Account Manager in Sierra Vista, Arizona at Berg Enterprises, Inc

Account Manager.

Reporting directly to the VP, Sales, an Account Manager owns the front end of the opportunity lifecycle for an assigned book of federal and defense HVAC & plumbing accounts, based in Houston. This is not a traditional sales seat. Where a salesperson chases the next bid, an account manager knows the customer's buildings, gets in front of the money before it's spent, and stays the first call long after the contract is signed. A field-facing commercial lead, the Account Manager serves as primary point of contact on assigned accounts, partnering closely with Sales Engineering and Projects to drive (3) core outcomes:

Find and win the right work.

• Identify and pursue new project opportunities through market research, industry networks, and government procurement channels.

• Qualify every opportunity against Berg's capabilities, capacity, and strategic goals before resources are committed.

• Build the business case behind each bid/no-bid decision and drive it with leadership.

• Respond to RFIs and stay visible through the pre-solicitation phase, shaping the requirement before it hits the street.

• Own the proposal process end to end: coordinate contributors, write and compile a compliant submission, and deliver on time.

• Learn the federal procurement calendar for your accounts. Timing is the product: the right conversation in the wrong quarter is a missed contract.

Own the account after award.

• Carry a book of federal facility accounts as primary point of contact.

• Develop go-to-market and mobilization plans that turn a won contract into a successful project launch.

• Walk mechanical rooms and facilities on a regular schedule, finding unscoped problems before the customer calls them in.

• Be the call when a chiller goes down in August, including after-hours.

• Tell the truth. Federal customers have long memories, and they talk to each other. Say no when no is the right answer, and sell technical work without overpromising it. The relationship is the asset; every commitment you make is drawn against it.

Strengthen the team and the process.

• Hand off won work to Sales Engineering and Projects with full customer context: what the facility needs, what was promised, and what the customer cares about.

• Feed wins, losses, and customer intelligence back to leadership to sharpen targeting and bid/no-bid decisions with every pursuit.

• Maintain rigorous pipeline hygiene by keeping accounts, contacts, and opportunities current in the CRM.

Adjacent Leaders.

• Fellow Account Managers

• Sales Engineers

• Project Managers

• Foremen/Superintendents

What we're looking for:

• Experience in HVAC, mechanical engineering, or plumbing construction with direct business development or account management experience

• Proven track record identifying, qualifying, and winning opportunities in the federal/defense sector

• Strong, compliant proposal writing skills

• Ability to communicate technical scope and value to clients and internal leadership

• Proficiency with CRM platforms, Google Workspace, Bluebeam, and MS Office Suite

• Self-starter who operates with urgency and doesn't wait to be told what to chase

• Comfortable in the field — this role lives in mechanical rooms and on the phone more than at a keyboard

• Direct with customers and willing to tell a federal customer no when that's the right answer

Qualifications:

• Degree preferred

• Travel within territory

• Valid driver's license

Ability to obtain a federal facility access determination

Small company, real work, no layers. You'll be given responsibility earlier than you would at a national firm, and you'll be expected to handle it. Since 1974.

Berg Enterprises is an equal opportunity employer.