Director of National Accounts

Job Description

Job Description

At The Hatch Group, we’re a family-owned and operated company rooted in the construction industry, proudly building more than just projects we’re building lasting relationships. With nearly 100 team members across our operations (depending on the season), we bring a culture of inclusion, empowerment, and community to everything we do.

Our team thrives in a group-centered environment, where collaboration and hard work go hand in hand. With our continued expansion, including our Florida office, we now serve clients throughout the eastern United States and are continuing to grow while keeping our family values at the core of our success.

We are looking for a Director of National Accounts to help drive the growth of The Hatch Group’s national and multi-site customer base. This is a hands-on, revenue-focused role for someone who enjoys building relationships, identifying opportunities, winning business, and working closely with our operations team to make sure we deliver on what we sell.

The Director of National Accounts will be responsible for developing new national account relationships, expanding existing accounts, securing multi-location opportunities, and achieving defined sales and profitability goals. You will work directly with customers, prospects, estimators, operations, and leadership to move opportunities from initial conversation through proposal, contract award, and ongoing account growth.

This is not a “sit behind a desk and manage a team” position. We are looking for someone who is out in the market, on the phone, in meetings, building relationships, pursuing opportunities, and getting deals done. The right person will bring energy, persistence, strong communication skills, and a proven ability to turn relationships into revenue.

If you’re looking to join a company that values people as much as performance where you can laugh, grow, and make a real impact you’ll feel right at home here.

What You’ll Do

National Account Sales & Business Development

• Develop and execute a personal sales plan focused on achieving established revenue, gross margin, and new-account goals.
• Identify and pursue national and regional companies with multi-site facility maintenance needs.
• Build a strong pipeline of qualified national account opportunities and consistently move prospects through the sales process.
• Prospect through networking, referrals, industry relationships, cold outreach, events, and other business development activities.
• Secure new multi-site and multi-state accounts for The Hatch Group.
• Develop relationships with decision-makers in facilities, property management, construction, procurement, and operations.
• Conduct customer meetings, presentations, site visits, and proposal reviews.
• Lead the sales process from initial contact through proposal, negotiation, and contract award.
• Work with internal estimating and operations teams to develop competitive, profitable proposals.
• Track opportunities, activity, pipeline, and results through the company’s CRM.

Grow Existing National Accounts

• Build strong relationships with existing national and regional customers.
• Identify opportunities to expand services, locations, and scope within existing accounts.
• Regularly communicate with customers to understand upcoming projects, maintenance needs, budgets, and service expectations.
• Develop account plans designed to increase revenue and customer retention.
• Identify opportunities across The Hatch Group’s service offerings, including:
  • Asphalt and concrete repairs
  • Sealcoating and striping
  • Snow and ice management
  • Landscaping and exterior maintenance
  • General property repairs and ancillary services
• Conduct regular customer business reviews and follow up on opportunities.
• Become a trusted resource and primary point of contact for key accounts.

Pricing, Proposals & Closing Business

• Work closely with estimating and operations to develop pricing that is both competitive and profitable.
• Prepare and deliver proposals, presentations, and scopes of work.
• Participate in contract negotiations and help secure favorable agreements.
• Understand customer requirements, service expectations, pricing structures, and contract terms.
• Ensure opportunities are properly qualified before committing company resources.
• Maintain a strong understanding of market pricing and competitive positioning.
• Take ownership of opportunities and consistently follow through until the business is won or lost.

Account & Project Coordination

• Partner closely with operations to ensure a smooth transition from sold work to service delivery.
• Communicate customer expectations, scope, pricing, and contract requirements clearly to internal teams.
• Stay involved after the sale to help ensure customer satisfaction and identify additional opportunities.
• Help resolve customer issues quickly and professionally when they arise.
• Maintain visibility into the performance of key accounts and proactively address concerns.
• Work collaboratively with field and operations teams rather than simply handing off accounts after the sale.

Vendor & Partner Relationships

• Help identify and develop reliable subcontractor and service-partner relationships in markets where The Hatch Group is expanding.
• Work with operations to identify coverage gaps and opportunities to strengthen our national service network.
• Support the development of competitive pricing and service capabilities in new markets.
• Provide customer and market feedback to help improve our national service offering.

Goals & Performance

• Own and be accountable for established individual sales and gross margin goals.
• Consistently achieve new business development and account growth targets.
• Maintain a healthy sales pipeline that supports current and future revenue goals.
• Track key performance indicators including:
  • New revenue
  • Gross margin
  • New accounts won
  • Locations added
  • Pipeline value
  • Customer retention
  • Account expansion
  • Sales activity and conversion
• Provide regular updates to leadership on pipeline, opportunities, wins, challenges, and market activity.
• Take initiative when performance is off target and develop a plan to get back on track.

What We’re Looking For

You’ll be a great fit if you are a hunter, relationship builder, and doer who enjoys being accountable for results.

• 7+ years of experience in national accounts, business development, facility maintenance, paving, construction, property services, or a related industry.
• Proven track record of winning and growing multi-site or national accounts.
• Experience selling B2B services with multiple decision-makers and longer sales cycles.
• Existing relationships within facilities management, property management, retail, commercial real estate, construction, or related industries is a strong plus.
• Strong understanding of one or more of the following: asphalt, concrete, sealcoating, landscaping, snow and ice management, or general property maintenance.
• Demonstrated ability to prospect, develop relationships, create opportunities, and close business.
• Strong negotiation, presentation, and communication skills.
• Comfortable working independently and managing a sales pipeline from prospecting through close.
• Highly organized with strong follow-through and attention to detail.
• Comfortable using CRM, estimating, and other technology platforms.
• Willingness to travel regularly to meet customers, visit sites, attend industry events, and develop relationships. Approximately 25–40% travel expected.
• Bachelor’s degree in Business, Construction Management, Facilities Management, or a related field preferred, but equivalent experience will be considered.

What Success Looks Like

In this role, success is measured by results and relationships.

Within your first year, you should be building a meaningful national account pipeline, developing relationships with key decision-makers, winning new multi-site customers, expanding existing accounts, and contributing directly to The Hatch Group’s revenue and profitability goals.

You will have the support of our estimating, operations, and leadership teams — but you will own the relationships, the opportunities, and the results.

Compensation & Benefits

• Competitive salary based on experience
• Commission and bonus structure tied to performance
• Competitive medical, dental, and vision insurance
• 401(k) plans
• PTO and paid holidays
• Opportunities for growth within a rapidly expanding company
• A family-oriented culture where your contributions are recognized and valued

Benefits : We're thrilled to offer our full-time employees with a healthy benefits package including Health, Life, and Dental Insurances. Additionally, we match in 401k contributions up to 4%.

Please note that Hatch is a drug free work environment and all employees are subject to pre-employment and random drug screenings throughout their employment.

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