Account Manager – Mechanical Experience

Position Overview

The Account Manager is responsible for developing new business and expanding existing client relationships within the commercial HVAC, plumbing, controls, and mechanical services market. This role manages the full sales cycle from prospecting and needs assessment through proposal development, negotiation, and contract close.

The ideal candidate has a strong background in B2B sales within commercial mechanical services and understands how to identify client needs, present value-driven solutions, and build long-term relationships with facility owners, property managers, contractors, and other decision-makers.

Key Responsibilities

• Prospect, qualify, and develop new business opportunities within commercial HVAC, plumbing, controls, and mechanical services.
• Manage the full sales cycle from initial outreach through contract execution.
• Conduct client meetings and site visits to understand operational needs, system challenges, and project goals.
• Develop and present tailored service agreements, retrofit solutions, replacement proposals, and new installation opportunities.
• Build and maintain strong relationships with facility managers, property managers, building owners, general contractors, and other key decision-makers.
• Expand existing accounts through renewals, upselling, and cross-selling additional mechanical services.
• Collaborate with operations, service, estimating, and preconstruction teams to develop accurate and competitive solutions.
• Prepare proposals, presentations, and financial justifications that clearly communicate value and return on investment.
• Track sales activity, opportunities, forecasts, and pipeline performance within the CRM system.
• Maintain accurate account information, follow-up schedules, and sales documentation.
• Identify market trends, competitive activity, and emerging opportunities within commercial building services.
• Stay current on energy efficiency, sustainability, building performance, HVAC technologies, and controls solutions.
• Support client retention by maintaining consistent communication and ensuring expectations are met throughout project delivery.

Qualifications

• 5+ years of experience in sales, account management, or business development within HVAC, plumbing, mechanical services, building controls, or a related B2B industry.
• Proven track record of developing new business and meeting or exceeding sales goals.
• Experience selling service agreements, retrofits, replacements, or commercial mechanical projects.
• Strong understanding of HVAC, plumbing, controls, or commercial building systems.
• Ability to manage complex sales cycles involving multiple decision-makers and stakeholders.
• Strong negotiation, presentation, and relationship-building skills.
• Excellent written and verbal communication skills.
• Ability to work independently while collaborating effectively with service and operations teams.
• Strong organizational and pipeline management skills.
• Proficiency with CRM systems and Microsoft Office.

Preferred Qualifications

• Bachelor’s degree in Business, Sales, Engineering, Construction Management, or a related field preferred.
• Experience selling preventative maintenance agreements or recurring commercial service contracts.
• Familiarity with building automation systems, energy efficiency solutions, and mechanical retrofits.
• Experience working with commercial property owners, facility managers, healthcare facilities, industrial clients, educational institutions, or large corporate accounts.
• Proficiency with Salesforce or similar CRM platforms.
• Existing network within the commercial facilities or mechanical services market is a plus

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Tagged as: Pipeline Management, Salesforce