Key Account Executive - Industrials

RSM US LLP•Washington, DC

8d•$147,000 - $260,700

About The Position

We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM. RSM US LLP is seeking to add a Key Account Executive to our Enterprise Sales Organization to focus on growing our comprehensive suite of audit, tax, and consulting services. The Key Account Executive is responsible for driving growth within major Industrials client accounts by fostering strong executive relationships and developing a deep understanding of sector-specific business needs. This role focuses on identifying and pursuing cross-sell opportunities across manufacturing, distribution, transportation, logistics, construction, and related industrial markets, actively converting single-service engagements into integrated partnerships by promoting RSM’s assurance, tax, and consulting offerings. Serving as a strategic advisor, the Key Account Executive coordinates internal resources to deliver industry-informed solutions that address operational performance, supply chain resiliency, regulatory compliance, workforce, technology, and growth priorities. The position is central to strengthening client loyalty, increasing revenue, and supporting the organization’s overall business objectives within the Industrials sector.

Requirements

Bachelor’s or Graduate degree (preferred) in related field of study, or equivalent work experience.
CPA, CFA, or relevant industry credential a plus.
7+ years of account management, strategic account leadership, or sales experience within professional services, management consulting, accounting, or mid-market B2B services, preferably serving Industrials clients.
Deep working knowledge of professional services delivery (audit, assurance, tax, consulting, advisory, or similar) and the Industrials sector, with the ability to speak credibly about service capabilities, methodologies, operational priorities, and client outcomes.
Strong consultative selling and relationship-building expertise; ability to diagnose client business challenges, design tailored solutions, and articulate ROI and value propositions
Mastery of strategic account planning, multi-threaded relationship management, and account health assessment frameworks.
Excellence in cross-functional coordination and internal stakeholder management; demonstrated ability to align and mobilize internal teams (partners, practice leads, consultants, delivery professionals) around client success and revenue objectives.
Advanced proficiency with M365, CRM analytics, and business intelligence tools; ability to extract insights from account data and use metrics to drive decision-making.
Excellent communication, presentation, and negotiation skills; ability to craft compelling value narratives for C-suite audiences and close complex, multi-service deals.
Proven ability to build C-level relationships, navigate complex organizational structures, and influence senior decision-makers in financial, operational, or strategic functions.
Direct experience in cross-selling or multi-service expansion within a professional services or consulting environment, with evidence of sustained success growing account wallet share.

Nice To Haves

CPA, CFA, or relevant industry credential a plus.

Responsibilities

Develop and execute comprehensive strategic account plans for 8–15 assigned Industrials key accounts, establishing clear revenue targets, relationship milestones, and cross-sell initiatives aligned with sector growth priorities and firm objectives.
Conduct quarterly account reviews with internal stakeholders (audit, tax, consulting partners, Industrials leaders, and subject matter experts) to identify expansion opportunities, share sector-specific competitive intelligence, and design integrated service solutions.
Establish and maintain executive relationship mapping for each account, identifying decision-makers, influencers, and key stakeholders across the C-suite and operational functions to enable multi-threaded engagement.
Lead the transition of single service line clients (audit-only, tax-only, or consulting-only) into multi-service partnerships by connecting client business challenges to RSM's integrated capabilities in assurance, tax, and consulting.
Drive year-over-year organic revenue growth within assigned accounts through renewals, upsells, cross-sells, and the pursuit of new service opportunities. Target 10–15% annual account growth, with particular emphasis on cross-functional service expansion.
Identify and qualify high-value expansion opportunities, including gaps in service utilization, unmet business needs, and Industrials-specific challenges such as supply chain disruption, margin pressure, automation, workforce constraints, regulatory compliance, transaction readiness, and operational modernization.
Develop and present multi-service value propositions to C-suite executives and operational leaders, leveraging Industrials benchmarking, peer case studies, sector trends, and quantifiable ROI scenarios to justify investments in expanded services.
Forecast and manage the expansion revenue pipeline, including opportunity sizing, probability weighting, and close forecasting for expanded service engagements; deliver quarterly pipeline reviews.
Serve as the primary point of contact and strategic business partner for assigned Industrials key accounts, building trust-based relationships grounded in deep sector knowledge, insight into each client’s operating model, and demonstrated commitment to their success.
Conduct quarterly business reviews (QBRs) and executive business reviews (EBRs) with client leadership, presenting account performance summaries, service delivery outcomes, Industrials market trends impacting the client, and recommendations for enhanced value and expanded engagement.
Maintain consistent contact cadence through strategic calls, emails, and in-person visits focused on understanding evolving client needs, monitoring account health, and proactively identifying emerging challenges or expansion triggers
Build and nurture multi-threaded relationships across multiple business units, departments, and geographies within client organizations to reduce single-point-of-contact risk and increase wallet share.
Secure client advocacy through executive testimonials, case study development, and referral generation; cultivate referenceable relationships for thought leadership and new business development.
Lead the identification and launch of cross-service initiatives that position RSM as the integrated advisor of choice for Industrials clients, combining expertise from audit/assurance, tax strategy, and consulting/advisory to address clients’ highest-priority operational, financial, compliance, and growth challenges.
Collaborate with practice leaders, Industrials subject matter experts, and delivery teams to design and scope integrated solutions that leverage RSM’s full breadth of capabilities and sector depth.
Manage the internal sales process, including coordinating proposal development, managing competitive assessments, and orchestrating multi-practice involvement in client meetings to present unified solutions and demonstrate firm capabilities.
Track and report on product/service line penetration within each account, establishing goals for adoption of new services and monitoring progress toward multi-service partnership status.
Develop and monitor relationship depth, contract renewal status, competitive threats, usage trends, and client satisfaction indicators.
Proactively identify at-risk accounts and design interventions (increased executive engagement, service recovery initiatives, enhanced value delivery) to prevent churn and stabilize relationships.
Work closely with delivery teams, audit partners, and consulting leads to ensure service delivery excellence, client satisfaction, and measurable outcomes against agreed success criteria.
Manage contract renewals and renegotiations, ensuring on-time renewal execution and leveraging renewal conversations as opportunities to expand scope and service offerings.
Develop deep Industrials expertise for assigned accounts, staying abreast of trends, regulatory changes, market dynamics, peer benchmarks, and business issues affecting manufacturers, distributors, transportation and logistics companies, construction firms, and related industrial sectors.
Bring curated Industrials insights, thought leadership, benchmarking data, and best practice recommendations to client conversations, positioning RSM as a strategic thought partner and trusted advisor to the sector.
Identify and communicate competitive threats, market disruptors, technology shifts, margin pressures, supply chain risks, and emerging business challenges affecting Industrials clients that create opportunities for expanded RSM engagement.