Sell HVAC equipment, systems, and services to commercial and residential customers. Build strategic customer relationships, influence system design and specifications, prepare estimates/proposals, negotiate contracts, manage projects from installation to close, coordinate with engineering and project teams, and support AR and bidding processes.
Job Title: Account Executive
Operating Company: AIR Carolinas
Job Location: Charlotte, NC
FLSA Status: Exempt
About:
AIR Carolinas – A member of the AIR Control Concepts family.
AIR Carolinas is a leading manufacturers’ representative providing HVAC equipment, controls, service, and aftermarket solutions across North and South Carolina. Formerly Insight Partners, Hahn Mason, and Faulkner Haynes, we’ve united to deliver greater expertise, efficiency, and customer-focused solutions.
AIR Carolinas is proud to be part of the AIR Control Concepts family, expanding our reach and strengthening our capabilities across the HVAC industry. This partnership allows us to provide even greater value to our customers by combining our trusted local expertise with the broad support, resources, and innovation of a larger organization. While our name and team remain the same, our commitment to quality service is now backed by an even stronger foundation.
Check out our website: AIR Carolinas | HVAC Equipment, Parts, Service & Solutions Across NC & SC
Job Description:
The Account Executive is responsible for selling HVAC equipment, systems, and services while delivering technically sound, customer-focused solutions to commercial and residential customers. This role develops and maintains strategic customer relationships, influences HVAC system design, manages complex sales projects, and delivers competitive bids aligned with customer requirements and the Company’s growth objectives. This role requires independent judgment, technical knowledge, and strategic sales decision-making to influence project outcomes and achieve revenue goals.
Essential Duties and Responsibilities:
- Develops relationships with customers, engineers, contractors, and manufacturers to achieve sales goals.
- Demonstrates technical expertise to develop credibility, loyalty, trust, and commitment.
- Executes the mechanics of the sales call including preparation, call openings, listening, probing, closing, and follow through.
- Determines project needs, constraints, and responsibilities to meet customer HVAC system requirements.
- Engineers or designs project specifications. Influences system design, specifications, and Basis of Design (BOD).
- Develops competitive estimates, proposals, and cost/benefit analyses.
- Performs contract negotiations, closing the sale and developing marketing plans for contract accounts.
- Collaborates with their assigned Estimator, Project Coordinator, Project Manager, Project Engineer or Lead Project Engineer.
- Coordinates engineering submittals, IOM manuals, warranties, and specifications.
- Troubleshoots problems regarding products/equipment provided.
- Manages the installation of the project from start to finish.
- Communicates project status to management.
- Places public bids for contracts, working with engineers and contractors.
- Manages multiple HVAC equipment and system sales projects.
- Keeps informed of new products, equipment, services and other general information of interest to customers.
- Supports Accounts Receivable collection efforts.
- Performs administrative support for design engineering processes.
- Performs all other duties as assigned.
Competencies:
- Sales & Negotiation Skills: Brings sales opportunities to closure or drives incremental revenue. Qualifies sales opportunities in terms of customers’ needs, funding, completion, decision-making process and criteria. Accurately forecasts business opportunities, complexities and the resources required. Demonstrates effective presentation skills.
- Action Oriented: Enjoys working hard. Is action oriented and full of energy for thins seen as challenging. Seizes more opportunities than others. Reacts quickly to critical situations.
- Customer Focus: Dedicated to meeting the expectations and requirements of customers. Gets first-hand customer information and uses it for improvement in products and services. Acts with customer in mind. Establishes and maintains effective relationships with customers and gains their trust and respect.
- Problem Solving & Initiative: Steps up to conflicts, seeing them as opportunities. Reads situations quickly. Good at focused listening. Can hammer out tough agreements and settle disputes equitably. Can find common ground and get cooperation with minimum noise.
- Time Management: Uses time effectively and efficiently. Values time. Concentrates efforts on the more important priorities. Gets more done in less time than others. Can attend to a broader range of activities.
- Communication & Presentation: Ability to communicate orally and in writing, with clarity and good effort. Understands clearly and quickly when instructions or orders are received. Uses judgement about what information is important and what is not, and what should be communicated, how, to whom and when.
- Strategic Thinking: Demonstrates the ability to understand and align customer needs, market conditions, and company objectives to drive profitable growth. Anticipates customer requirements, competitive dynamics, and project risks, while developing long-term account strategies. Evaluates multiple solution options, prioritizes opportunities, and makes informed decision that balance technical feasibility, cost, timeline, and customer value. Uses data, experience, and judgement to influence outcomes, secure Basis of Design positions, and advance projects toward successful award and completion.
- Technical Aptitude: Possesses strong technical knowledge of HVAC equipment, systems, and applications, enabling effective collaboration with engineers, contractors, and manufacturers. Understands system design concepts, specifications, and performance requirements and applies this knowledge to influence project solutions. Proficient in industry-standard and manufacturer-specific software tools to support design engineers, prepare accurate estimates, and resolve technical issues. Translates complex technical information into clear, value-driven recommendations for customer and internal stakeholders.
Experience and Requirements:
- Education and/or Experience: Bachelor’s Degree or four years of field sales experience, preferably in the HVAC industry.
- Language Skills: Ability to read, analyze, and interpret sales/ticket orders and other documents in English. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to interact clearly and effectively, in both written and oral communication, with supervisor, customers, co-workers, venders, etc.
- Computer Skills: To perform this job successfully, an individual should be proficient in personal computer skills including electronic mail, record keeping, routine database activity, word processing, spreadsheets, etc. This role requires a strong level of knowledge of Microsoft Office Suite, Adobe and Bluebeam. Other industry platforms are also utilized. FACTS and/or Oracle NetSuite experience is a plus.
Benefits:
We offer a competitive and comprehensive benefits package, including:
- Medical, Dental & Vision Insurance
- 401(k) Retirement Plan with company match
- Life Insurance & Health Savings Account (HSA)
- Short-Term and Long-Term Disability Insurance
- Critical Illness & Accident Coverage
- Pet Insurance
- Employee Assistance Program (EAP)
- Paid Time Off (PTO) and Paid Holidays
The Company provides equal employment opportunity in accordance with applicable laws and prohibits discrimination and harassment. Employment decisions are based on business needs and qualifications.
The Company complies with disability laws and provides reasonable accommodations to qualified individuals.
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