Position Summary
The Senior Account Manager is responsible for driving strategic revenue growth through high-value client relationships, complex project sales, and long-term account development.
This role focuses on expanding key accounts, closing large and complex opportunities, and aligning Aero’s full suite of services with client needs. The Senior Account Manager operates as a trusted advisor to clients and plays a critical role in market positioning, revenue forecasting, and business strategy.
Success in this role is defined by profitable revenue growth, client retention, account expansion, and market influence.
Key Responsibilities
- Own and exceed annual sales targets including:
- Revenue
- Gross profit
- Strategic account growth
- Close rate on high-value opportunities
- Lead the pursuit and closure of large, complex, and multi-service projects
- Build deep, long-term partnerships with decision-makers and influencers
- Align internal technical teams to develop tailored, high-value solutions
- Drive proposal strategy, pricing approach, and positioning
- Maintain a strong presence in the market through industry involvement (BOMA, IFMA, ASHE, etc.)
- Support expansion into new verticals, regions, or service offerings
- Drive adoption of all Aero service lines across assigned accounts:
- Testing & Balancing (TAB)
- Commissioning (Cx)
- Critical Environments
- Building Performance / MBCx
- Identify bundled and lifecycle service opportunities
- Participate in regular sales reviews with leadership
- Identify follow-up work and expansion opportunities during project lifecycle
Qualifications
- Bachelor’s Degree or Equivalent Experience
- 7+ years of experience in service-based sales in HVAC, commissioning, or building performance, focused on healthcare and critical environments.
- Proven track record of closing complex, high-value deals
- Demonstrated success managing and growing strategic accounts
- Advanced sales and negotiation skills
- Excellent communication, presentation, and influencing skills
- Strong organizational and pipeline management capabilities.
- Experience working with CRM systems (HubSpot, Salesforce, etc.)
- High level of accountability and ownership
Work Environment & Expectations
- Significant client-facing time including meetings, site visits, and industry events
- Regular participation in networking and market development activities
- Periodic travel within regional and target growth markets
- Hybrid Position
