Our client is an industry leader in laboratory design and installation. Their dedicated team of professionals combines expert knowledge and experience which achieve great results for their clients. Naviga has been retained to recruit a skilled A&D Account Representative to join their team.

Title: A&D Account Representative
Location: Baltimore, MD 
Travel: ~70% traveling in/around the territory 
Hybrid: 1-2/days week in office

Key Points: 

• The previous Account Representative has retired; this individual will inherit well cared for, established accounts and relationships while identifying new business opportunities. 
• Surround yourself with knowledgeable leaders who are incredibly collaborative, engaging and supportive
• The business’ success comes from the philosophy that long-term relationships and quality service are much more important than a quick sale to produce revenue. 
• You will be viewed as a true solution resource to the A&D and GC community with the backing of a stable, well-known provider. 
• The business has remained stable through economic situations including the pandemic. They do not overpromise and under deliver.

Responsibilities:

• Responsible for handling individual item sales inquiries via web, phone or in-person
• Develop relationships and increase sales with end users, Contractors and Architects
• Work alongside contract sales associates as needed on large bid projects to cover the end user contacts and to share bid leads with them
• Discover new opportunities through pre-established relationships learning about projects before they go out to bid/ for pricing
• Learn the key players at each facility, from “C” level professionals to the maintenance staff/facilities
• Oversee the entire sales process from meet and greet through installation for each project
• Qualify each opportunity by identifying and understanding the scope prior to quoting
• Work closely with estimating team to be sure that all details are covered
• Develop a scope strategy and review with customer before estimating
• Travel into the territory and work from the road 70% of the time
• Attend and work specific trade shows throughout the year
• Responsible for building and maintaining the customer database for that territory
• Assist in servicing house accounts
• Responsible for knowledge of product line, applications and industries to provide customer recommendations
• Create, prepare and deliver sales proposals and presentations as needed
• Receive and handle customer concerns and discover appropriate solutions
• Provide reports/feedback/results of bids and projects
• Develop industry relationships by attending/hosting networking group(s)
• Report proposal win rate monthly to management

Requirements:

• Experience in capital equipment, scientific equipment, construction sales/estimating or lab furniture sales
• Relationships within the A&D/GC community and strong understanding of that selling process
• Safe, clean driving record (Employment contingent on clean Background Check).
• Ability to understand spatial relationships/design
• Record of strong customer service skills

Education:

• Bachelor’s Degree in sales, marketing, business administration or relevant field is preferred but not required

Benefits:

• Health insurance including dental and vision
• Pre-tax accounts for health and dependent care
• 401K employer match
• Paid company holidays & vacation

Comparable Titles
Account Manager
Sales Executive
Account Executive
Relationship Manager
Client Account Specialist
Sales Representative
Business Development Representative