Job Title: Light Commercial Account Manager
Employment Type: Full-time, Salary, Exempt
Location: Batavia, IL, with some travel
Industry: Construction
Reports To: Chief Sales Officer
Compensation: $80,000 - $150,000 annually (base plus commission)
Work Hours and Location: Cortland, IL office location with discretionary remote work. Some local and minimal interstate travel for meetings, conventions, sales and account activity. Typical work week is M-F, daytime hours. Full time hours during the season and potential for reduced hours during off season (Jan-mid March).
Work Environment and Physical Demands: Work environment includes offices, construction sites, and construction yards. Both indoor and outdoor environments. Physical demands can include walking, lifting, bending, climbing, and crouching.
Summary of action: Our account reps are the hunters of the organization that keep the pack fed. They are critical to our company’s purpose is keeping our installers fed with a solid backlog of work. In order to be successful, we need a hungry, ambitious, relational professional capable of seeking new opportunities and maximizing our close rate on all opportunities.
Mission and Values: Our employees must embrace our company’s core values, focus, and be mission-minded toward our vision of creating abundant opportunity through shared victory. They must approach each day with an unrelenting pursuit of excellence and with undying grit. We seek to employ good folks who show their unpretentious, selfless, fun and gracious ways from their core.
Supervisory Responsibilities: no direct reports at this time
Essential Functions
Discovery of opportunity
- Research trends, segments, potential new markets, and relationships that have revenue potential
- Maintain and methodically follow up on a prospect hit list of all potential customers and referral trades (“swim coaches”)
- Familiarize yourself with architects, engineers, facilities and property managers, project managers, and any other valuable connections to become their subject matter expert.
- Know our clients and potential clients (prospects): establish yourself as “The fence guy/gal.”
Bidding
- Be customer-facing for all bid opportunities
- Understand project scope, investigate with client and optimize strategy based on project.
- Run takeoff, sift blueprints, ID scope of work, and estimate material and labor costs
- Work with estimating, operations, and sales team to optimize numbers
- Find creative solutions that play into company's favor and work to solve customer problems, make your proposal stand out, and get last look
- Seek bid lists
- Participate in RFI’s and ensure the timeliness and accuracy of the bid
- Know your competition and price structure.
- Personalize submission and install tactics to ensure dialogue in follow-up.
- Communicate: be a steward of excellent, clear, and consistent communication from bid announcement to award.
Sales Follow up
- Establish an effective timeline for each project and ensure consistent, persistent, but not obnoxious follow-up
- Cycle between forms of communication and involve the director or team members when the trail goes cold
- Lose nothing, learn always:
- There are no losses so long as we are able to get feedback for what we missed and why to ensure it doesn’t happen a second time. This includes information on winning GC’s, awarded competitors, price information, scope or project requirements.
- Document as required so the company can track trends and data to optimize future decision-making and metric evaluation
Project assurance/handoff
- Establish an efficient, consistent, and complete handoff with operations staff, including all necessary and relevant paperwork required.
- Ensure a comprehensive and accurate submittal package is put forth
- Bridge the communication gap and onboard the project/client to the operations teams, setting realistic expectations to ensure timely and quality service to end user.
- Conduct site visits, attend pre-construction meetings, and visit crews at jobs at operations' request.