Account Manager

The Account Manager (AM) is responsible for owning, retaining, growing, and expanding assigned customer accounts while proactively winning new location-level business within their territory or vertical.

This is a revenue ownership role focused on account retention, service penetration, project expansion, and customer lifetime value growth. The Account Manager is the primary commercial owner of day-to-day customer relationships, service continuity, and revenue expansion within existing and location-level accounts.

Account Managers own revenue and local growth.

Business Development owns corporate and enterprise creation.

• Own assigned customer accounts and locations
• Serve as the primary relationship owner and commercial contact
• Conduct Quarterly Business Reviews (QBRs)
• Maintain regular site visits and engagement cadence
• Build executive-level and operational-level relationships
• Ensure seamless handoff from sales to operations

• Identify upsell and cross-sell opportunities
• Expand services across:
• Boilers
• Heaters
• Burners
• Controls
• Technical Services
• Convert PMAs into capital or upgrade projects
• Grow revenue per account annually by target percentage
• Expand services into additional locations, divisions, or campuses
• Surface enterprise-level opportunities to Business Development

• Proactively pursue new facilities within assigned vertical or territory
• Develop local relationships across:
• Institutional
• Commercial
• Identify growth within existing and adjacent accounts
• Win new location-level work while maintaining portfolio health

• Enter and maintain opportunities in Net Suite CRM
• Document scope, ROM value, timeline, and decision-maker
• Forecast expansion pipeline monthly
• Partner with Estimating and General Managers for scope validation
• Support pricing discussions and assist in closing
• Maintain disciplined CRM hygiene and reporting accuracy

• Coordinate with Operations on scheduling and service delivery
• Ensure scopes are executed as sold
• Protect margin through disciplined scope control and change management
• Collaborate cross-functionally with Service, Estimating, Technical Services, and Accounting

• Corporate or national MSAs
• Enterprise strategy
• Project management for large capital projects
• Corporate-level Business Development responsibilities

• Annual revenue growth within assigned accounts (10–25% target)
• New locations added annually
• PMA growth and retention
• Conversion of service work into projects
• New service agreements sold within existing accounts
• Customer satisfaction scores
• Expansion into new divisions or locations
• Opportunity accuracy and Net Suite discipline

• 5+ years B2B account management experience
• Experience in industrial services, mechanical, boiler, or energy services preferred
• Strong commercial and financial acumen
• High emotional intelligence and executive presence

• Experience managing enterprise or multi-location accounts
• Understanding of recurring revenue and PMA models
• Experience selling into healthcare, institutional, or industrial markets

• Relationship-driven mindset
• Strategic thinker
• Detail-oriented and disciplined
• Margin-aware
• Ownership mentality
• Strong internal collaboration skills

• Senior Account Manager
• General Manager
• Vertical Ownership Roles
• Strategic Account Leadership

This job description is intended to describe the general nature and level of work performed by individuals assigned to this position. It is not intended as an employment contract nor an exhaustive list of duties and responsibilities. All GCB Industries employees are expected to perform tasks as assigned by supervisory personnel, regardless of job title.