Account Manager

The Hatch Group, Inc.•Plainville, MA

About The Position

The National Account Manager develops, manages, and grows The Hatch Group’s national and multi-site customer relationships across all divisions. This newly established role is the primary point of accountability for customers whose properties span multiple Hatch markets. The position identifies opportunities, builds a qualified sales pipeline, leads strategic outreach, and coordinates with division leadership to provide a consistent customer experience across locations. It requires an experienced sales professional who can use established relationships, industry knowledge, and disciplined follow-through to generate opportunities and close business. The role works closely with leadership, sales, Marketing, Business Development, division teams, and operations. It requires regular travel to division offices, customer properties and sites, and industry events, with activity and travel schedules reflecting customer needs, seasonal purchasing cycles, and opportunities across the company’s service areas. Success is measured primarily by qualified pipeline created and revenue won.

Requirements

At least five years of business-to-business sales or account management experience, with demonstrated success closing national or multi-site contracts.
Established relationships with property managers, REITs, facility management companies, or multi-site property owners.
Experience selling commercial services such as paving, site work, facility maintenance, landscaping, or snow and ice management.
Experience navigating extended sales cycles involving multiple stakeholders, requests for proposals, bid lists, and site visits.
Working knowledge of vendor compliance requirements, including certificates of insurance, W-9 forms, safety programs, and vendor portals.
Strong CRM discipline and consistent documentation practices.
Ability and willingness to travel regularly across the company’s markets.

Nice To Haves

HubSpot experience.
Knowledge of pavement, concrete, and snow services, including how customers plan and budget for these services.
Experience using field service platforms such as OneCrew.
Familiarity with the Florida homeowners association and community association management market.

Responsibilities

Serve as the primary point of accountability for national and multi-site customers across the company.
Identify existing customers with properties in multiple Hatch markets and develop opportunities to expand those relationships.
Generate new business using an established professional network, industry relationships, and sales experience.
Position The Hatch Group as one accountable service partner for customers with properties across multiple states.
Build and maintain a prioritized target list of national and multi-site accounts in HubSpot.
Maintain complete account records, including customer segments, properties, service needs, decision-makers, current vendors, bid timing, budget cycles, lead sources, and estimated annual value.
Evaluate opportunities against Hatch’s qualification criteria and organize accounts by closing probability.
Develop and execute written 90-day action plans for every Tier 1 opportunity, including next steps, responsible parties, deadlines, and proposal targets.
Produce an accurate 90-day pipeline forecast reflecting qualified bid dollars and weighted pipeline dollars.
Identify and pursue opportunities in national and regional property management, REITs, facility management, multi-site retail and other commercial portfolios, healthcare, higher education, corporate campuses, community associations, self-storage, and hospitality.
Pursue multi-site snow and ice management contracts during the fall and early-winter award season in northern markets.
Secure placement on customer bid lists and inclusion in capital and maintenance budgets during fourth-quarter planning for spring paving and sealcoating.
Develop year-round sales opportunities for Southeast operations and align sales activity with customer purchasing cycles, seasonal demand, and division capabilities.
Develop and execute a national account outreach strategy, including messaging and email templates, in partnership with the Chief of Staff and Marketing.
Identify marketing materials needed to support national account sales.
Develop an annual industry event strategy and proposed budget; represent The Hatch Group at relevant events and cultivate relationships with prospective customers and industry partners.
Partner with division leaders and sales teams on pricing, proposal approvals, and estimating for multi-state opportunities.
Coordinate the handoff of awarded work to division operations teams for scheduling and service delivery.
Work with Business Development to route and manage national and multi-site leads.
Manage national account vendor compliance requirements, including certificates of insurance, W-9 forms, safety program documentation, and facility management vendor portals.
Document calls, emails, meetings, account activity, and opportunities in HubSpot; maintain accurate account information, opportunity stages, and forecasts.
Report weekly on qualified pipelines created and revenue won, evaluating opportunities using documented evidence and realistic close probabilities.
Meet pipeline development and revenue goals established with leadership; maintain forecasts supported by documented customer activity.
Take ownership of opportunities from initial outreach through award and operational handoff.
Build productive relationships with division leaders, sales teams, and field operations, and demonstrate urgency, accountability, sound judgment, and consistent execution.