Sales Team Lead - Target

About the role

The Team Leader is the CEO and senior strategic and financial owner of a designated customer account, accountable for its overall commercial performance, operational alignment, and long-term growth. This role carries full P&L responsibility and final accountability for revenue, margin, retention, customer satisfaction, and value creation. The TL establishes account strategy, approves major commercial decisions, and builds executive-level customer relationships while leading Associate Team Leaders (ATLs) and Account Executives (AEs).

Responsibilities

• Strategic Account Ownership - Own overall account performance, including full P&L responsibility for revenue growth, margin health, retention, and long-term value creation.
• Develop and approve annual and multi-quarter strategic account plans aligned with organizational objectives.
• Establish pricing philosophy, contract strategy, and risk parameters; approve non-standard pricing and major commercial commitments.
• Maintain deep understanding of the customer’s business, competitive landscape, and regulatory considerations to inform strategy.
• Ensure forecasting accuracy and renewal strategy across the account.
• Executive Engagement and Governance - Build and sustain executive-level relationships across key customer stakeholders.
• Lead Quarterly Business Reviews (QBRs), strategic planning sessions, and high-level negotiations.
• Serve as the final escalation point for contractual, financial, or strategic performance risks.
• Monitor account health indicators and proactively mitigate retention and profitability risks.
• Lead and hold ATL and AEs accountable for execution against strategic plans, KPIs, and financial targets.
• Establish clear expectations and performance standards across sales and account management teams.
• Drive disciplined CRM usage, inspection routines, and forecasting rigor.
• Support talent acquisition, succession planning, and leadership development initiatives.
• Model integrity, professionalism, and accountability in all interactions. Enforcement of company policy and procedures.

Requirements

• Bachelor’s degree required; advanced degree or equivalent experience preferred.
• 7+ years of experience in direct customer account management, sales leadership, or territory management roles.
• Proven success owning a large customer account with full responsibility for revenue, margin, retention, and customer satisfaction.
• Demonstrated P&L ownership, forecasting accuracy, pricing strategy expertise, and margin management capability.
• Experience leading Account Executives and/or people leaders, with demonstrated strength in performance management, coaching, and succession development.
• Strong executive presence with experience of engaging with C-level and senior stakeholders.
• Advanced financial acumen and the ability to use analytics and core metrics to guide strategic decisions.
• Deep industry knowledge and the ability to apply market insights and regulatory understanding to drive sustainable growth.
• Demonstrated accountability for financial and operational outcomes.
• Strategic initiative and sound judgment in complex, high-stakes environments.
• Adaptability and resilience when navigating change, conflict, and shifting customer priorities.
• Strong teamwork and influence skills, building alignment across diverse stakeholder groups.
• High integrity, professionalism, and adherence to ethical and compliance standards.
• Exceptional communication skills, with the ability to tailor messaging to executive audiences.
• Proficiency with Salesforce and Microsoft Office tools.
• Facilities maintenance industry experience preferred.
• Competitive, resilient, and dynamic leadership presence with a strong desire to win, excel, and elevate team performance while maintaining professionalism under pressure.
• Ability to be available 24/7 for customer needs.
• Valid driver’s license.
• Ability to travel at least twice per quarter for customer engagement or to support account and business growth.