical resource for sales staff and field personnel as needed.

Knowledge, Skills and Abilities

• Ability to develop conceptual budgets, perform high-level cost analysis, and evaluate financial impacts of design decisions during the sales phase.
• 5+ years of experience in the commercial/industrial mechanical industry.
• Comprehensive knowledge of mechanical systems.
• Demonstrated ability to interpret architectural and engineering drawings, specifications, and contract documents to develop accurate mechanical concepts and proposals.
• Ability to collaborate with others to troubleshoot and resolve MEP issues for customers.
• Strong mathematical, analytical, and organizational skills.
• Proficient in using Windows operating systems and common office software such as Microsoft Outlook, Word, and Excel.
• Enthusiasm, strong character, initiative, creativity, leadership, teamwork, professionalism, and a desire for personal growth.
• Physical ability to access job sites, including climbing, crawling, walking, kneeling, and other movements required to inspect systems, with or without reasonable accommodations.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Job Type: Full-time

Benefits:

• Competitive pay
• Health, dental & vision insurance
• Health Savings Account (HSA)
• 401(k) with company match
• Paid time off & paid holidays
• Life & disability insurance
• Employee Assistance Program (EAP)
• Professional development assistance
• Short-Term & Long-Term Disability insurance
• Additional voluntary benefits, including accident, critical illness, hospital indemnity, and identity theft protection

Work Location: In person