Account Manager
About The Position
The Hydro Excavation Account Manager is a strategic revenue leader responsible for market expansion, enterprise account growth, and long-term relationship development within the hydro excavation division. This role operates at the intersection of commercial strategy and operational execution, driving profitable revenue while strengthening the company’s footprint across industrial, municipal, energy, and infrastructure markets. This position is accountable not only for sales growth, but for client lifecycle management, market intelligence, cross-selling opportunities, and margin performance. The Account Manager serves as a trusted advisor to clients and a strategic partner to operations leadership.
Requirements
- 5+ years in hydro excavation, industrial services, underground utilities, construction services, or energy-related industries.
- Proven track record of revenue growth and account expansion.
- Strong understanding of job costing, equipment utilization, and margin drivers.
- Experience working in refinery, petrochemical, municipal, or heavy industrial environments preferred.
- Demonstrated ability to build executive-level client relationships.
- CRM proficiency and forecasting discipline.
Nice To Haves
- Key Competencies Strategic thinking Commercial acumen Negotiation & influence Executive presence Operational awareness Relationship intelligence Data-driven decision-making Risk management mindset
Responsibilities
- Develop and execute a territory growth strategy aligned with divisional revenue goals.
- Identify target industries (refineries, chemical plants, municipalities, data centers, utilities, EPC contractors, etc.).
- Actively pursue new accounts through networking, cold outreach, bid platforms, and industry associations.
- Lead pre-bid strategy sessions and competitive positioning.
- Maintain a robust sales pipeline and accurate revenue forecasting.
- Analyze market trends, competitor positioning, and pricing strategy.
- Serve as primary commercial relationship owner for assigned accounts.
- Establish executive-level and field-level relationships within client organizations.
- Conduct quarterly business reviews (QBRs) with strategic clients.
- Identify cross-selling opportunities across other service lines.
- Develop multi-year client growth strategies.
- Position the company as a long-term partner rather than a commodity vendor.
- Own annual revenue targets and gross margin performance for assigned accounts.
- Ensure pricing strategies align with divisional profitability objectives.
- Review job cost reports to evaluate margin performance.
- Partner with operations to improve utilization and efficiency.
- Assist in resolving billing disputes and accelerating receivables (AR accountability).
- Collaborate closely with Division Manager, Dispatch, and Field Supervisors.
- Participate in scope validation and job planning discussions.
- Ensure accurate communication of client expectations.
- Monitor service quality and performance standards.
- Support resolution of service escalations or field-level issues.
- Reinforce company safety culture in all client interactions.
- Participate in safety meetings or audits when required.
- Ensure scopes align with safe work practices and regulatory compliance.
- Support clients in understanding hydro excavation best practices and risk mitigation.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
