Dept. or Division:   Industrial Systems and Industrial Automation & Control Divisions

Reports To:   Industrial Systems Division Manager - Directly; Sales Manager - Indirectly

Job Summary:

The account executive's number one job duty is to own the relationship between Climatic Control Company (CCC) and his/her assigned customers. This position is the focal point for external and internal people. It is essential that the account executive manage this responsibility in a manner that facilitates a smooth and efficient transfer of information in both directions. Key resources within CCC are to be orchestrated and marshaled by the account executive to improve and advance the business relationship between CCC and the customer. The account executive has the responsibility for calling on engineers/consultants, contractors and end user accounts. The make-up of a particular account executive assignment may vary depending on individual or geography

The account executive has the responsibility for calling on engineers/consultants, contractors and end user accounts. The make-up of a particular account executive assignment may vary depending on individual or geography.

Organizational Relationship:

Reports directly to the Manager of the Industrial Systems Division (ISD). Has a close working relationship with the Industrial Automation & Control Division, the Sales Manager and other members of the sales team.

Principal Duties and Responsibilities:

• Penetrates target accounts where little or no CCC presence has been established to date.

• Manages and deepens the relationship with key accounts that have an existing relationship with CCC.

• Knows the customer's business as well as the customer.

• Interfaces effectively with all levels within the customer organization, including upper management.

• Knows how to be a business resource - focusing on understanding customer issues and being proactive about business and technical solutions.

• Draws on total resources of CCC in a co-operative and non-redundant manner.

• Continues to be a student of professional selling and an expert at her/his craft.

• Excellent communication skills- written and verbal - internal and external.

• Knowledgeable in manufacturing processes, combustion, instrumentation.

• Can read and interpret P&ID's, PFD's and ladder drawings.

• Understands the source of specific technical resources within CCC.

• Deploys company resources in proportion to potential return.

• Creates revenue opportunities.

• Decreases customer sensitivity to purchase price.

Acceptable Training and Experience:

• Minimum five years in process automation systems design.

• Minimum five years selling to end users, including experience at the executive level.

• Bachelor's degree in electrical or mechanical engineering.

Relationships and contacts:

Internal

• Works closely with Sales Manager to focus on vertical markets and key/target accounts.

• Daily contact with ISD Manager.

• Contact with other CCC Account Executives with common customers.

• Contact with CCC management personnel.

External

• Contact with consultants, engineers, developers, contractors, and end users on a daily basis.

• Contact with vendors for technical support or product information.

Working Conditions:

Spends majority of time out of the office developing relationships with customers. Willing assistant as needed with customers requiring field assistance with product-specific technical questions.