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Full-time HVAC Account Manager

at SPHerion in Ottawa

For 60 years, Spherion® has been helping individuals find rewarding career opportunities that prove a great match for their skills and experience. Every day, our staffing experts partner with job candidates to provide the resources and support they need to find fulfilling employment with thousands of leading companies in North America. Committed to staffing excellence, Spherion combines decades of expertise with staffing innovation to successfully match job seekers to positions that will drive excellence in their career. When it\'s time to make a job change, don\'t settle for second best. Let Spherion connect you to a career opportunity that will ensure your continued success!


Responsible for developing long-term customer relationships and maximizing account penetration and customer retention with contractor and consulting engineer/architect accounts.


Responsible for selling company products, systems and services in assigned territory through indirect sales channels such as: VAR, OEM, Systems Integrators, Distributors, Dealers, Alliances, Partners, Aggregators, Mass Merchandisers or Retail.

· Represents the company to the Channel and the Channel to the company in all sales-oriented activities, including marketing, advertising, sales promotions, training and other Channel-related support.

· Works with management in developing Synergies with other Ingersoll Rand businesses for market penetration.

· Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process

· Develops relationships with multiple buying influences in the customer\'s organization, including project managers, project engineers, construction, purchasing, and accounts payable.

· Gathers and validates preliminary information and performs facility walk­through, construction plan review or other requirements.

· Determines project needs, constraints, and responsibilities to meet all of the customer\'s HVAC system design and installation requirements.

· Develops, evaluates, and discusses possible system solutions with customer.

· Develops preliminary project fulfillment schedule.

· Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.

· Responsible for the preparation and review of the proposal.

· Validates the preliminary proposal with customer.

· Determines proposal price and selling strategy.

· Reviews and compares contract terms and conditions with contract standards.

· Presents the proposal and negotiates price, terms, and conditions with customer.

· Prepares transition documents and communicates project readiness for assignment to operations team.

· Resolves major deviations from scope with team after Project Scope Validation.

· Determines needs, develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.

· Provides total account business activity reports and annual forecasts.

· Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer\'s problems, including financial and performance-based considerations.

· Consistently ascertains customer needs and current market opportunities. Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.

· Coordinates with consulting engineers in writing project specifications.

· Coordinates with Estimators in the interpretation of specifications and preparation of proposals.

· Authorizes replacement, credit, or refund as necessary to facilitate the refund/exchange process including negotiation of sales concessions and customer disputes.

· Assists customers in answering technical questions on HVAC systems, products, and system application alternative, BAS, installation, operation, maintenance, and problem resolution.

· Flexibility to work outside normal work hours, as required.

· Supports local and corporate Safety Initiatives.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Bachelor\'s degree in engineering, business or equivalent from four-year college or university; completion of the graduate training course preferred; 10 plus years experience in HVAC sales or equivalent combination of education and experience.


Valid Driver\'s License, proof of personal insurance and acceptable driving record per the Corporate Fleet manual.

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Published at 23-07-2010
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