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Abco HVACR Supply - Solut Sales Account Manager in Rutland, Vermont

Title: Sales Account Manager

Reports to: Regional Vice President, New England

Territory: Rutland VT, Lebanon NH


  • Competitive salary plus commission

  • Position includes company car

  • Comprehensive Benefits Package includes:

  • Medical insurance

  • Dental insurance

  • Vision Insurance

  • Life Insurance

  • Disability insurance

  • AFLAC Plans for Cancer, Accident, and Hospitalization Coverage

  • 401 K with Company Match

  • Education Assistance

About ABCO: Established in 1949, ABCO HVACR Supply + Solutions is the largest full line distributor of HVAC and Refrigeration systems and supplies in the Northeast United States.

Whether it’s getting a vital part delivered in an emergency, to providing the service and know-how to create innovative solutions, ABCO is determined to help our customers thrive. We provide solutions and services to contractors, engineers, architects and developers with 16 fast-access locations, ranging from Delaware to Boston.

Our mission is to exceed customers’ highest expectations. With ABCO, customers are supported with a deep inventory and extensive delivery capabilities, and smarter strategies to help ensure their success and profitability.

For more info, visit our website at www.abcohvacr.com.

Job purpose: To market and sell the full ABCO product offering through account management and development, the implementation of strategic sales plans, and the utilization of all available resources and skill sets


  • Experience: at least 5 years experience in HVAC industry; Local Experience Preferred

  • Education: high school diploma; Associates Degree or Technical/Vocational School a plus

  • Skills and traits

  • ​HVAC/R knowledge a MUST

  • Team leader/builder

  • Excellent communicator

  • Flexible/ adjusts easily

  • Polished and professional

  • Assertive

  • Knowledge of geographic territory

  • Mechanically inclined

  • Working knowledge of the Microsoft Suite; CRM knowledge a plus

  • Travel: Willing to travel within all areas of territory (company car provided)

Key responsibilities and accountabilities:

  • Account Management

  • Maintain existing account list and house account list

  • Add and develop new accounts in all business segments, including:

  • Residential dealer development

  • Refrigeration account development

  • Commercial dealer development

  • Ensure positive customer relationships

  • Act professionally and ethically

  • Manage financial stability of customer accounts

  • Track Accounts Receivables for customers

  • Review customer payment practices and identify ways to improve

  • Time Management

  • Prioritize and coordinate multiple simultaneous time sensitive projects and tasks

  • Schedule sales calls in a timely and efficient manner

  • Utilize Outlook Calendar to schedule sales calls and meeting schedule

  • Utilize Phocas Software to identify customers nearby to one another to aid efficiency in scheduling

  • Utilize all modes of communication to aid in efficiency (ex. phone calls, emails, texts)

  • Marketing

  • Products

  • Have a comprehensive knowledge of and be able to communicate ABCO’s diverse product offerings and their applications

  • Communicate new product offerings and product updates to customers

  • Maintain sufficient levels of current product literature and support materials

  • Vendor Programs

  • Understand and be able to intelligently communicate the benefits of vendor offered programs

  • Maintain up-to-date knowledge of programs and their implementation

  • Relay information requests and strategic marketing requests to appropriate departments

  • Maintain sufficient levels of current vendor literature and support materials

  • ABCO Programs

  • Understand and be able to intelligently communicate the benefits of programs offered by ABCO, including:

  • ABCO University

  • ABCO EXPO Trade Show

  • ABCO Adventure Trip

  • Branch counter days

  • Maintain adequate levels of current program literature and support materials

  • Information Management

  • Quotations and Orders

  • Prepare quotes in a professional manner, according to ABCO guidelines

  • Provide customers with quotes in a timely manner

  • Provide follow up assistance and information regarding quotes

  • Communicate competitive situations with sales leadership team

  • Coordinate with appropriate ABCO Teams to develop accurate quotes, including:

  • Applications Engineers

  • Product Managers

  • Branch Managers

  • Customer Service Representatives

  • Sales Management

  • Facilitate orders by communicating pertinent information to the appropriate personnel, including those in the departments above

  • Reporting

  • Reporting of information to appropriate personnel

  • Submit Activity and Initiative Update on a bi-weekly basis

  • Submit lost sale reporting via email

  • Submit weekly expense reports

  • Submit Account List Cleanup at least once per month

  • Provide all other reports as requested

  • Communication

  • Maintain an open flow of communication, both verbally and written, among the following:

  • Customers

  • Sales Management

  • Branch Management

  • Applications Engineers

  • Product Management

  • Credit & Collections

  • Other Sales Account Managers

  • Other departments

  • Utilize all available resources to create informative and compelling customer presentations

  • Communicate competitive information to appropriate sales and product management personnel on in a timely manner

  • Professional Development

  • Continually increase knowledge of each business segment:

  • HVAC (both commercial and residential)

  • Refrigeration

  • Commodities

  • Parts and Pieces

  • Participate in training and seminars as required

  • Attend ABCO University classes that take place in your territory or market