ARC Mechanical is seeking Business Development Manager to join the team. The ideal candidate possesses a minimum of five years of experience selling mechanical services (preventive maintenance, repairs, retrofit installation/facilities services) to commercial clients. 

This position is responsible for direct, outside sales of HVAC/R-related mechanical services and preventative maintenance agreements with unlimited potential. ARC Mechanical employees are challenged to innovate and encouraged to apply their talent and knowledge in an environment that values teamwork, integrity, and diversity.

Essential Functions and Responsibilities:

• Direct sales of the company’s services, including prospecting leads, preparing estimates and proposals. Develops customer relationships and transitions sales to service delivery team.
• Ensures that a high level of customer satisfaction is maintained and that sales revenue, gross margins, product mix, and contract renewal rates meet or exceed assigned targets.
• Participates in industry and sales training.
• Attends meetings, trade shows, seminars, and networking events as required or requested.
• Keeps informed of industry information of interest to customers. Tracks industry trends. Checks on competitive activity and develops methods of attaining new business.
• Actively utilize employer CRM program to track the entire sales cycle from lead generation to close and all activity levels throughout process.
• Performs other job-related duties and responsibilities as may be assigned from time to time.

The Business Development Manager will be responsible for:

• Prospecting – To continually search for new customers using all available resources and techniques.  To actively pursue and contact these prospective customers as a planned sales activity.
• Qualifying – To make qualifying presentations to new prospects for the purpose of identifying customer needs, wants and potential opportunities. To qualify prospects and decide whether to pursue the prospect and determine what products or solutions to propose.  To actively pursue and make qualifying presentations as a planned sales activity.
• Strategy – To understand the customer’s organization and identify key decision-makers.  Identify your sponsor or sponsors.  To create a timetable of events and a decision matrix that will lead to favorable decisions and an order.  To actively pursue and follow this strategic sales plan for each prospect.
• Sales Proposals – To make effective sales presentations that clearly identify to the customer the Features, Functions, and Benefits of the proposal. 

Qualifications and Experience:

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ARC Mechanical is seeking a Customer Success Representative to join the team. The Customer Success Representative is responsible to make sure our existing customers extend and expand their business relationships with us. Reporting to the Director of Sales, you will work closely with the sales team and operations to understand the current state of our customer relationships, proactively contact existing customers, educate them on new developments at ARC, renew their existing contracts, and cross-sell them additional products and services.

Essential Functions:

• Understand the ARC go-to-market strategy and the importance of this role
• Manage the ongoing relationship with ARC’s existing customers through proactive outreach (phone and email primarily)
• Build awareness of the growing geographic and services footprint of ARC Mechanical through effective communication to customers
• Research client contracts and account history to understand upselling and cross-selling opportunities
• Ensure customer contract renewal by contacting customers near the end of their contract term and reinforcing the value ARC is providing
• Based on account contract and history, propose incremental or additional products and services that could add value to both the customer and ARC
• Document all interactions in the CRM system
• Accurately update/document customer information within the CRM database
• Escalate issues to sales, service, or operations leadership
• Refer leads to the sales team when the opportunities are out of scope for this role
• Field and respond to inbound questions from customers – engaging other in the organization as appropriate
• Answer customer questions or inquires
• Other duties as assigned

Qualifications and Experience

• Bachelor’s Degree preferred
• 3 years in sales or customer service-related role
• Construction industry experience a plus
• Excellent communication skills – both verbal and written
• Professional demeanor – both in person and over phone
• Excellent customer service skills – professional and patient
• Phone/Call experience helpful
• Desire to work in a growing, dynamic, and ever-changing organization
• Ability to balance multiple priorities simultaneously and adapt to the changing needs of the business while meeting deadlines
• Ability to work well with teams and independently
• Demonstrates a high degree of organization with solid attention to detail with a penchant for accuracy
• Develop and maintain positive working relationship with all internal clients and contacts
• Ability to communicate with coworkers at all levels in the organization
• Strong analytical skills
• Ability to proactively collaborate and build relationships, take initiative, and creatively problem solve
• Ability to understand, remember, and apply oral and/or written instructions or other
• Ability to travel as needed

The ARC Mechanical Service Group helps building owners and facility managers reduce operating costs and keep their critical building systems running smoothly by providing preventative maintenance programs, 24-hour emergency service and turnkey, energy efficient retrofits for mechanical and fire protection systems.

ARC Mechanical employees are challenged to innovate and encouraged to apply their talent and knowledge in an environment that values teamwork, integrity, and diversity. As an HVAC Service Inside Sales Representative, qualified candidates will be responsible for supporting multiple salespeople in the service department.

