Commercial HVAC Account Manager

Kelso Building Services•Phoenix, AZ

2d•Onsite

About The Position

Kelso Building Services, part of Kelso Industries, is a commercial HVAC and mechanical services company focused on building a strong national service organization. They are establishing a field sales team with clear roles and support for customer relationships. The Account Manager is central to this, responsible for maintaining and growing relationships with existing commercial service customers in their market. This is a "farm-led" role emphasizing retention, maintenance-agreement renewals, and growth within an existing customer base, with new customer acquisition being secondary. The ideal candidate is a relationship-builder who can also close deals.

Requirements

Five or more years selling, managing, and growing commercial service accounts (HVAC, mechanical, MEP, controls, or closely related field).
Track record of keeping and growing accounts over multiple years (references and numbers showing retention, renewal, and expansion).
Established, trusted relationships across your market with facility and property managers, building owners, operators, and general contractors.
Working command of preventive-maintenance agreements and recurring service programs.
Ability to price and renew agreements at healthy margins.
Comfort owning a number and a forecast.
Discipline to keep a CRM clean.
Genuine consultative style, leading with the customer's problem.
Existing standing in the market and established customer relationships.

Nice To Haves

Experience in commercial HVAC, mechanical, MEP, or an adjacent building-services trade.
Reputation customers trust.
Ability to be effective in the first ninety days due to existing relationships and instincts.

Responsibilities

Own the ongoing health of a portfolio of commercial service customers in your market.
Keep, deepen, and grow customer relationships.
Renew preventive-maintenance agreements.
Protect customer relationships through every service touch.
Expand the work done for each account over time.
Act as the steady, trusted point of contact for customers.
Focus on retention, maintenance-agreement renewals, and growth within the existing customer book.
Acquire new logos in the market (secondary focus).
Hand off strategic, multi-site opportunities to the appropriate team with full context.
Work with branch operations to ensure sold services are delivered effectively.
Maintain an accurate and up-to-date Salesforce pipeline for forecasting.
Keep commercial accounts loyal by anticipating needs and resolving issues proactively.
Own the renewal of preventive-maintenance and service agreements at healthy margins.
Convert one-time work into recurring programs.
Find and secure the next project, site, or scope within existing accounts.
Build and maintain established, trusted relationships with facility and property managers, building owners, operators, and general contractors.