Account Manager

Safety Management Group, LLC•Indianapolis, IN

23h

About The Position

Account Manager Job Summary: The Account Manager is responsible for managing and growing assigned client accounts by maintaining strong relationships, ensuring delivery alignment, and identifying expansion opportunities across SMG’s service lines. This role serves as the day-to-day commercial lead for assigned accounts, partnering closely with LOB Directors and Project Managers to ensure client needs are met while aligning scope, pricing, and delivery. Account Managers are expected to develop a deep understanding of client operations, proactively identify opportunities to expand SMG’s footprint, and support the execution of account plans that drive retention and revenue growth. They operate within established pricing and delivery frameworks and ensure internal alignment before committing to new work or scope changes.

Requirements

3–6+ years of experience in account management, client services, or a related commercial role, preferably within industrial, construction, or safety-related environments
Strong understanding of general industry and construction safety practices, programs, and regulatory frameworks (OSHA, site safety expectations, contractor environments, etc.)
Experience managing client relationships and coordinating across multiple stakeholders
Familiarity with services-based business models and project-based delivery environments
Experience using CRM platforms (Salesforce preferred) and sales enablement tools (e.g., Gong)
Proven ability to manage multiple accounts, priorities, and timelines effectively
Bachelor’s degree in business, safety, construction management, or a related field preferred
Relevant safety certifications (OSHA 30, CSP, ASP, CHST, etc.) are a plus
Strong relationship management skills with the ability to build credibility and trust with client stakeholders
Solid understanding of construction and general industry safety practices, enabling effective client conversations and solution alignment
Commercial awareness with the ability to identify growth opportunities within existing accounts
Ability to connect client needs to SMG service lines and expansion pathways
Strong communication skills, both written and verbal, with the ability to lead client-facing conversations
Organizational and time management skills, with the ability to manage multiple accounts and priorities
Collaborative mindset with the ability to work effectively across Sales, Operations, and LOB leadership
Basic financial and business acumen, including understanding of pricing, scope, and margin considerations
Proficiency in CRM systems (Salesforce) and communication analysis tools (Gong)
Problem-solving mindset with the ability to navigate ambiguity and drive outcomes
High ownership, accountability, and attention to detail

Responsibilities

Build and maintain relationships across multiple levels of client organizations, including executive stakeholders
Manage day-to-day client relationships across assigned accounts
Develop and maintain account plans aligned to client needs and SMG growth objectives
Identify and support expansion opportunities across SMG service lines
Coordinate with LOB Directors for solution validation and service alignment
Partner with Project Managers to ensure delivery execution aligns with client expectations
Maintain visibility into account performance, risks, and opportunities
Apply structured qualification frameworks (e.g., MEDDPICC) to evaluate and advance expansion opportunities within existing accounts
Ensure pricing and scope align with established LOB frameworks
Support revenue retention and growth targets within assigned accounts
Maintain a disciplined expansion pipeline within assigned accounts, with clear visibility to opportunities, timelines, and revenue impact
Leverage Gong and other tools to improve client communication and sales effectiveness