Account Manager

Career Opportunity
ACCOUNT MANAGER
Greater Toronto Area, ON

BUILD YOUR CAREER AT BLACK & MCDONALD
Black & McDonald is an integrated, multi trade service provider that safely delivers high-quality construction, facilities management, and technical solutions. We are a family-owned and family-run company that employs thousands of highly skilled and talented professionals across North America. With over 100 years of diverse market experience, we are a forward thinking organization with a strong track record of delivering operational excellence and customer-focused solutions that stand the test of time.

ABOUT THIS CAREER OPPORTUNITY
Black & McDonald Limited's Service Team is actively seeking an Account Manager based out of our Markham office to be responsible for developing and managing long-term relationships with commercial, industrial, institutional, and property management clients throughout the GTA. This role focuses on generating recurring service revenue, identifying new business opportunities, expanding existing customer accounts, and delivering exceptional customer satisfaction across HVAC/R, Plumbing, Heating, electrical, and Building Automation Systems (BAS) service offerings.

The successful candidate will serve as a trusted advisor to clients, helping them improve equipment reliability, energy efficiency, regulatory compliance, and overall building performance through customized preventive maintenance, service, repair, retrofit, and modernization solutions.

KEY RESPONSIBILITIES
Account Management & Client Relationships
• Develop and maintain strong relationships with property owners, facility managers, property managers, building operators, and procurement professionals.
• Act as the primary point of contact for assigned client accounts.
• Conduct regular in-person client meetings, site visits, and account reviews to identify service needs and business opportunities.
• Ensure high levels of customer retention, satisfaction, and contract renewal.
• Resolve customer concerns and coordinate internal resources to deliver timely solutions.

Business Development
• Generate new sales opportunities through client relationships, networking, and referrals.
• Develop and execute strategic account plans to grow revenue within customer portfolios.
• Identify opportunities for preventive maintenance agreements, repairs, retrofits, equipment replacements, energy solutions, and BAS upgrades.
• Build a pipeline of opportunities and maintain accurate CRM records.
• Achieve or exceed annual KRA targets.

Proposal Development & Sales Process
• Prepare and present service agreements, proposals, quotations, and business cases.
• Collaborate with operations, estimating, engineering, and service teams to develop comprehensive customer solutions.
• Lead contract negotiations and close new business opportunities.
• Review service reports and recommend value-added solutions to customers.

Technical Consultation
• Maintain a strong understanding of Commercial and Industrial HVAC/R systems, boilers and heating systems, plumbing systems, electrical infrastructure, Building Automation Systems (BAS), and energy management and efficiency programs.
• Educate clients on system performance, lifecycle planning, reliability improvements, and capital replacement strategies.
• Identify opportunities to improve operational efficiency and reduce building operating costs.
• Deliver exceptional technical support to customers by providing expertise in mechanical system operation, maintenance, and effective resolution of technical challenges.

Internal Collaboration
• Partner with Managers, Supervisors, Project Managers, Coordinators, Technicians, Dispatch teams, and internal teams to ensure successful service delivery.
• Participate in forecasting, and sales strategy meetings.
• Support the transition of sold opportunities into operational execution.

COMPETENCY REQUIREMENTS
• Excellent interpersonal, communication and presentation skills, both verbally and written
• Client focused and proven relationship building skills
• Ability to work collaboratively as a key member of a team and independently with minimum supervision
• Proven ability to prioritize competing requirements and deadlines under pressure
• Values time commitments and punctuality; self-motivated and driven
• Proficiency with MS Office/Teams
• Proven ability to successfully manage multiple projects at the same time.
• Customer focused mindset with ability to respond quickly to customer needs.

EDUCATION REQUIREMENTS
• Diploma or degree in Business, Engineering, Mechanical Technology, Building Sciences, or a related discipline preferred, or equivalent industry experience.
• Red seal trade license.

WORK EXPERIENCE REQUIREMENTS
• Minimum 3-5 years of experience in B2B sales, account management, or business development.
• Experience selling HVAC, mechanical, plumbing, electrical, BAS, facility services, projects or building technologies is highly preferred.
• Proven track record of achieving revenue growth and sales targets.

SKILLS, ABILITIES, AND OTHER REQUIREMENTS
• Strong understanding of commercial building systems and service operations.
• Ability to develop relationships with senior decision-makers.
• Demonstrate a strong ability to assess customer needs, identify challenges, and to develop practical effective solutions, while managing multiple priorities in a fast-paced environment.
• Excellent presentation, communication, and negotiation skills.
• Highly motivated, organized, ability to manage timelines with ease.
• Strategic thinker, customer focused, consultative selling experience.
• Strong financial and business acumen, strong attention to detail.
• CRM experience (Salesforce or equivalent).
• Proficient with Microsoft Office Suite.
• Valid Ontario Driver's License and ability to travel throughout the GTA.

The expected salary range for this role is between $85,000 - $115,000 per year. The starting salary will be determined based on several factors such as the successful candidate's qualifications, including but not limited to education and experience. Base pay is one component of Black & McDonald's total rewards package. Total rewards vary by position and may include additional offerings such as group insurance benefits, pension plan, annual discretionary bonus, career development programs, and other HR programs.

Black & McDonald welcomes and encourages applications from persons with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the recruitment and selection process.

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