Strategic Account Representative

Position Summary

Kelso Building Services is seeking a Strategic Account Representative (SAR) to develop and grow relationships with strategically important customers across commercial and industrial markets.

Primary Responsibilities

• Identify, qualify, and develop strategically important customer opportunities.
• Develop long-term account strategies that support customer and company objectives.
• Build relationships with executive, operational, and technical decision-makers.
• Expand Kelso's presence within existing and prospective strategic accounts.
• Develop trusted customer relationships built on integrity, responsiveness, and follow-through.
• Understand customer business objectives, operational challenges, and future initiatives.
• Position Kelso Building Services as a long-term strategic partner.
• Identify opportunities for service agreements, preventive maintenance programs, capital projects, energy solutions, and other mechanical service offerings.
• Collaborate with Operations, Estimating, Project Management, Account Management, Business Development, and Kelso Industries operating companies to deliver comprehensive customer solutions.
• Support the development and negotiation of commercial agreements, including Master Service Agreements (MSAs), national agreements, and other strategic customer partnerships.
• Build productive working relationships across Kelso Building Services and Kelso Industries.
• Collaborate with Business Development Representatives (BDRs), Account Managers (AMs), Operations, and branch leadership to deliver the best possible customer experience.
• Promote organizational collaboration over internal competition while supporting the One Kelso philosophy.
• Maintain accurate opportunity forecasts and CRM information.
• Honor commitments through proactive communication and follow-through.
• Represent Kelso Building Services with professionalism in every customer interaction.

Qualifications

• Three (3) or more years of consultative business development, strategic account management, enterprise sales, or comparable relationship-focused experience.
• Demonstrated ability to develop long-term customer relationships.
• Excellent communication, organizational, and interpersonal skills.
• Strong business judgment and problem-solving ability.
• Experience using CRM software (Salesforce preferred) and Microsoft Office.
• Valid driver's license and willingness to travel within the assigned territory.

Preferred Experience

• Experience in one or more of the following: Commercial HVAC, Mechanical contracting, Facility management, Commercial real estate, Energy services, Industrial or construction-related sales, Multi-site or national account management.

Characteristics of Success

• Consistently build trust before pursuing transactions.
• Recognize strategic opportunities beyond individual projects.
• Develop long-term customer partnerships.
• Collaborate effectively across departments and operating companies.
• Honor commitments and communicate professionally.
• Create sustainable, profitable business growth.
• Strengthen Kelso Building Services' reputation through every customer interaction.