Impact Staffing International (ISI) is seeking an Account Director to join our client's growing sales team. This individual will own the Chicago market and be responsible for developing relationships with national and enterprise accounts headquartered within that market. The ideal candidate will be a proven B2B sales professional who has successfully built a book of business from the ground up, developed strong relationships with corporate decision-makers, and closed large, complex deals with mid-sized and enterprise organizations.
Overview The Account Director will be responsible for developing new business within a defined major metropolitan market, with a focus on national and enterprise organizations headquartered within that territory. Rather than managing a broad multi-state territory, this individual will focus deeply on their home market, building relationships with corporate facilities, procurement, real estate, operations, and other key decision-makers.
This individual will sell across three primary service categories: recurring facility services, skilled trades, and capital projects. The Account Director will be expected to generate their own pipeline through proactive business development, develop long-term client relationships, close large opportunities, and expand accounts across multiple service offerings.
This is a fully remote position and reports directly to the Vice President of Sales.
Description
Our client is seeking a highly motivated, relationship-driven Account Director to develop and grow national and enterprise business within a major metropolitan market.
The Account Director will own the sales process from initial prospecting and relationship development through scoping, proposal, negotiation, and close. This individual will be expected to independently generate new opportunities through cold calling, in-person prospecting, networking, industry events, referrals, and relationship development.
The role will focus on selling three primary categories of services:
Janitorial and Recurring Services:
Janitorial, floor care, day porters, landscaping and grounds maintenance, and parking lot sweeping.
Trades:
HVAC preventative and reactive maintenance, plumbing, electrical, fire and life safety, dock and bay doors, and handyman services.
Capital Projects:
Construction, renovations, build-outs, flooring and roof replacement, concrete and asphalt projects, and lighting retrofits.
The ideal candidate does not necessarily need previous facility services experience but must have a proven history of building a B2B book of business from the ground up and selling complex solutions that require multiple meetings and stakeholders.
Purpose The purpose of this position is to develop a strong pipeline of national and enterprise opportunities within an assigned hub market, convert those opportunities into profitable client relationships, and expand existing accounts across the company's full portfolio of services.
The Account Director will focus on building lasting relationships with corporate decision-makers while partnering closely with internal operations teams to ensure opportunities are properly scoped, priced, and positioned for long-term profitability.
Essential Functions
Own a major metropolitan hub market and develop national and enterprise accounts headquartered within that territory.
Identify and pursue new business opportunities with mid-sized, large, and enterprise organizations.
Build relationships with corporate facilities, procurement, real estate, operations, and other key decision-makers.
Generate new sales opportunities through high-volume outbound business development activities, including cold calling, walk-ins, networking, industry events, and referrals.
Build and maintain a consistent pipeline of qualified new-business opportunities.
Develop relationships with key contacts that lead to repeat business, referrals, and long-term partnerships.
Manage complex B2B sales cycles involving multiple meetings, stakeholders, and decision-makers.
Sell recurring facility services, skilled trades, and capital project solutions.
Expand existing client relationships into additional service categories, particularly skilled trades and capital projects.
Partner with Operations during the scoping process before pricing and proposals are finalized.
Maintain a strong understanding of pricing, gross margin, and the financial impact of proposed work.
Develop solutions that balance client needs with company profitability and operational capabilities.
Maintain an accurate and up-to-date sales forecast that leadership can confidently plan against.
Maintain accurate pipeline, opportunity, and client information within the company's CRM.
Manage opportunities from initial prospecting through proposal, negotiation, close, and transition to operations.
Develop a strong understanding of the company's technical service offerings and effectively communicate their value to prospective clients.
Represent the company professionally at client meetings, networking events, industry events, and other business-development activities.
Maintain ownership of annual revenue and gross margin performance within the assigned market.
Achieve an annual revenue target of approximately $7.5 million.
Achieve an annual gross margin target of approximately $975,000.
Maintain a profitable mix of recurring services, skilled trades, and capital project business.
Qualifications
5+ years of B2B sales experience selling to mid-sized, large, or enterprise organizations.
Proven experience building a book of business from the ground up.
Demonstrated success generating business through proactive outbound sales efforts rather than relying primarily on inbound leads or inherited accounts.
Strong experience with cold calling, prospecting, networking, walk-ins, industry events, and other new-business-development strategies.
Proven ability to consistently generate new first meetings and maintain a healthy sales pipeline.
Demonstrated history of building meaningful relationships with corporate decision-makers and maintaining a strong professional network.
Proven track record of closing deals exceeding $500,000 in annual contract value.
Experience managing complex B2B sales cycles involving multiple stakeholders and decision-makers.
Strong relationship-building, communication, presentation, and negotiation skills.
Ability to identify and develop new opportunities independently.
Strong understanding of pipeline management, forecasting, and CRM discipline.
Ability to understand pricing, profitability, and gross margin when developing client solutions.
Ability and willingness to quickly learn technical service offerings and effectively communicate those solutions to clients.
Comfortable working closely with Operations and other internal teams throughout the sales and scoping process.
Experience selling facility services, integrated facility management, construction, industrial services, skilled trades, or similar services strongly preferred.
Previous experience working in facilities or operations on the client side is a plus.
Experience selling recurring-revenue services strongly preferred.
Experience expanding existing client relationships into additional services or business lines preferred.
Must be comfortable in a highly proactive, outbound-focused sales environment.
Must be capable of developing new business without relying on marketing-generated leads or inherited accounts.
Must demonstrate a value-based approach to selling with an understanding of the importance of maintaining healthy margins.