Title: Account Executive (AE)

Sales Position 

Version: December 2025

Reports to: Business Development Manager 

Direct Reports: None

General Responsibilities:

The Account Executive (AE) is responsible for achieving the expected level of sales and booked gross 

margin dollars (BGM$) in the market he/she is responsible for. The AE is responsible for the overall 

sales production and growth of their identified accounts and markets as established in their annual 

individual sales targets and strategy plans. This position is responsible for the production and 

communication between the company and the customers with producing accurate and high-quality 

estimates, proposals, and agreements between the company and our customers. 

Our client’s business is in a growth plan and the individual’s targets are identified annually in each 

AE’s Incentive Agreement. An AE’s primary responsibility is to identify accurate scope of work and 

pricing options as well as secure and increase the Booked Gross Margin Dollars annually for their 

responsible markets and accounts.

To accomplish our objective, our client has established this Account Executive position to drive success 

through growth of the business. 

Major Responsibilities:

Develop and maintain decision making level relationships with the following:

▪ Owners.

▪ Engineers.

▪ Architects.

▪ General Contractors.

▪ Mechanical Contractors.

On the fly, negotiating win/win solutions:

▪ Understand the customer’s & the business’ desired outcomes, budgets, and funding.

▪ Responsible for all sales issues with their accounts – both external & internal.

▪ Customer contract reviews.

▪ Customer site visits.

▪ Perform customer visits, lunch & learns, & events.

▪ Support business in areas where you bring knowledge, experience and expertise.

Manage accounts & other support items: 

▪ Support the BDM with the sales forecast for the region.

▪ Ensure a continuous flow of successful business opportunities.

▪ Maintain effective account coverage monthly. 

▪ Support BDM with Subcontractors List.

▪ Perform needed customer surveys.

▪ Estimate and develop a company standard proposal for all offers made to our customers 

in the established territory and accounts that the AE is responsible for. 

• Markets:

▪ Develop a strategic plan to grow each market annually based on established growth 

goals.

▪ Identify and expand the targeted customers. 

▪ Identify and communicate market opportunities.

▪ Support BDM’s with information on resource forecasts.

▪ Attend and participate in local trade shows and other market events.

▪ Provide monthly sales reports & forecasts.

• Marketing:

▪ Support BDM’s with flagship properties.

▪ Support BDM’s to develop and maintain flagship properties.

▪ Provide and distribute marketing collateral and presentation materials.

▪ Provide and participate in customer visits and weekly lunch and learns.

Infrastructure, Communication, & Unity:

▪ Utilize the standardized company estimating and proposal process and format tools.

▪ Ensure that all customer and project related information is maintained in the company 

CRM system.

▪ Manage the flow of information for all job booking processes.

▪ Ensure the historical side of sales by assuring that all documentation is maintained 

properly on 365, SharePoint and other standard company platforms.

▪ Ensure the proper implementation of all company standards, procedures and 

productivity tools.

▪ Attend all required and needed meetings to achieve business success.

▪ Maintain timely communications and harmonious relationships between team 

members. 

Quality Control & Support:

▪ Maintain working knowledge of the company’s product lines and solutions. 

▪ Communicate with and support our operation teams to best serve our customers and 

fellow employees to achieve a successful and profitable business.

▪ Gather customer feedback. Work with operations to ensure a high level of customer 

satisfaction.

▪ Follow all company policies.

Account Executive Position Required Knowledge, Skills, Education, and Experience:

• Bachelor’s degree in related educational fields is preferred.

• 2 years of experience in HVAC sales.

• Must have relationship selling skills.

• Understanding of the buy/sale hierarchy and how to deliver winning strategies within it.

• Ability to negotiate successful outcomes for both customers and the business. 

• Excellent listening and comprehension ability.

• Excellent oral and written communication skills.

• Excellent organizational skills. 

• Effective at managing multiple sales projects simultaneously.

• Proficient in Microsoft Platforms and CRM Systems