Commercial Account Manager

Job Description

Job Description

The Commercial Account Manager prospects and establishes relationships with the top engineers and mechanical / commercial contractors in our territory with the basic goal of increasing both the number of product lines specified in the buildings these companies produce but also the sales volume of product lines into those buildings. A Professional, Continuous Improvement mindset is key to managing the relationships and pull-through efforts required to convert these specifications into purchase orders at our Wholesale Distribution Partners. Finally, utilize the tools and organizational knowledge of our Manufacturer Partners to be the steward of our brands to the commercial channel.

Duties and Responsibilities :

The Commercial Account Manager is the key relationship builder at the Engineer and Commercial Contractor levels in the organization. Responsible for primarily (but not limited to) the top engineers and mechanical / commercial plumbing contractors in your territory, but also with the sub-contractors and distributors that those companies utilize. Understanding that they need a Team-oriented approach to pull-through purchase orders, they must be an expert communicator and utilizer of internal and external resources to maintain the network of relationships needed to not just write specifications, but to also pull through our products at the mechanical / commercial level.

Commercial Account Managers prospect, nurture deep relationships within contractor and engineer organizations, create product programs, update databases and reports, close engineer and contractor commitments to specifications and programs, nurture and service engineers and contractors, train, and present. Key to the success of these efforts is close, consistent communication between Account Managers who own Wholesale relationships throughout this process and manufacturer salespeople who help with expertise and internal decision making. Collaboration and information sharing is required with Sales Managers, Wholesale Account Managers, the Customer Service Team, and Manufacturer personnel to share and gather the information needed to write programs and turn them into purchase orders. By actively pursuing these behaviors each day, a CAM will succeed with the ultimate goal of having those specifications and programs used to generate purchase orders.

Ultimately, your success will lead to opportunities for Pepco to represent additional Commercial manufacturer brands, leading to added revenue and resources applied to your position.

The Commercial Account Manager at Pepco is expected to :

Utilize our CRM in real-time entries throughout their work day.

Utilize the CRMs of our manufacturers where required.

Utilize CRMs to accurately track projects to completion.

Aggressively prospect, using a hunters mindset, to not only discover new projects, opportunities and customers, but to discover information about ongoing projects

Use technology to accomplish their sales goals

Continuously improve to be the best in the company in the technical product knowledge necessary for training and presenting to both internal and external customers.

Have professional presentations and confident public speaking skills

Creatively utilize and customize marketing resources from our internal team and manufacturers.

Practice leadership and stewardship of their territories by becoming leaders in local trade associations.

Utilize the resources of our manufacturers and hold themselves accountable to help our manufacturers accomplish their commercial construction goals.

Skills :

Familiarity with CRM platforms, Ability to build rapport with clients, Deadline and detail-oriented, Strong phone etiquette, Strong email management skills, Expert networking skills, Expert prospecting skills, Expert presentation skills

To succeed at this role you will need :

A Bachelor's degree or comparable industry experience, English language, Clean driving record, clean credit record.

HVAC and / or Plumbing experience and existing relationships with engineers and mechanical contractors within the industry.