Strategic Account Representative

Position Summary

Kelso Building Services is seeking a Strategic Account Representative (SAR) to develop and grow relationships with strategically important customers across commercial and industrial markets.

The Strategic Account Representative develops relationships whose strategic value extends beyond a single transaction, project, location, or business unit. Success in this role is achieved by building trusted partnerships, understanding customer objectives, coordinating organizational resources, and creating long-term value for both the customer and Kelso Building Services.

This position requires a relationship-driven professional who enjoys solving complex business challenges, collaborating across teams, and developing customer partnerships that support sustainable growth.

Primary Responsibilities

Strategic Business Development

• Identify, qualify, and develop strategically important customer opportunities.
• Develop long-term account strategies that support customer and company objectives.
• Build relationships with executive, operational, and technical decision-makers.
• Expand Kelso's presence within existing and prospective strategic accounts.

Strategic Relationship Development

• Develop trusted customer relationships built on integrity, responsiveness, and follow-through.
• Understand customer business objectives, operational challenges, and future initiatives.
• Position Kelso Building Services as a long-term strategic partner.

Customer Solutions

• Identify opportunities for service agreements, preventive maintenance programs, capital projects, energy solutions, and other mechanical service offerings.
• Coordinate with Operations, Estimating, Project Management, Account Management, Business Development, and Kelso Industries operating companies to deliver comprehensive customer solutions.
• Support the development and negotiation of commercial agreements, including Master Service Agreements (MSAs), national agreements, and other strategic customer partnerships.

Collaboration

• Build productive working relationships across Kelso Building Services and Kelso Industries.
• Collaborate with Business Development Representatives (BDRs), Account Managers (AMs), Operations, and branch leadership to deliver the best possible customer experience.
• Promote organizational collaboration over internal competition while supporting the One Kelso philosophy.

Business Stewardship

• Maintain accurate opportunity forecasts and CRM information.
• Honor commitments through proactive communication and follow-through.
• Represent Kelso Building Services with professionalism in every customer interaction.

Qualifications

Required

• Three (3) or more years of consultative business development, strategic account management, enterprise sales, or comparable relationship-focused experience.
• Demonstrated ability to develop long-term customer relationships.
• Excellent communication, organizational, and interpersonal skills.
• Strong business judgment and problem-solving ability.
• Experience using CRM software (Salesforce preferred) and Microsoft Office.
• Valid driver's license and willingness to travel within the assigned territory.

Preferred

Experience in one or more of the following:

• Commercial HVAC
• Mechanical contracting
• Facility management
• Commercial real estate
• Energy services
• Industrial or construction-related sales
• Multi-site or national account management

Equivalent experience will be considered.

Characteristics of Success

Successful Strategic Account Representatives consistently:

• Build trust before pursuing transactions.
• Recognize strategic opportunities beyond individual projects.
• Develop long-term customer partnerships.
• Collaborate effectively across departments and operating companies.
• Honor commitments and communicate professionally.
• Create sustainable, profitable business growth.
• Strengthen Kelso Building Services' reputation through every customer interaction.

Why Kelso Building Services

At Kelso Building Services, we believe long-term customer relationships are built through trust, collaboration, and exceptional service.

Our Strategic Account Representatives play a critical role in helping customers solve complex facility challenges while connecting them with the full capabilities of Kelso Building Services and Kelso Industries.

If you are passionate about building meaningful relationships, creating long-term value, and growing your career with an organization committed to excellence, we encourage you to apply.