Subsidiary Director of National and Regional Accounts

Responsibilities

The Subsidiary Director of National and Regional Accounts provides strategic leadership for the development, growth, and performance of national and regional client accounts within an assigned subsidiary. This position directly manages strategically significant national accounts, oversees the regional account management process, and develops National Account Managers across the organization. The Subsidiary Director of National and Regional Accounts partners with executive leadership, operational teams, market sector leaders, and account managers to expand client relationships, coordinate project delivery, improve account performance, and provide a consistent client experience across ECS offices and service lines.

National Account Leadership

• Directly manages a portfolio of 10 or more national accounts totaling at least $3 million in annual sales
• Establishes account strategies, growth objectives, relationship plans, and performance expectations for assigned national accounts
• Develops and leads national account programs that support client development, project execution, service integration, and long-term growth
• Identifies and pursues new national account opportunities within and outside the assigned subsidiary
• Identifies emerging client relationships within branch offices and develops strategies to expand them into regional or national accounts
• Collaborates with existing National Account Managers to expand relationships, increase account penetration, and identify additional service opportunities
• Supports capture teams and strategic pursuit efforts involving national and regional clients
• Develops client relationships directly and serves as a senior point of contact for strategically important accounts
• Maintains and continually improves client satisfaction with ECS services
• Explores additional client needs and connects clients with appropriate ECS capabilities, service lines, and external resources when necessary
• Participates in market sector groups and aligns account strategies with sector-specific growth priorities
• Supports marketing and business development activities as directed by subsidiary and national account leadership

National Account Manager Oversight & Development

• Oversees, supports, and mentors National Account Managers within the assigned subsidiary or region
• Facilitates strategic account discussions with National Account Managers to maximize client relationships, revenue opportunities, and service integration
• Monitors account performance and recommends resources, interventions, or additional support when necessary
• Recommends National Account Manager assignments, reassignments, and account dispositions to the Corporate Director of National Accounts
• Trains and mentors new National Account Managers on client development, account planning, project coordination, and ECS account management practices
• Assists National Account Managers with account challenges, underperforming offices, and relationship concerns
• Establishes accountability for account plans, client communication, project tracking, and financial performance
• Promotes consistency and knowledge sharing across the national account management community
• Develops account management capabilities and supports succession planning for strategically important client relationships

Regional Account Coordination

• Coordinates the regional account management process and establishes consistent practices across the subsidiary
• Provides strategic direction and support to regional account leaders without directly managing every regional account
• Identifies regional relationships that have the potential to develop into national accounts
• Promotes collaboration among offices, regions, service lines, and account teams to strengthen regional client relationships
• Establishes processes for evaluating, assigning, monitoring, and developing regional accounts
• Connects regional opportunities with national account strategies and broader organizational capabilities
• Supports regional and subsidiary leaders in resolving account ownership, resource allocation, and client coordination issues

Client Relationship Management

• Contacts assigned national client representatives at least monthly to maintain relationships and understand changing business needs
• Conducts face-to-face meetings with assigned national client representatives at least quarterly
• Communicates with national client stakeholders to identify changing requirements, service expectations, and business priorities
• Develops trusted relationships with client decision-makers, influencers, and operational contacts
• Coordinates responses to client requests and ensures commitments are communicated to appropriate ECS personnel
• Assists the Corporate Director of National Accounts with national client contractual issues and relationship concerns
• Resolves client service issues in collaboration with office, regional, subsidiary, and corporate leadership
• Represents ECS professionally during client meetings, presentations, conferences, and industry events

Project & Portfolio Oversight

• Oversees active projects and programs associated with assigned national accounts
• Coordinates work across ECS offices and service lines to meet client requirements for deliverables, fees, schedules, quality, and communication
• Maintains and tracks a comprehensive list of active national account projects, milestones, responsibilities, and deadlines
• Monitors project progress and identifies delivery, resource, schedule, quality, or client satisfaction concerns
• Collaborates with project managers, principals, and operational leaders to resolve project delivery challengesProvides input regarding technical decisions, proposals, reports, project execution, quality control, and deliverable standardization
• Ensures reports, proposals, invoices, and client communications reflect account-specific standards and expectations
• Schedules and leads internal training related to specific national client requirements, procedures, and service expectations
• Supports consistent project execution and client service across geographically dispersed offices
• Executes technical or project work within an area of professional expertise when appropriate

