Application InstructionsPosition SummaryPenhall Company is seeking a National Account Manager to manage, grow, and strengthen relationships with some of the company's largest and most strategic customers across the United States.
The National Account Manager is responsible for developing assigned national accounts, identifying new business opportunities, expanding Penhall's presence across markets and service lines, and ensuring customers receive a consistent experience across our national footprint.
This is a highly collaborative, customer-facing role that works closely with Regional Business Development Managers, Account Managers, Branch Managers, Operations, Estimating, Project Management, Safety, and other internal teams. The successful candidate will combine strong relationship-building skills with commercial discipline, account planning, and a hands-on approach to business development.
Position DescriptionKey ResponsibilitiesNational Account Strategy & Growth- Manage and grow an assigned portfolio of strategic national accounts.
- Develop and execute account plans focused on revenue growth, customer retention, geographic expansion, and increased share of wallet.
- Identify opportunities to expand existing relationships into new markets, projects, locations, and Penhall service lines.
- Develop a strong understanding of each customer's business, organizational structure, project pipeline, procurement processes, and strategic priorities.
- Identify underpenetrated areas within assigned accounts and develop strategies to increase Penhall's presence.
- Position Penhall as a long-term strategic partner across the customer's organization.
Customer Relationship Leadership- Build and maintain strong relationships with key customer stakeholders at the corporate, regional, and local levels.
- Develop relationships with project executives, procurement teams, estimators, operations leaders, and other key decision-makers and influencers.
- Conduct regular customer meetings and business reviews to understand upcoming opportunities, performance, priorities, and areas for improvement.
- Serve as a primary commercial point of contact for assigned national accounts.
- Maintain consistent communication and follow-through to strengthen customer satisfaction, retention, and loyalty.
Business Development & Opportunity Management- Proactively identify and develop new opportunities within assigned national accounts.
- Maintain visibility into upcoming projects, bid opportunities, customer expansion plans, and potential cross-selling opportunities.
- Build and maintain a healthy pipeline of qualified opportunities.
- Coordinate with Regional Business Development Managers and local teams to pursue opportunities and support successful conversion.
- Support strategic RFPs, multi-market pursuits, and major customer opportunities.
- Maintain accurate customer, activity, opportunity, and pipeline information within the company's CRM.
Regional & Branch Collaboration- Lead national negotiations for MSAs, preferred vendor agreements, pricing structures, safety requirements, and service-level expectations.
- Partner with Legal, Finance, and Risk Management to ensure national contracts meet Penhall standards and margin objectives.
- Provide commercial guidance and pricing strategy on major multi-market bids and strategic RFPs.
- Monitor and maintain account profitability and commercial health at the national and regional levels.
Commercial & Customer Support- Support the development and implementation of national pricing agreements, preferred vendor programs, Master Service Agreements (MSAs), and other strategic customer agreements.
- Collaborate with Commercial Leadership, Legal, Finance, Risk, and Operations on contractual and commercial matters.
- Monitor overall account health and identify issues that could impact customer satisfaction or future growth.
- Coordinate internal resources to help resolve customer concerns involving service, scheduling, billing, pricing, or contractual matters.
- Ensure appropriate communication and follow-through through resolution.
Cross-Selling & Market Expansion- Maintain a strong understanding of Penhall's capabilities and service offerings.
- Identify opportunities to introduce additional Penhall services within existing customer relationships.
- Partner with internal subject matter experts to develop solutions that address customer needs.
- Expand customer relationships across additional geographic markets and Penhall locations.
- Leverage customer and market intelligence to identify future growth opportunities.
Position RequirementsQualifications- 8+ years of experience in national account management, strategic account management, business development, construction sales, or a related commercial role.
- Experience managing and growing large, complex, or multi-location customer relationships.
- Experience in construction, infrastructure, specialty contracting, industrial services, or a related industry preferred.
- Demonstrated success developing customer relationships and generating new business opportunities.
- Strong understanding of strategic account planning, consultative selling, opportunity management, and pipeline development.
- Ability to effectively collaborate across decentralized regional and local teams.
- Strong communication, presentation, negotiation, and relationship-building skills.
- Strong business and commercial acumen.
- Experience working with CRM platforms and maintaining accurate customer and opportunity information.
- Ability and willingness to travel nationally up to 50-75% based on customer and business needs.
Core Competencies- Strategic Account Leadership
- Relationship Building & Executive Presence
- Cross-Functional Collaboration (Operations, Estimating, PM, Safety)
- Contract Negotiation & Commercial Strategy
- Results-Driven Leadership & Accountability
- Clear, Confident Communication
- Customer-Centric Problem Solving
Success MetricsSuccess in this role will be demonstrated through:
- Revenue growth within assigned national accounts
- Increased customer penetration and share of wallet
- Expansion into new markets, locations, and service lines
- Development of qualified opportunities and pipeline
- Customer retention and relationship strength
- Effective cross-selling of Penhall services
- Strong coordination with regional and local teams
- Accurate and timely CRM and pipeline management
