Commercial Account Manager

Responsibilities

• Define and execute territory and account-level sales strategies focused on I&I reduction projects, including assessment, design, and rehabilitation work (CCTV, flow monitoring, CIPP lining, chemical grouting, manhole rehabilitation, lateral rehab, and related construction services).
• Proactively generate and qualify I&I-related opportunities by targeting communities and utilities experiencing capacity constraints, SSOs, regulatory pressure, or elevated treatment and pumping costs due to excess clear water in their systems.
• Perform structured account planning to identify, develop, and close I&I-driven engineering and construction programs, including multi-year wet weather, capacity, or consent decree–driven initiatives.
• Build and maintain strong relationships with consulting engineers, municipal decision-makers, utility managers, and industrial clients to position Insituform as a trusted partner for I&I investigation and rehabilitation.
• Collaborate with internal engineering, project management, and operations teams to shape technical solutions that address specific I&I defects such as defective joints, cracked pipes, leaking laterals, and manhole inflow sources.
• Conduct customer meetings and technical presentations that clearly communicate the operational, financial, and regulatory impacts of I&I and the value of Insituform’s trenchless rehabilitation and sealing technologies.
• Prepare proposals and recommend contract prices for I&I studies and construction projects; execute bid strategy, provide input into estimating, optimize pricing, and help assemble project teams (consultants, subcontractors, internal resources) to win and deliver profitable work.
• Develop and maintain opportunity pipelines and sales forecasts specifically for I&I-related work, ensuring all activities and opportunities are current in the CRM system.
• Gather and communicate market intelligence on I&I program funding, regulatory drivers, competing technologies, and local procurement practices, and respond to competitive analyses.
• Provide input into the development of marketing content, case studies, and educational materials focused on the causes, risks, and solutions for I&I.
• Support internal budgeting and forecasting by tracking booked I&I projects, backlog, and revenue projections, and by providing periodic variance analysis against plan for the I&I solutions portfolio.
• Develop, review, and refine key performance indicators and dashboards that track I&I program wins, average project size, conversion rates from study to construction, and penetration of target accounts.

Qualifications

• Bachelor’s Degree with a concentration in Construction Management, Civil/Environmental Engineering, or other related field required.
• 5+ years of related sales or client-facing experience in the water/wastewater, pipeline, or municipal markets, with demonstrated success developing engineering or construction services, preferably water/wastewater and/or I&I reduction.
• Working knowledge of wastewater collection systems, inflow and infiltration concepts, and common I&I investigation and rehabilitation methods.
• Strong business development, opportunity qualification, and consultative selling skills, with the ability to link I&I technical issues to financial and regulatory outcomes for the client.
• Entrepreneurial energy and comfort building a focused I&I solutions portfolio within a broader organization, including working across functional teams.
• Excellent interpersonal and communication skills, with the ability to present technical concepts to both technical and non-technical stakeholders at all organizational levels.
• Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software; Microsoft Office (Excel, Word, PowerPoint) required.
• Willingness to travel within the assigned territory to visit clients, attend industry events, and support project pursuits.