Public Sector Account Manager

Description

The Public Sector Account Manager is responsible for developing, managing, and growing relationships with government agencies, municipalities, K-12 school districts, higher education institutions, and other public sector organizations. This position serves as the primary liaison between Maxair Mechanical and its public sector customers, ensuring facilities operate safely, efficiently, and in compliance with applicable regulations.

The Public Sector Account Manager will proactively manage maintenance agreements, coordinate repairs and capital replacement projects, assist customers with annual budgeting and capital planning, and identify opportunities to expand services across HVAC, Plumbing, Controls, and other Maxair business units. Success in this role requires a strong understanding of public procurement processes, government budgeting cycles, cooperative purchasing programs, and customer service.

At Maxair, we believe our customers' satisfaction is the goal of our work. We safely provide the highest quality products and services at a fair price. Our employees' personal happiness and job satisfaction are critical to our success, and we value our employees as professionals.

Responsibility

• Client Relationship Management:
• Develop and maintain trusted relationships with facility directors, maintenance managers, purchasing officials, and executive stakeholders.
• Serve as the client's primary point of contact for assigned public sector accounts.
• Understand clients' needs, goals, and challenges to provide tailored solutions.
• Ensure customer satisfaction through responsive communication and proactive account management.
• Account Development:
• Grow existing government accounts through expanded maintenance agreements and additional facility coverage.
• Identify opportunities to provide:

i. HVAC Service

ii. Building Automation and Controls

iii. Plumbing Services

iv. Prime Construction Contracting

v. Energy Efficiency Improvements

vi. Preventative Maintenance

vii. Capitol Planning

• Collaborate with clients to develop strategic plans that align with their business objectives.
• Communication:
• Willingness and ability to generate opportunities to promote and sell all services on the phone and face to face.
• Effectively communicate with clients to ensure clear understanding of expectations.
• Provide regular updates in a timely manner on project status, deliverables, and timelines.

i. Set and maintain clear and deliverable dates

• Address any issues or concerns promptly and professionally.
• Project Management:
• Self-managed projects will be repairs or replacements that are under 80 hours of strict Service Technician work and do not involve another trade, i.e., Pipefitting, Sheetmetal, Plumbing, Etc. Repairs and replacements that take over 80 hours of Service Technician work and/or involves another trade will be handed to Project Operations to manage.
• Monitor project progress and ensure timely delivery of services.

i. Provide customer with regular and detailed updates on status of all projects

• Manage client expectations and scope changes to prevent misunderstandings.
• Problem Resolution:
• Identify and resolve client issues or complaints in a timely manner.
• Work with relevant teams to find solutions and prevent recurrence of problems.
• Ensure clients feel valued and supported throughout any challenges they face.
• Client Retention:
• Drive renewal of existing maintenance agreements.

i. Proactively engage with clients to understand their evolving needs

ii. Anticipate potential issues and address them before they impact the client relationship

iii. Provide exceptional customer service to enhance client loyalty and retention

• Reporting and Analysis:
• Maintain accurate records of client interactions, transactions, and communications.

i. Keep equipment current and up to date

1. Includes units that have been replaced

ii. Unit I.D are uniform across our records and the customers

• Analyze data and metrics to track client performance and identify growth opportunities.
• Provide Capital Budget annually to customers for improvements to their facilities.
• Market Knowledge:
• Stay updated on industry trends, competitors, and market conditions to ensure our pricing is in line with the current market trends.
• Use market insights to provide valuable recommendations and insights to clients.
• Keep customers informed of current market trends and industry regulations that influence their facilities so they can make proactive decisions.
• Procurement and Contract Management:
• Understand and work within public procurement regulations and purchasing policies.
• Leverage existing procurement vehicles such as state contracts and cooperative purchasing agreements.
• Coordinate with the internal team to ensure contract compliance.
• Negotiate terms, pricing, and contracts for Maintenance Agreement renewals.

i. Partner with Service Managers to ensure contract terms are being met

1. Renegotiate contract for increases if need

ii. Review contract Gross Margins with Service Managers,

1. Renegotiate contract for increases if need

iii. Increase contract renewals for 1-year agreements to 3-years agreements

• Ensure contracts are accurately prepared and aligned with client needs.
• Business Development:
• Develop and implement strategies to expand the client portfolio.

i. Increase current contract with additional services

ii. Add more facilities with customers who have multiple facilities

• Engage with property management company where we have a tenant as a customer.
• Reach out to neighboring business to our customers.
• Ask our clients for recommendations and referrals to other businesses.