Financial & Performance Management

• Monitors account revenue, backlog, profitability, accounts receivable, project performance, and growth trends
• Maintains month-to-date and year-to-date invoicing summaries for assigned national accounts
• Coordinates invoicing activities across ECS offices to meet client requirements and billing expectations
• Develops and improves systems for tracking account activity, project performance, client engagement, and financial results
• Reviews account performance data and recommends actions that improve growth, profitability, client satisfaction, and operational effectiveness
• Tracks progress toward established account goals and communicates performance results to appropriate leadership
• Identifies financial, contractual, operational, or relationship risks and coordinates corrective actions
• Supports annual planning, forecasting, budgeting, and account growth discussions

Executive & Cross-Functional Collaboration

• Supports the Regional President, Subsidiary Vice Presidents, and Corporate Director of National Accounts in managing strategic client relationships and project portfolios
• Partners with operational leaders, project managers, principals, business development professionals, and technical teams to support account objectives
• Collaborates across subsidiaries, regions, offices, market sectors, and service lines to coordinate resources and expand client relationships
• Promotes teamwork, accountability, and consistent client service throughout the account management process
• Supports proposal preparation, Principal review, quality control, training, mentoring, and standardization initiatives
• Works with the Corporate Director of National Accounts to resolve branch-level conflicts and address account performance concerns
• Communicates account priorities, client expectations, and performance information to executive and operational leadership
• Performs other duties as assigned

Qualifications

Required Qualifications

• 12 years of related experience with a degree or 16 years of related experience without a degree
• High school diploma or GED required
  • Bachelor’s degree in Engineering, Business Administration, Marketing, or a related discipline and/or Master’s degree or MBA preferred
• If driving for, or on behalf of, any ECS subsidiary, a valid driver’s license is required
• Expert knowledge of national account management, strategic account planning, client development, and business development principles
• Demonstrated expertise in at least one ECS primary service line, including geotechnical engineering, environmental consulting, construction materials testing, or facilities consulting
• Strong understanding of professional services operations, project delivery, financial management, and client service
• Ability to develop and execute account strategies that increase revenue, strengthen relationships, and expand service opportunities
• Ability to lead complex client relationships across multiple offices, geographic markets, and service lines
• Strong leadership, mentoring, coaching, and organizational influence skills
• Ability to advise National Account Managers and senior leaders on account strategy, performance, and relationship development
• Strong financial acumen with the ability to evaluate revenue, profitability, backlog, invoicing, accounts receivable, and project performance
• Ability to coordinate multidisciplinary teams and resources across organizational boundaries
• Excellent verbal, written, presentation, negotiation, and interpersonal communication skills
• Strong client service, relationship management, and conflict resolution skills
• Ability to build credibility and trusted relationships with client executives, operational leaders, and internal stakeholders
• Entrepreneurial drive with a demonstrated ability to establish priorities, pursue opportunities, and achieve growth objectives
• Strong strategic thinking, decision-making, and problem-solving skills
• Ability to identify client needs and align those needs with organizational capabilities and service offerings
• Outstanding organizational and portfolio management skills
• Ability to manage multiple priorities, accounts, projects, and deadlines in a complex business environment
• Ability to interpret account performance data and translate findings into actionable recommendations
• Proficiency with Microsoft Office Suite, customer relationship management systems, project management platforms, and business reporting tools
• Ability to maintain confidentiality and exercise sound judgment when handling sensitive client, contractual, and financial information

Military Qualifications

• The following US Military ranks will qualify for this position IF they also meet the education, certification, and licenses requirements from the above section titled "Required Qualifications":
• E-6

The expected pay range for this role and location is $80k - $160k/year. The final agreed-upon compensation will be determined based on specific location and other individual qualifications.

About Us

ECS Group of Companies (ECS) was founded in 1988 with the goal to raise the standards of professional engineering consulting. Today, we are a leader in geotechnical, construction materials, environmental and building science + infrastructure consulting services. We are employee-owned with more than 3,200 employees in 125 offices and testing facilities coast to coast. ECS is currently ranked #60 in Engineering News-Record’s Top 500 Design Firms (April 2026), #148 in Engineering News-Record’s Top 200 Environmental Firms (October 2025) and #38 in Zweig Group’s Hot Firm List (June 2026). For additional information about ECS, visit:

ECS is an Equal Opportunity Employer. To learn more, click here.