SUMMARY:

The Account Executive – Critical Environments team is focused on a couple of specific HVAC products that are used in critical environments not just thermal comfort.  These would be operating rooms, clean rooms, labs, pharmacies, high purity manufacturing (like pharmaceutical manufacturing), data centers, healthcare facilities, universities, industrial, municipalities (state, federal, and county) and other mission-critical environments.

 

This individual must have strong knowledge of HVAC systems, building automation, environmental controls, and facility infrastructure. The Account Executive builds and maintains client relationships [including direct owners] across commercial, industrial, healthcare, and institutional markets to achieve sales goals and support long-term organizational growth.
 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Executes all stages of the sales process, including preparation, prospecting, presentations, proposals, closing, and follow-up.

• Develops and maintains relationships with engineers, facility managers, contractors, and end-users to achieve assigned sales targets.

• Reviews specifications and develops tailored solutions for mission-critical environments, ensuring compliance with performance, efficiency, and reliability standards.

• Responds to and places public bids, coordinating with engineering teams, contractors, and purchasing departments. 

• Negotiates contracts, closes sales, and develops marketing strategies for targeted accounts.

• Stays current on products, technologies, and industry trends related to HVAC systems, clean room design, and environmental controls.

• Manages projects from sale through implementation, coordinating with project managers and technical staff to ensure successful execution.

• Provides technical consultations, solution demonstrations, and customer support as needed.

• Collaborates with internal engineers and project teams to deliver complete client solutions.

• Performs all other duties as assigned. 

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COMPETENCIES:

• Technical Sales Expertise – Demonstrates understanding of HVAC, building automation, and facility infrastructure for mission-critical environments. Communicates solutions to both technical and non-technical audiences.

• Sales Skills – Qualifies prospects, manages the pipeline, and drives opportunities to closure. Demonstrates effective negotiation and presentation abilities.

• Customer Focus – Builds and sustains long-term client relationships based on trust, reliability, and performance.

• Problem Solving – Identifies technical and business challenges, provides creative solutions, and resolves customer issues quickly.

• Time Management – Prioritizes workload effectively and manages multiple projects under tight deadlines.

• Communication – Delivers clear, concise, and professional communication in written, verbal, and presentation formats. 

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QUALIFICATIONS:

• Education and/or Experience – Bachelor’s Degree in Engineering, Business, or related field, or four years of field sales experience in HVAC, building automation, or mission critical facility solutions.

• Language Skills – Ability to read, analyze, and interpret technical documents, bid specifications, and contracts. Strong written and verbal communication skills with clients, engineers, and contractors.

• Computer Skills – Proficient in Microsoft Office Suite, CRM systems, and industry platforms for project tracking and bid management. Knowledge of design and modeling tools (AutoCAD/Bluebeam) is a plus. 

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PHYSICAL DEMANDS:

While performing the duties of this job, the individual must be able to remain in a stationary position for up to 60 percent of the time while operating a computer and handling documentation. The individual will also need to travel to customer sites, job sites, and industry events. Must be able to lift and/or move up to 25 pounds occasionally. 

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WORK ENVIRONMENT:

The work environment is generally low to moderate in noise within an office setting but may increase at customer job sites, laboratories, or healthcare facilities. Frequent travel to client locations is required. 

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AIR Carolinas is an Equal Opportunity Employer.