7-15 years of experience in outside sales or account management roles.
Experience managing a book of business valued between $7M-$15M.
Background in building materials, construction, or wholesale distribution strongly preferred.
Demonstrated ability to handle complex customer relationships and high-value accounts.
Strategic thinker proficient in negotiation and relationship management.
Analytical proficiency with a focus on margin and profitability management.
High competency with CRM systems and sales technology.
Responsibilities
Own and grow a $7M-$15M book of business, focusing on revenue and margin growth.
Develop strategic account plans for long-term profitability and retention.
Conduct regular customer visits and job-site meetings with key decision-makers.
Serve as the primary relationship owner for high-value strategic accounts.
Collaborate with internal teams to ensure a differentiated customer experience.
Identify new business opportunities through referrals and market intelligence.
Negotiate pricing and programs while maintaining sound commercial judgment.
Benefits
401(k) with employer match
Medical, dental, and vision insurance
PTO, company holidays, and parental leave
Paid training and certifications
Legal assistance and identity protection
Pet insurance
Employee assistance program (EAP)
Full Job Description
What you'll do:
Own and grow an assigned $7M-$15M book of business, driving sustained revenue, margin, and wallet share growth.
Develop and execute comprehensive account plans focused on long-term profitability, retention, and strategic expansion.
Conduct regular customer visits, job-site meetings, and structured business reviews with key decision-makers.
Serve as the primary relationship owner for complex, high-value customers and strategic accounts.
Partner closely with branch leadership, operations, inside sales, and customer support teams to deliver a seamless and differentiated customer experience.
Collaborate with hunter-style Outside Sales Representatives to transition newly acquired customers into long-term managed accounts.
Participate in joint customer meetings and onboarding sessions to ensure continuity and customer confidence.
Identify and pursue selective new business opportunities through referrals, white-space analysis, and market intelligence.
Align customers with manufacturer partners and vendor resources to support technical requirements, large projects, and growth initiatives.
Negotiate pricing, programs, and terms within established guidelines, exercising sound commercial judgment.
Maintain accurate CRM documentation, forecasting, and account plans.
Monitor market trends, competitive dynamics, and customer needs to proactively identify risks and growth opportunities.
Act as a mentor and informal leader to less-experienced Account Executives by sharing best practices and market insights.
Travel regularly within the assigned territory to support customer relationships.
What you'll bring:
7-15 years of experience in outside sales, account management, or related customer-facing roles.
Demonstrated success managing and growing a $7M-$15M book of business.
Strong experience in building materials, construction, or wholesale distribution strongly preferred.
Proven ability to manage complex customer relationships and high-value accounts.
Strong strategic thinking, negotiation, and relationship-management skills.
Analytical mindset with disciplined margin and profitability management.
High proficiency with CRM systems and sales technology.
Ability to work independently while influencing outcomes across cross-functional teams.