Compensation

• Base Salary:
• Base salary is administered through a merit increase program with significant focus on achieving yearly performance goals, enhancing account growth and expansion, capital planning, maintaining client loyalty, and optimizing long-term performance factors
• Commission:
• Employees will be paid commissions as defined below for closing sales on behalf of Maxair

Eligible Sales

• An eligible sale will be a proposal signed by an authorized representative of the customer's organization or a purchase order (P.O.) signed and approved by Maxair

Basis for Commission

• Earned incentive is calculated based on the final Gross Margin of the individuals projects/repair once the project is complete and all invoices have been paid in full.
• Commissions will be paid out monthly.
• The incentive calculation includes a three-tier formula to motivate maximum sales performance.
• All projects/repairs must be priced in accordance with the Maxair's pricing procedures. To receive commission for projects/repairs quoted below standard Gross Margin you must receive documented management approval prior to delivering the quote to the customer. Standard gross margin will be defined on Maxair's Project Estimating sheet Via "Approved" or "Get Approved"
• The gross margin is defined as the project's selling price minus all direct costs such as material, labor, benefits, payroll taxes, insurance, subcontractors, and so on.

Incentive Breakpoints

Ø BASE: Incentive will be earned on gross margin dollars from 0% up to 50% of 10x your base salary.

o Incentive will be 2% of total GM up to 50%

Ø PREMIUM: Incentive will be earned on gross margin dollars from 51%-100% of 10x your base salary.

o Incentive will be 3% of total GM from 51%-100%

Ø BONUS: Incentive will be earned on gross margin dollars from 101% and up of 10x your base salary.

o Incentive will be paid 5% of total GM from 101% and beyond

Meeting your annual Gross Margin dollar plan: If you meet or exceed your annual gross margin dollar plan, you will be paid BONUS incentive on all projects/repairs sold. If you meet or exceed your gross margin dollar plan each month based off your trailing three (3) months of gross margin, you will stay on BONUS incentive for the next month. This will continue until you do not meet your gross margin dollar plan based off your trailing three months gross margin. If you do not meet your trailing three-month gross margin plan for the month, your incentive will revert to the standard calculation defined above for the remainder of the fiscal year.

Your gross margin plan quarterly based off your trailing three months gross margin is your Bogey Target divided by four.

Example: Bogey Target: $800,000/4= $200,000 quarterly gross margin plan, based on your trailing three months

On quoted projects having a negative gross margin, a negative 10% fee will be levied on the final gross margin.

Incentive will be paid on PM, FS, FA and T&M on active managed account by the Account Manager and agreed upon by the Sales Manager. The incentive for PM, FS, and FA agreements will be paid at the end of each year at a rate of .5% of the final paid Gross Margin for that year. The incentive for T&M work will be paid at the end of each year at a rate of 2% of the final paid Gross Margin for that year.

If an Account Manager receives an account throughout the year the incentive will be prorated to match the active time managing the account. E.g., the account is taken over in November, the Account Manager will get credit for (2) two out of (12) twelve months.

Capital Expenditure Plans: (Capex)

Ø All Account Managers are expected to complete and deliver a minimum of twelve (12) Capex plans for existing service agreement customers per year.

o Account Manager must complete and deliver twelve (12) Capex plans to be eligible for the Year End commissions for PM, FS, FA and T&M on active managed accounts.

With all our commission plans in the event you resign or are terminated, commissions cease upon the termination date, regardless of the reason.

Non-Solicitation

Non-Solicitation of Clients. Individual agrees and covenants that, during the course of his or her employment with the Company and for an additional period of two (2) years following the end of Individual's employment with the Company for any reason, Individual shall not, directly or indirectly, whether through Individual or through another person or entity, solicit or attempt to solicit any Client (as defined in this paragraph) for the purpose of providing products or services that are competitive with those provided by Maxair. For purposes of this paragraph, a "Client" is defined as any current customer or actively sought prospective customer with whom Individual had "material contact" on behalf of Maxair. The term "material contact" shall be construed in accordance with the definition of that term in O.C.G.A. § 13-8-51(10).

Position Type/Expected Hours of Work

This is a full-time position, and the typical hours of work and days are Monday through Friday, 8:00 a.m. to 5:00 p.m. However, adjustment to these hours is often required in order to meet the Client's needs.

Travel

This position requires up to 50% travel. Frequent travel is within the State of Georgia.

Maxair will offer a car allowance to all Account Managers who are required to drive to client locations on a regular basis as part of their tasks.

Maxair reserves the right to modify this document at any time. Maxair will seek to notify you of these changes by email and other appropriate means.

Signatures

Manager___

VP of Service____

The employee signature below constitutes the employee's understanding of the requirements, essential functions and duties of the position.

Employee____ Date