12 years of related experience with a degree or 16 years without a degree
Bachelor's degree in Engineering, Business Administration, Marketing, or related field preferred
Expert knowledge of national account management and strategic account planning
Demonstrated expertise in at least one ECS primary service line
Strong financial acumen and understanding of professional services operations
Excellent communication, negotiation, and interpersonal skills
Ability to lead complex client relationships across multiple offices
Responsibilities
Manage a portfolio of 10+ national accounts with $3 million+ in annual sales
Establish account strategies and performance expectations for national accounts
Develop and lead national account programs for client growth and service integration
Identify and pursue new national account opportunities
Collaborate with National Account Managers to expand relationships and service opportunities
Coordinate regional account management processes and establish consistent practices
Maintain and improve client satisfaction with ECS services
Benefits
Comprehensive health insurance options
Retirement savings plan with company match
Professional development and training opportunities
Flexible work arrangements
Paid time off and holidays
Employee assistance programs
Opportunities for career advancement
Full Job Description
Responsibilities
The Subsidiary Director of National and Regional Accounts provides strategic leadership for the development, growth, and performance of national and regional client accounts within an assigned subsidiary. This position directly manages strategically significant national accounts, oversees the regional account management process, and develops National Account Managers across the organization. The Subsidiary Director of National and Regional Accounts partners with executive leadership, operational teams, market sector leaders, and account managers to expand client relationships, coordinate project delivery, improve account performance, and provide a consistent client experience across ECS offices and service lines.
Responsibilities
National Account Leadership
Directly manages a portfolio of 10 or more national accounts totaling at least $3 million in annual sales
Establishes account strategies, growth objectives, relationship plans, and performance expectations for assigned national accounts
Develops and leads national account programs that support client development, project execution, service integration, and long-term growth
Identifies and pursues new national account opportunities within and outside the assigned subsidiary
Identifies emerging client relationships within branch offices and develops strategies to expand them into regional or national accounts
Collaborates with existing National Account Managers to expand relationships, increase account penetration, and identify additional service opportunities
Supports capture teams and strategic pursuit efforts involving national and regional clients
Develops client relationships directly and serves as a senior point of contact for strategically important accounts
Maintains and continually improves client satisfaction with ECS services
Explores additional client needs and connects clients with appropriate ECS capabilities, service lines, and external resources when necessary
Participates in market sector groups and aligns account strategies with sector-specific growth priorities
Supports marketing and business development activities as directed by subsidiary and national account leadership
National Account Manager Oversight & Development
Oversees, supports, and mentors National Account Managers within the assigned subsidiary or region
Facilitates strategic account discussions with National Account Managers to maximize client relationships, revenue opportunities, and service integration
Monitors account performance and recommends resources, interventions, or additional support when necessary
Recommends National Account Manager assignments, reassignments, and account dispositions to the Corporate Director of National Accounts
Trains and mentors new National Account Managers on client development, account planning, project coordination, and ECS account management practices
Assists National Account Managers with account challenges, underperforming offices, and relationship concerns
Establishes accountability for account plans, client communication, project tracking, and financial performance
Promotes consistency and knowledge sharing across the national account management community
Develops account management capabilities and supports succession planning for strategically important client relationships
Regional Account Coordination
Coordinates the regional account management process and establishes consistent practices across the subsidiary
Provides strategic direction and support to regional account leaders without directly managing every regional account
Identifies regional relationships that have the potential to develop into national accounts
Promotes collaboration among offices, regions, service lines, and account teams to strengthen regional client relationships
Establishes processes for evaluating, assigning, monitoring, and developing regional accounts
Connects regional opportunities with national account strategies and broader organizational capabilities
Supports regional and subsidiary leaders in resolving account ownership, resource allocation, and client coordination issues
Client Relationship Management
Contacts assigned national client representatives at least monthly to maintain relationships and understand changing business needs
Conducts face-to-face meetings with assigned national client representatives at least quarterly
Communicates with national client stakeholders to identify changing requirements, service expectations, and business priorities
Develops trusted relationships with client decision-makers, influencers, and operational contacts
