Position Summary
The Account Manager is responsible for developing, maintaining, and growing strategic customer relationships within targeted vertical markets including K-12, Healthcare, Government, Commercial, and Institutional sectors.
This role blends relationship management, technical consultation, and revenue growth. The Account Manager serves as the primary point of contact for assigned accounts while proactively identifying new opportunities within existing clients and expanding into new customer relationships.
Success in this role requires strong BAS/DDC knowledge, business acumen, consultative selling skills, and the ability to collaborate across internal teams to deliver exceptional client experiences.
Key Responsibilities
Strategic Account Management
Manage a portfolio of approximately 20–25 key accounts with a projected annual revenue target of $2M+ across Oregon and SW Washington
Develop long-term account strategies to grow revenue and deepen partnerships
Conduct regular check-ins based on account tiering:
A-Level: Monthly
B-Level: Quarterly
C-Level: Semi-annually
Maintain consistent contact with mechanical contractors, consulting engineers, and industry partners
Business Development
Identify and pursue new opportunities within target vertical markets
Generate an average of $250K+ per month in pricing activity (proposals, budgets, change orders, bids)
Prepare and deliver presentations, proposals, and solution strategies
Build new relationships with decision-makers, consultants, and end users
Technical & Consultative Support
Serve as a technical advisor to clients on HVAC controls and DDC systems
Stay current on industry trends, energy efficiency initiatives, and emerging BAS technologies
Collaborate with engineering and project management teams to ensure proposed solutions align with operational capabilities
Internal Collaboration
Liaise between customers and internal teams to ensure smooth communication
Support project management during project execution when account-related issues arise
Participate in monthly sales meetings and annual leadership meetings (travel may be required)
Contract Review & Negotiation
Assist in negotiating contracts and reviewing agreements
Ensure contract terms align with company standards and financial objectives
Reporting & CRM Discipline
Maintain accurate CRM documentation of activities, forecasts, and opportunities
Provide monthly reports on account status and sales performance
Qualifications
Experience
3–5+ years of experience in Account Management or Business Development
Experience in HVAC, Mechanical, or DDC Controls industry preferred
Proven ability to manage and grow revenue within assigned accounts
Education
Degree in Marketing, Engineering, Business, or related field preferred (or equivalent industry experience)
Technical Competencies
Strong understanding of DDC control systems and HVAC applications
Proficiency in Microsoft Office Suite (Excel, Outlook, Word)
Experience with CRM platforms
Familiarity with Bluebeam, BidTracer, or construction bidding tools preferred
Core Skills
Consultative selling and relationship-building ability
Strong communication and presentation skills
Financial awareness and margin sensitivity
Self-motivated and results-oriented
Organized and disciplined in follow-up
High integrity and professionalism
Performance Expectations
Meet or exceed monthly pricing activity targets
Maintain structured relationship cadence with assigned accounts
Grow account revenue year-over-year
Maintain accurate forecasting and pipeline visibility
Contribute to overall regional revenue growth
What Success Looks Like
Trusted advisor status with key customers
Consistent opportunity pipeline
Strong internal collaboration with project and service teams
High client retention and repeat business
Revenue growth within both existing and new accounts