Director of Account Management

Description

Position Overview

The 30+ year company supports the petrochemical and manufacturing industry domestically and internationally and is positioned along the Gulf Coast providing training, occupational medicine, and innovative solutions to industry. 

The Director of Account Management is a strategic commercial leader responsible for guiding and developing the Account Management team to strengthen existing customer relationships, identify new client opportunities, and expand HASC’s presence across current and emerging industrial markets. This role requires a proactive, externally focused leader who is energized by building relationships, representing HASC at industry events, introducing HASC’s business lines to organizations that may not yet be familiar with its services, and helping position HASC as a trusted partner in safety, training, occupational health, workforce development, and related solutions.

Based in Pasadena, Texas, this is an in-office leadership position requiring daily collaboration with executive leadership, business development, operations, marketing, and technical teams. The Director will also travel as needed to support customers, develop new business opportunities, attend industry events, and represent the organization nationwide. The Director serves as a key member of the leadership team, balancing customer retention, business development, sales strategy, and operational execution to achieve company growth objectives.

Essential Job Responsibilities

Leadership & Team Development

• Lead, mentor, and develop the Account Management team
• Establish KPIs, performance expectations, and development plans
• Recruit, coach, and retain high-performing account management professionals
• Foster a culture of accountability, collaboration, and customer service
• Conduct performance evaluations and succession planning
• Set clear expectations for proactive outreach, lead generation, relationship-building, and new client development across the Account Management team.
• Coach the team on consultative sales strategies, market research, customer discovery, and effective follow-up with prospective clients.
• Build a team culture that is externally focused, growth-minded, accountable, and comfortable representing HASC in professional and industry settings.
• Use pipeline data, market intelligence, and customer feedback to guide team priorities and business development efforts.

Business Development

• Develop and execute strategic business development initiatives to achieve annual revenue and growth objectives
• Proactively identify, qualify, and pursue new client opportunities within HASC’s current industrial markets, including petrochemical, refining, contractor, manufacturing, construction, maritime, and energy-related sectors.
• Build relationships with prospective customers and key decision-makers
• Lead sales presentations, proposals, contract negotiations, and closing activities
• Develop account penetration plans to increase market share
• Actively represent HASC at industry conferences, trade associations, customer events, economic development meetings, and market-specific networking opportunities to build awareness, generate leads, and strengthen HASC’s reputation as a trusted business partner.
• Maintain an active sales pipeline and accurate CRM forecasts

Account Management

• Oversee strategic customer accounts to maximize retention and growth
• Develop executive-level customer relationships
• Lead account planning and executive business reviews
• Drive cross-selling and upselling opportunities
• Resolve customer issues through cross-functional collaboration

Technical & Operational Support

• Partner with operations and technical teams to deliver effective customer solutions
• Coordinate internal technical resources to meet customer needs
• Support complex solution development and continuous improvement

Strategic Planning & Financial Performance

• Develop annual business plans and revenue growth strategies
• Analyze market trends and financial performance
• Prepare executive reports, forecasts, and presentations
• Maintain CRM integrity and participate in budgeting

Market Growth & External Engagement

• Lead the Account Management team in identifying and pursuing new clients within industries and markets currently served by HASC.
• Build and maintain a strong external presence by attending industry events, association meetings, conferences, customer forums, and networking opportunities in key markets.
• Represent HASC as a trusted resource and business partner to organizations that may not yet be familiar with HASC’s services, value proposition, and full range of business lines.
• Identify emerging market opportunities where HASC’s services could support organizational safety, compliance, workforce readiness, and operational performance.
• Partner with executive leadership, marketing, operations, and technical teams to develop outreach strategies that support market growth and brand awareness.
• Assess customer and market needs to recommend new service opportunities, business line growth, or expansion into adjacent industries.
• Coach account managers on consultative selling, relationship development, market intelligence gathering, and professional representation of HASC in external settings.

Key Performance Indicators (KPIs)

• New business revenue generated
• Annual sales growth
• Existing account revenue growth
• Customer retention rate
• Gross margin performance
• Sales pipeline value and forecast accuracy
• Customer satisfaction
• Proposal win rate
• Team performance and employee development
• Cross-functional collaboration
• CRM adoption and reporting accuracy

The Director of Account Management will be a relationship-driven commercial leader who enjoys building teams, developing new businesses, attending industry events, opening doors in new markets, and helping organizations understand how HASC’s services can support their safety, compliance, training, occupational health, and workforce development needs.

Preferred Skills & Qualifications

• Bachelor’s Degree preferred
• 8–10 years of progressive experience in account management, business development, or commercial leadership within petrochemical, industrial, manufacturing, or energy sectors
• Minimum 5 years of leadership experience
• Demonstrated success growing existing accounts and acquiring new business
• Experience negotiating contracts and managing strategic customer relationships
• Proven success leading teams responsible for new client acquisition, market growth, and revenue expansion. 
• Ability to identify market gaps, develop growth strategies, and introduce services to organizations unfamiliar with HASC.

Travel & Work Requirements

• In office position located in Pasadena, Texas (Houston Area)
• Regular on-site collaboration with leadership and cross-functional teams is required
• Ability to travel 30–50%, including overnight travel, as required
• Valid driver's license required

Physical Demands

While performing the duties of this job, the employee is regularly required to read, talk or hear. The employee frequently is required to stand, walk, sit, use hands to handle training equipment and tools, reach with hands and arms, climb or balance, stoop, kneel, crouch, and crawl. The employee occasionally lifts and/or moves up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Work Environment

This job is typically in an office environment and will also require travel as needed. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Reporting Responsibilities

The Director of Account Management reports directly to Senior Vice President of Strategy. This position has direct report(s).