Coordinates responses to client requests and ensures commitments are communicated to appropriate ECS personnel
Assists the Corporate Director of National Accounts with national client contractual issues and relationship concerns
Resolves client service issues in collaboration with office, regional, subsidiary, and corporate leadership
Represents ECS professionally during client meetings, presentations, conferences, and industry events
Project & Portfolio Oversight
Oversees active projects and programs associated with assigned national accounts
Coordinates work across ECS offices and service lines to meet client requirements for deliverables, fees, schedules, quality, and communication
Maintains and tracks a comprehensive list of active national account projects, milestones, responsibilities, and deadlines
Monitors project progress and identifies delivery, resource, schedule, quality, or client satisfaction concerns
Collaborates with project managers, principals, and operational leaders to resolve project delivery challenges
Maintains month-to-date and year-to-date invoicing summaries for assigned national accounts
Coordinates invoicing activities across ECS offices to meet client requirements and billing expectations
Develops and improves systems for tracking account activity, project performance, client engagement, and financial results
Reviews account performance data and recommends actions that improve growth, profitability, client satisfaction, and operational effectiveness
Tracks progress toward established account goals and communicates performance results to appropriate leadership
Identifies financial, contractual, operational, or relationship risks and coordinates corrective actions
Supports annual planning, forecasting, budgeting, and account growth discussions
Executive & Cross-Functional Collaboration
Supports the Regional President, Subsidiary Vice Presidents, and Corporate Director of National Accounts in managing strategic client relationships and project portfolios
Partners with operational leaders, project managers, principals, business development professionals, and technical teams to support account objectives
Collaborates across subsidiaries, regions, offices, market sectors, and service lines to coordinate resources and expand client relationships
Promotes teamwork, accountability, and consistent client service throughout the account management process
Supports proposal preparation, Principal review, quality control, training, mentoring, and standardization initiatives
Works with the Corporate Director of National Accounts to resolve branch-level conflicts and address account performance concerns
Communicates account priorities, client expectations, and performance information to executive and operational leadership
Performs other duties as assigned
The expected pay range for this role and location is $80k - $160k/year. The final agreed-upon compensation will be determined based on specific location and other individual qualifications.
Qualifications
Required Qualifications
12 years of related experience with a degree or 16 years of related experience without a degree
High school diploma or GED required
Bachelor's degree in Engineering, Business Administration, Marketing, or a related discipline and/or Master's degree or MBA preferred
If driving for, or on behalf of, any ECS subsidiary, a valid driver's license is required
Expert knowledge of national account management, strategic account planning, client development, and business development principles
Demonstrated expertise in at least one ECS primary service line, including geotechnical engineering, environmental consulting, construction materials testing, or facilities consulting
Strong understanding of professional services operations, project delivery, financial management, and client service
Ability to develop and execute account strategies that increase revenue, strengthen relationships, and expand service opportunities
Ability to lead complex client relationships across multiple offices, geographic markets, and service lines
Strong leadership, mentoring, coaching, and organizational influence skills
Ability to advise National Account Managers and senior leaders on account strategy, performance, and relationship development
Strong financial acumen with the ability to evaluate revenue, profitability, backlog, invoicing, accounts receivable, and project performance
Ability to coordinate multidisciplinary teams and resources across organizational boundaries
Excellent verbal, written, presentation, negotiation, and interpersonal communication skills
Strong client service, relationship management, and conflict resolution skills
Ability to build credibility and trusted relationships with client executives, operational leaders, and internal stakeholders
Entrepreneurial drive with a demonstrated ability to establish priorities, pursue opportunities, and achieve growth objectives
Strong strategic thinking, decision-making, and problem-solving skills
Ability to identify client needs and align those needs with organizational capabilities and service offerings
Outstanding organizational and portfolio management skills
Ability to manage multiple priorities, accounts, projects, and deadlines in a complex business environment
Ability to interpret account performance data and translate findings into actionable recommendations
Proficiency with Microsoft Office Suite, customer relationship management systems, project management platforms, and business reporting tools
Ability to maintain confidentiality and exercise sound judgment when handling sensitive client, contractual, and financial information
Military Qualifications
The following US Military ranks will qualify for this position IF they also meet the education, certification, and licenses requirements from the above section titled "Required Qualifications":
