Commercial Account Manager

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Full Time Sales Sterling, VA, US

5 days ago Requisition

The Commercial Account Manager is responsible for driving profitable commercial growth through proactive prospecting, consultative selling, and exceptional customer relationship management. This individual is a highly motivated hunter who thrives on identifying opportunities, opening doors, building long-term partnerships, and closing profitable business.

Success in this role requires a strong understanding of Integrated Pest Management (IPM), outstanding communication skills, strategic territory management, and the ability to earn the trust of decision-makers across a wide range of industries including property management, healthcare, food processing, manufacturing, education, hospitality, and government facilities.

• Generate new commercial business through cold calling, prospecting, networking, referrals, and community involvement.
• Identify and pursue high-value commercial accounts.
• Build and maintain a healthy sales pipeline using CRM tools.
• Schedule appointments with decision-makers and facility managers.
• Conduct professional facility inspections and needs assessments.
• Develop customized pest management solutions based on Integrated Pest Management (IPM) principles.
• Prepare and present professional proposals.
• Negotiate pricing while protecting company profitability.
• Consistently achieve or exceed monthly and annual sales goals.

• Develop trusted advisor relationships with commercial customers.
• Maintain regular communication with existing clients.
• Conduct periodic account reviews.
• Identify expansion opportunities within existing accounts.
• Coordinate with Operations to ensure exceptional service delivery.
• Resolve customer concerns professionally and promptly.
• Maintain high customer retention through proactive relationship management.
• Demonstrate a consultative sales approach.
• Understand customer pain points and recommend value-driven solutions.
• Effectively overcome objections.
• Confidently ask for the business and close opportunities.
• Follow up consistently throughout the sales cycle.

• Develop a strategic territory growth plan.
• Maintain accurate prospect and customer records.
• Track sales activity, forecasts, and pipeline progression.
• Participate in networking events and local business organizations.

The ideal candidate possesses:

• Exceptional prospecting and cold-calling ability
• Strong hunter mentality
• Professional presentation skills
• Relationship-building expertise
• Closing ability
• Strategic thinking
• Time management
• Organization
• Self-motivation
• Problem-solving ability
• Ability to influence executive-level decision-makers
• Strong business acumen

• 3+ years of outside B2B sales experience
• Experience selling facility services or commercial services
• Experience prospecting through cold calling and networking
• Proven history of meeting or exceeding sales goals
• Experience selling to:
  • Property Management Companies
  • Manufacturing Facilities
  • Food Processing Facilities
  • Healthcare Facilities
  • Schools & Universities
  • Warehouses
  • Hospitality
  • Multi-Family Housing
  • Government Facilities

The successful candidate will understand:

• Integrated Pest Management (IPM)
• Insect biology and behavior
• Food safety standards
• Regulatory compliance
• Facility inspections
• Commercial service agreements

The Commercial Account Manager will be measured on:

• New Commercial Revenue
• Gross Margin
• New Accounts Sold
• Cold Calls Completed
• Prospect Meetings Scheduled
• Proposal-to-Close Ratio
• Close Percentage
• Customer Retention
• Existing Account Growth
• Referral GenerationCRM Activity Compliance

Top performers in this role:

• Hunt every day.
• Never wait for opportunities—they create them.
• Build relationships before asking for business.
• Are disciplined with prospecting.
• Stay organized.
• Communicate professionally.
• Handle rejection with resilience.
• Focus on solutions instead of products.
• Continuously learn…