Henkels & McCoy

Sales Account Manager: Infrastructure (Data Centers/Structured Cabling)

3 weeks ago
Job ID
# Positions
Job Category
CDL Required
Lifting Required
Travel Required


Henkels & McCoy, Inc. (H&M) is a leading utility construction firm providing critical infrastructure for the Power, Communications, Oil & Gas Pipeline, and Gas Distribution markets throughout North America. Founded in 1923, H&M brings yesterday’s experience to the evolving infrastructure needs of today. We consistently rank in the top ten of Engineering News-Record’s Specialty Contractors and have been recognized with an E.I. DuPont Safety Excellence Award for our safety performance.  


The Account Executive position has direct responsibility to grow H&M's Strategic Accounts with a focus on the Data Center business line and assigned key corporate accounts. Primarily responsibility will be at the local level, namely in the Greater Washington DC Metro Area. Some travel will be required to help develop resources and assist with opportunities for other operational regions. Candidate must be highly motivated, highly skilled, and capable and possess extensive experience seeking and closing new business opportunities within the Data Center and large enterprise industries. The candidate should have previous experience on large scale infrastructure projects.


Major Job Elements





  • Develop and grow opportunities for design and implementation of Data Centers and large Enterprise network infrastructure
  • Build strong, lasting relationships at appropriate levels of the client organization.
  • Define and develop strategic account plans for each named account.
  • Update and advise management on the market trends and demands to keep pace with the evolving technologies and customer needs.

  • Identify key points of influence for each named account including new technology evaluators, implementers, influencers and purchasers
  • Generate incremental revenue according to specific targets.
  • Present project information and recommendations to management or clients.
  • Research and pursue new prospective opportunities in order to develop those opportunities into successful customers to expand account base.
  • Work independently to uncover and close opportunities at high levels within the client organization by various means such as research, cold calling, building new relationships, leveraging existing relationships, follow-up of qualified and unqualified leads
  • Anticipate and identify new business needs; develop recommendations and solutions
  • Maintain and strengthen customer relationships by understanding customer missions, priorities and H&M’s role in successful attainment.
  • Visit customer sites on a periodic basis to develop better customer relationships and understand projects scopes and challenges.
  • Write proposals for new work.
  • Maintain all opportunities for assigned accounts in Salesforce.com (SFDC).
  • Communicate corporate programs and news to customers.
  • Working with team members to ensure that internal/external customer’s expectations are met.
  • Support PM and accounting as needed
  • Participate in Sales & Operations Team Meetings, including monthly Pipeline meetings
  • Network with industry regularly to stay educated and connected. Develop relationships with local vendors and subcontractors
  • Managing change orders including customer coordination and financial tracking.
  • Attend targeted industry related trade shows, seminars and conferences




  • 3+ years of Data Center design and implementation along with demonstrated sales experience
  • Bachelor’s degree and / or industry certification (RCDD) preferred
  • Strong knowledge of Data Center best practice policies and standards
  • Experience using advanced concepts to clearly and concisely communicate Data Center technologies, applications, features, cost benefits and value propositions
  • Experience selling to new accounts at all levels
  • Experience building relationships and/or partnerships that have enhanced the effectiveness of selling
  • Strong targeted planning and organization skills
  • Experienced in developing internal and customer presentations
  • Working knowledge of structured cabling, data centers and networks.
  • Experience working independently toward predetermined short and long-range targets
  • Project Management experience preferred


Henkels & McCoy, Inc is an Equal Employment Opportunity and Affirmative Action Employer


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