Sales Account Manager

Pleasanton, CA, United States

Join us as a Life Science Sales Account Manager and help us formulate success!

Who We Are :

Thermo Systems is a $100 million-dollar global, full-service control systems integration partner, providing world-class automation solutions within the District Energy, Life Sciences, Mission Critical, and Power Generation markets. From our growing number of office locations, Thermo Systems designs and deploys automation projects throughout North America and Europe.

Job Summary:

The Thermo System’s Business Development Manager (BDM) will execute a three pronged approach to Sales & Revenue with existing customers any of which may be the entry point into an account: (1)large capital expenditure full-scope based projects that typically include design, construction & equipment (such as control system hardware, software, panels, instruments, valves, etc.), systems integration, and service, (2)medium-small projects and T&M, and (3)service contracts. The BDM will prospect, develop, and close large turn-key Capex ($1,000,000+ per project, $5,000,000+ aggregate) industrial automation control system projects within existing accounts. Ideally the scopes of the work will include systems integration, equipment, and installation as well as smaller strategic T&M projects that augment or may lead to more large capex, equipment based, projects. Service contracts will be pursued and closed at new and existing customers providing a comprehensive support offering for our customers while at the same time annuity & flow business for Thermo Systems.

The BDM has a proven track record of success in driving results through relationships with executives, influencers, and decision makers on the customer’s organization and project team (Direct Owner, EPC/A&E/Engineer/MEP/Construction firm). The BDM is accountable for expanding customer set in support of regional growth objectives. The BDM will also support other regional business objectives as needed.

Education and Experience:

Bachelor of Science; in Electrical Engineering, Mechanical Engineering, Computer Science, or other pertinent curriculum combined with relevant technical experience.

Typically, 5-10 years

Duties and Responsibilities:

Accountable to meet or exceed annual new business development budget within region/territory.

Responsible for providing accurate and timely CRM entries. Commit to 100% adoption rate.

Financial and business acumen; capable of creating unbudgeted opportunities funded from value of the solution or offering.

Extensive vertical segment(s)/customer expertise enabling effective communications at the highest level of the customer’s organization.

Meet or exceed annual sales plan with emphasis on selling large $MM Capex and medium-small projects and T&M as well as service contracts. Prospect, create, seek out, assess, and close new customer opportunities in targeted segments. Provide effective account management at existing customers; leverage entire Thermo Systems capabilities & offerings to grow wallet share. Leverage Strategic/Conceptual/Solution selling methodologies developing appropriate account/project strategies and plans.

Maintains transparent and accurate assessment of opportunity funnel in support of accurate forecast reporting.

Build trust and credibility at all levels of the customer’s organization and project team (Direct Owner, EPC/A&E/Engineer/MEP/ Construction firm), including decision-makers across the customer’s business functions and executive suite.

Lead the bid process, from RFP through close of contract, for targeted project pursuits including large EPC based construction opportunities and large strategic direct to owner projects and service contracts. This scope includes but is not limited to collaboration with technical estimating and/or operations team members, as well as cursory review of contract technical and commercial terms.

Identify and mitigate risks associated with RFP to ensure successful project results.

Lead project turnover meetings. Continue to coordinate with operations during project execution providing account management and ensuring project and account success.

Provide commercial training and assistance where necessary to operations team.

Actively participates in professional societies and provides professional representation of Thermo Systems at industry related events.

Ensures through familiarity with company policies and procedures and Industry & government regulations, adherence to both company and regulatory policies & procedures in all business conduct.

Required Skills and Abilities:

Demonstrated customer acquisition experience.

Strong ability to develop and sustain new customer relationships.

Strong ability to prospect for new leads in accordance with company-wide strategy.

Strong ability to develop and execute sales strategy to win RFP process for new accounts within region.

Hard working, accountable, collaborative, team player.

Deep industrial process and/or manufacturing automation knowledge. Provides application knowledge and industry expertise.

Expert understanding of the customers’ technical requirements, and proven experience of leading the bid response.

Proven ability to meet or exceed sales quota in selling a portfolio of service contracts, large $MM full-service and medium-small projects and T&M industrial automation projects encompassing design, construction, systems integration, and service. Commercial competence to effectively prospect, sell and negotiate deals.

Clearly articulate value and demonstrate how solutions map to a customer’s needs.

Excellent interpersonal, communication, creativity, and presentation skills.

Ability to work independently, as well as collaborate with other team members.

Armed with industrial automation knowledge, able to sell industrial automation solutions with excellence.

They are a role model and mentor for sales engineers.

Multiple years of proven results, ideally, in Thermo Systems’ core markets.

History and track record of working sophisticated and complex deals independently.

Demonstrated success in time management and prioritization.

Travel required:

Overnight travel is required typically 25% - 50% of the time.

Work Authorization/Other Requirements:

Proof of eligibility to work in the country where the position is located is required.

Proof of COVID-19 Vaccination required.

Maintain a valid drivers license.

Fit for Duty at all times

Culture:

Model Thermo Systems core values of employee success, customer success and financial strength by:

Seeking new and additional business through project change orders, additional services to existing customers, and referrals for new customers/projects. Drive financial success.

Be a good teammate, support your colleagues, promote a positive atmosphere for those around you. Drive employee success.

Go the extra mile for your customer, take ownership of their needs, over communicate. Drive customer success.

Foster an environment of integrity, trust, collaboration, professionalism, serving one another, leading by example, and assuming good intent each and every day.

What You'll Get:

Competitive salary, annual bonuses, 401(k) with company match, and business travel reimbursement: We appreciate our employees, and we make sure they know it.

Benefits: We offer full-time employees multiple healthcare packages, including low-cost options.

Casual Dress: Every day is "Casual Friday"; we want you to be comfortable when you come to work.

Training: We offer in-house and factory technical training to keep our staff sharp.

Tuition Reimbursement: We encourage academic advancement and professional credentialing.

Vacation/Sick Time: We believe work-life balance is essential. Ensuring our employees have time to truly relax and recharge is important to us.

Culture & Extras: We provide free lunches, regular team bonding & fun office events, and plenty of company swag.

Visit us at www.thermosystems.com to learn more!

Thermo Systems provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics.

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