Essential Functions and Responsibilities:

• Qualify leads and opportunities with the customer, technician, and/or Account Manager
• Generate service estimates including the procurement of vendor/subcontractor materials and services costs
• Create and send proposal to customers in support of account manager
• Assist Account Managers in building customer relationships
• Visit techs on jobs to gain a better understanding of site layout and equipment as well as service processes.
• Repair or replacement type proposals                                        
• Manage unassigned accounts as opportunities arise including proposals and tech support unless project size dictates transition to an outside account manager
• Maintenance agreement proposals
• Quote letters
• Coordinate repairs
• Purchase and delivery schedule
• Warehouse coordination for pick up/delivery
• Welding permit application assistance
• Budget sheets
• Gather documentation for work order booking/scheduling

Core Competencies:

• Detail oriented
• Strong desire for success
• Ability to communicate effectively in writing and verbally

Qualifications and Experience:

• Associate degree, business school certificate, or equivalent experience.
• Excellent computer skills including strong technical knowledge of Microsoft Word, Excel & Outlook. Ability to learn applications used in preparing necessary documents. Experience in Timberline, CMIC, and database programs preferred.
• Ability to prioritize work.
• Possess excellent time management and communication skills (written and verbal).
• Must be highly organized, detail-oriented, able to multi-task and possess problem-solving skills.
• Interact with service technicians, vendors, and subcontractors.

Measurement of Performance:

Goal Attainment

• Meets or exceeds yearly sales quota

Job Knowledge

• Demonstrates an understanding of the position, what qualifies as success and failure, and where the position fits within the department and company

Working Skills   

• Shows high level of productivity, cooperation, and teamwork

Results

• Produces outcomes that are efficient and satisfactory to all users

The role of Project Manager requires a high-level Mechanical experience to provide in depth knowledge of project management and a proven track record of extraordinary passion for client satisfaction. This role must be attentive to details, be able to solve problems efficiently and timely, assess project risks and consistently deliver top end results. The Project Manager will be accountable for the financial management and the overall project deliverables/completion of multiple projects.

Essential Functions and Responsibilities:

• Work with the Sales Team on Project Turnovers while reviewing job scope and costs for accuracy.
• Collaborate with the Engineering Department for project buy out.
• Create and present a detailed job schedules while maintaining vital project milestones.
• Maintain a high level of communication for customer satisfaction.
• Maintain a close relationship with Project Foreman to provide accurate cost to completes.
• Lead Project Kickoff Meetings with project foreman and the project team.
• Direct and mentor your Assistant Project Manager on all project submittals and close out documentation.
• Schedule and coordinate sub-contractors and vendors regarding critical path.
• Oversee the logistics of each project with key focuses on commitments and communication.
• Issue monthly job invoices based off payment terms or project status.
• Complete monthly Cost to Completes giving an accurate financial forecast for each project.
• Work and lead your project team on all pre-construction (submittals, RFI’s, delivery logs, etc.).
• Strong multitasking abilities.
• Attend weekly meetings as specified by the Customer or GC.
• Identify and evaluate potential project risks and analyze redeeming solutions.
• Monitor jobsite safety according to OSHA standards.
• OSHA 30 Compliance.
• Review job costs and vendor invoices biweekly and return to the Accounting Team to recognize revenue.
• Attend weekly Manpower meeting to discuss project status/labor needs.
• Adhere to IIAR rules, regulations, and piping standards.
• Key focus on turning new projects into yearly Preventive Maintenance Agreements.

Job Scope:

The role of the Project Manager is to oversee and manage all aspects of New System Projects throughout the job process. The Project Manager is to work with the Sales Team when obtaining a new job and guide the customer from the transition of the Sales Manager to the Project Manager. This role of this position is to create a project schedule and adhere to contractual dates, coordinate with subs, and oversee the financials to ensure the job stays within the budgeted costs by buying out all materials. The Project Manager will oversee the jobsite Foreman and work with Assistant Project Managers to acquire and present all closeout documents for the customer. The Project Manager will report directly to the Senior Project Manager as well as Director of New Systems.

Qualifications and Experience:

• 5+ years’ experience in Project Management
• Bachelor’s degree preferred or 8+ years of Project Management experience
• Negotiations and contract management
• Strong written and verbal communications
• Working knowledge of managing subcontractors
• Demonstrate leadership skills
• Strong people skills and attentive to details
• Experience working in a high demand, fast paced industry
• Strong trade skills preferred
• High-level problem-solving abilities
• Ability to manage shifting priorities
• Ability to provide working knowledge of Microsoft Word, Excel, Project, Bluebeam, and ERP Systems
• Willing to travel throughout New England Area
• OSHA 10 or 30 compliance