Make An Impact

Role:

The Director KSA (Key Strategic Accounts) Sales will primarily be responsible for sales (bookings) and Key Account Development within the territory (Central Region) for a specific list of 30-50 Key Strategic Accounts (both existing and target customers). The KSA accounts include Higher Education, Life Science and Owner-Occupied commercial accounts. The project bookings will include new construction, renovation and retrofit sales through both direct and indirect sales efforts, partnering when appropriate with the existing representative sales channel.

Responsibilities include:

1. New project sales to KSA
   1. Establish and manage to yearly bookings goals for your KSA accounts
   2. Provide Existing KSA Customers key buying influences with a Value Demonstration of their Aircuity systems to add additional buildings to our portfolio
   3. Meet with C–Suite KSA personnel to provide Value Demonstrations and “Program” level discussions
   4. Upgrade Existing KSA Customers to an Aircuity “Program” Account
   5. Introduce the Aircuity Platform solution to Target KSA Customers to obtain a Phase 1 project
2. Provide Direct Sales Efforts to capture and/or grow KSA accounts
   1. Includes New Construction, Renovation and Retrofit projects within Key Strategic Accounts.
   2. Includes ROI and Value selling to the Economic Buyer
3. Work closely with Aircuity Channel Partners to leverage their capabilities such as sales, system engineering and project implementation for your KSA accounts.

Experience:

• 5 years or greater of selling an engineered product / solution to the new construction and energy retrofit marketplace.
• 5 years or greater of selling direct to end user large key accounts with an engineered product /solution.
• Desired 5 years of direct sales experience in the controls, HVAC and/or energy efficiency market
• Desired 5 years of direct selling experience to the Higher Education, Life Science or Commercial markets

• Desired 5 years experience working with design engineering firms
• BS in Engineering and an MBA are preferred but not required
• Sales training in Miller Heiman strategic, conceptual, and large account management selling is preferred
• Experience with Salesforce is preferred

Reporting:

Candidate will report directly to VP of Sales and/or CEO

Compensation and Benefits:

Base Salary plus a quarterly commission/bonus plan based on your KSA selling success. Base salary will be competitive along with a very comprehensive and best in class benefit package.

Location / Travel:

Position can be located anywhere inside the defined region and will require travel to your KSA accounts. Travel may be higher initially but settle in to be 50% and very project / account dependent with some selling / development now also being done via Zoom and other remote meetings methods.

Attributes:

Candidate will possess excellent written and verbal communication skills and be comfortable presenting to technical audiences, after becoming technically competent with our engineered solution.

Candidate will be experienced and comfortable presenting both Economic and High Value solutions to the C- Suite.

This position will be responsible for 2-3 million of annual product sales initially with the expectation that this will triple in a 3 to 4 year time frame.

Requires a self-driven, autonomous worker with excellent time management skills, while being detailed oriented to establish and utilize a process driven sales approach.