National Account Manager

Job Description

Job Description

The Opportunity

We are a leading national provider of pavement maintenance, concrete, and infrastructure solutions, backed by an aggressive growth strategy, active acquisition platform, and a commitment to becoming the premier partner for multi-site facility operators across North America. As we continue to expand our footprint and capabilities, National Accounts will play a critical role in driving enterprise level growth and market share. The National Account Manager is a strategic sales position responsible for identifying, securing, and growing complex national account relationships. This role requires expertise in navigating long sales cycles, managing multi-location service programs, and developing executive-level relationships within some of the country's largest organizations.

Success in this position requires both a hunter's mentality and a builder's mindset. You will be expected to create opportunities where none exist, win new enterprise relationships, and expand existing partnerships by delivering scalable solutions across our national platform. Acting as the primary commercial representative of the organization, you will engage with senior decision-makers, influence strategic initiatives, and position the company as a trusted long-term partner. This is not a traditional account maintenance role. It is a high-impact growth position designed for a sales professional who thrives on building new business, creating market opportunities, and driving measurable revenue growth. The future success of our National Accounts program, and a significant portion of the company's growth strategy, will be shaped by the individual in this role.

What You Will Own

New National Account Growth

• Own a named target list of enterprise prospects across retail, logistics, industrial, healthcare, hospitality, and commercial real estate - driving them through the pipeline with urgency and consistency
• Build and execute outbound prospecting strategies including direct outreach, industry networking, broker and GPO channel relationships, and referral development
• Lead full-cycle complex sales from first contact through signed MSA - including discovery, site assessment, multi-location scoping, pricing, and contract close
• Hit and exceed quarterly new-logo targets; document all activity, pipeline, and stage movement in CRM with precision

National Account Expansion

• Once accounts are landed, develop expansion strategies to grow wallet share across additional locations, service lines, and capital programs
• Match effort to opportunity - invest in deep, multi-year programs for the highest-value accounts, and manage the rest of the portfolio with proportionate rigor rather than treating every account the same
• Build multi-year pavement management programs - condition assessments, CapEx planning, preventative maintenance schedules, and ADA compliance roadmaps - that lock in long-term partnerships
• Conduct quarterly and annual business reviews with executive-level stakeholders, presenting performance data, program outcomes, and growth recommendations
• Identify and pursue upsell and cross-sell opportunities within active accounts

Program Processing & Operational Scalability

• Inform the design of national account processes - intake, onboarding, SLA frameworks, hand-off protocols - bringing the field insight that makes them work, and following them consistently once set
• Partner with regional operations leaders to ensure national program standards are met consistently across every market
• Drive continuous improvement in how national accounts are processed, tracked, reported, and renewed - building repeatable systems that scale with our growth
• Manage contract compliance, program KPIs, and customer reporting with a high degree of operational rigor

Commercial Leadership

• Lead all pricing, contract negotiations, and MSA execution for national accounts - balancing competitive positioning with margin discipline
• Respond to RFPs and national bid opportunities with compelling, differentiated proposals
• Maintain a deep understanding of competitive dynamics, procurement trends, and customer needs to sharpen our national go-to-market approach
• Feed market intelligence and customer feedback directly into leadership to inform pricing, product, and M&A strategy

Who You Are

You have a proven track record closing and growing national, multi-site enterprise accounts - ideally in pavement, facilities maintenance, commercial construction, outsourced services, or adjacent industries. You are as comfortable building pipeline from scratch as you are running a QBR with a VP of Real Estate. You bring urgency and accountability to everything you do, and you are energized by the chance to build something meaningful at a company with real momentum.

Required

• 5+ years of B2B enterprise or national account sales experience with documented revenue results
• Experience managing multi-million-dollar customer relationships across multiple locations or geographies
• Track record of new-logo acquisition and account expansion - not just account maintenance
• Experience selling construction, facilities, infrastructure, maintenance, or outsourced service solutions to enterprise buyers
• Skilled at navigating complex sales cycles involving procurement, facilities leadership, operations, finance, and the C-suite
• CRM fluency (Salesforce or equivalent) and strong pipeline-management discipline
• Ability to travel 25–50% nationally

Preferred

• Experience within the pavement, asphalt, concrete, or specialty contractor industries
• Familiarity with multi-site program management, national service-delivery models, and MSA structures
• Background working inside a high-growth, acquisition-oriented, or multi-market platform organization
• Enough technical fluency to discuss site conditions and scope credibly with a customer - or the aptitude to learn it quickly

Physical Requirements : (Each to have one of the following based on the position: Never, Rarely, Occasionally, Constantly)

• Remaining in a stationary position, often standing or sitting for prolonged periods: Occasionally
• Moving about to accomplish tasks at a worksite or moving from one worksite to another: Constantly
• Moving self in different positions to accomplish tasks in various environments, such as stooping, kneeling, or crouching: Rarely
• Adjusting, moving and lifting objects in all directions: Rarely
• Talking and hearing to communicate with others: Constantly
• Seeing to perform job duties at close range, such as monitors or screens: Constantly
• Seeing to perform job duties at a distance, such as driving or operating equipment: Occasionally
• Repeating motions that may include the wrists, hands and/or fingers: Constantly
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like: Rarely
• Operating machinery and/or power tools: Rarely
• Operating motor vehicles or heavy equipment: Occasionally
• The ability to travel regionally or nationally: Occasionally

Physical Demands :

• Sedentary work that primarily involves sitting/standing: Constantly
• Light work that includes moving objects up to 20 pounds: Occasionally
• Medium work that includes moving objects up to 50 pounds: Occasionally
• Heavy work that includes moving objects up to 100 pounds or more: Rarely

Working Conditions :

• Low temperatures: Rarely
• High temperatures: Occasionally
• Outdoor elements such as precipitation and wind: Occasionally
• Noisy environments: Occasionally
• Hazardous conditions: Rarely
• Shift work, to include overnight work: Never
• Frequent overtime, including weekends: Never
• Office environment: Constantly

Pave America and it's companies offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being.

We are an Equal Opportunity Employer and comply with OFCCP regulations. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Pave America and it's companies promote a drug-free workplace. We will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries. In compliance with OFCCP requirements, we invite applicants to voluntarily self-identify their gender, race, and veteran status. Submission of this information is voluntary and refusal to provide it will not subject you to any adverse treatment.