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Engineering Consulting Services

Engineering consulting, geotechnical, environmental, testing services

Subsidiary Director of National and Regional Accounts

Account ManagementUpdated on Nov 10
Part-timeRichmond, VA, USA$80k - $160k /yrIn-person

About the Job

Requirements

  • The role requires 12 years of related experience with a degree or 16 years of related experience without a degree.
  • A high school diploma or GED is required.
  • A valid driver’s license is required when driving for or on behalf of any ECS subsidiary.
  • Candidates need expert knowledge of national account management, strategic account planning, client development, and business development principles.
  • Candidates need demonstrated expertise in at least one ECS primary service line: geotechnical engineering, environmental consulting, construction materials testing, or facilities consulting.
  • Candidates need a strong understanding of professional services operations, project delivery, financial management, and client service.
  • Candidates must be able to develop and execute account strategies that increase revenue, strengthen relationships, and expand service opportunities.
  • Candidates must be able to lead complex client relationships across multiple offices, geographic markets, and service lines.
  • Candidates need leadership, mentoring, coaching, and organizational influence skills, and must be able to advise National Account Managers and senior leaders on account strategy, performance, and relationship development.
  • Candidates need financial acumen to evaluate revenue, profitability, backlog, invoicing, accounts receivable, and project performance.
  • Candidates must be able to coordinate multidisciplinary teams and resources across organizational boundaries.
  • Candidates need verbal, written, presentation, negotiation, and interpersonal communication skills.
  • Candidates need client service, relationship management, and conflict resolution skills.
  • Candidates must be able to build credibility and trusted relationships with client executives, operational leaders, and internal stakeholders.
  • Candidates need the ability to establish priorities, pursue opportunities, and achieve growth objectives.
  • Candidates need strategic thinking, decision-making, and problem-solving skills.
  • Candidates must be able to identify client needs and align them with organizational capabilities and service offerings.
  • Candidates need organizational and portfolio management skills, and the ability to manage multiple priorities, accounts, projects, and deadlines in a complex business environment.
  • Candidates must be able to interpret account performance data and translate findings into actionable recommendations.
  • Candidates need proficiency with Microsoft Office Suite, customer relationship management systems, project management platforms, and business reporting tools.
  • Candidates must be able to maintain confidentiality and exercise sound judgment when handling sensitive client, contractual, and financial information.
  • E-6 is a qualifying U.S. military rank only when the candidate also meets the stated education, certification, and license requirements.

Responsibilities

  • Directly manage a portfolio of at least 10 national accounts totaling at least $3 million in annual sales.
  • Establish account strategies, growth objectives, relationship plans, and performance expectations for assigned national accounts.
  • Develop and lead national account programs supporting client development, project execution, service integration, and long-term growth.
  • Identify and pursue new national account opportunities within and outside the assigned subsidiary.
  • Identify emerging client relationships in branch offices and develop strategies to expand them into regional or national accounts.
  • Collaborate with National Account Managers to expand relationships, increase account penetration, and identify additional service opportunities.
  • Support capture teams and strategic pursuit efforts involving national and regional clients.
  • Develop client relationships directly and serve as a senior point of contact for strategically important accounts.
  • Maintain and continually improve client satisfaction with ECS services.
  • Explore additional client needs and connect clients with appropriate ECS capabilities, service lines, and external resources when necessary.
  • Participate in market sector groups and align account strategies with sector-specific growth priorities.
  • Support marketing and business development activities as directed by subsidiary and national account leadership.
  • Oversee, support, and mentor National Account Managers within the assigned subsidiary or region.
  • Facilitate strategic account discussions with National Account Managers to maximize client relationships, revenue opportunities, and service integration.
  • Monitor account performance and recommend resources, interventions, or additional support when necessary.
  • Recommend National Account Manager assignments, reassignments, and account dispositions to the Corporate Director of National Accounts.
  • Train and mentor new National Account Managers on client development, account planning, project coordination, and ECS account management practices.
  • Assist National Account Managers with account challenges, underperforming offices, and relationship concerns.
  • Establish accountability for account plans, client communication, project tracking, and financial performance.
  • Promote consistency and knowledge sharing across the national account management community.
  • Develop account management capabilities and support succession planning for strategically important client relationships.
  • Coordinate the regional account management process and establish consistent practices across the subsidiary.
  • Provide strategic direction and support to regional account leaders without directly managing every regional account.
  • Identify regional relationships that could develop into national accounts.
  • Promote collaboration among offices, regions, service lines, and account teams to strengthen regional client relationships.
  • Establish processes for evaluating, assigning, monitoring, and developing regional accounts.
  • Connect regional opportunities with national account strategies and broader organizational capabilities.
  • Support regional and subsidiary leaders in resolving account ownership, resource allocation, and client coordination issues.
  • Contact assigned national client representatives at least monthly to maintain relationships and understand changing business needs.
  • Conduct face-to-face meetings with assigned national client representatives at least quarterly.
  • Communicate with national client stakeholders to identify changing requirements, service expectations, and business priorities.
  • Develop trusted relationships with client decision-makers, influencers, and operational contacts.
  • Coordinate responses to client requests and ensure commitments are communicated to appropriate ECS personnel.
  • Assist the Corporate Director of National Accounts with national client contractual issues and relationship concerns.
  • Resolve client service issues in collaboration with office, regional, subsidiary, and corporate leadership.
  • Represent ECS professionally during client meetings, presentations, conferences, and industry events.
  • Oversee active projects and programs associated with assigned national accounts.
  • Coordinate work across ECS offices and service lines to meet client requirements for deliverables, fees, schedules, quality, and communication.
  • Maintain and track a comprehensive list of active national account projects, milestones, responsibilities, and deadlines.
  • Monitor project progress and identify delivery, resource, schedule, quality, or client satisfaction concerns.
  • Collaborate with project managers, principals, and operational leaders to resolve project delivery challenges.
  • Provide input regarding technical decisions, proposals, reports, project execution, quality control, and deliverable standardization.
  • Ensure reports, proposals, invoices, and client communications reflect account-specific standards and expectations.
  • Schedule and lead internal training related to specific national client requirements, procedures, and service expectations.
  • Support consistent project execution and client service across geographically dispersed offices.
  • Execute technical or project work within an area of professional expertise when appropriate.
  • Monitor account revenue, backlog, profitability, accounts receivable, project performance, and growth trends.
  • Maintain month-to-date and year-to-date invoicing summaries for assigned national accounts.
  • Coordinate invoicing activities across ECS offices to meet client requirements and billing expectations.
  • Develop and improve systems for tracking account activity, project performance, client engagement, and financial results.
  • Review account performance data and recommend actions that improve growth, profitability, client satisfaction, and operational effectiveness.
  • Track progress toward established account goals and communicate performance results to appropriate leadership.
  • Identify financial, contractual, operational, or relationship risks and coordinate corrective actions.
  • Support annual planning, forecasting, budgeting, and account growth discussions.
  • Support the Regional President, Subsidiary Vice Presidents, and Corporate Director of National Accounts in managing strategic client relationships and project portfolios.
  • Partner with operational leaders, project managers, principals, business development professionals, and technical teams to support account objectives.
  • Collaborate across subsidiaries, regions, offices, market sectors, and service lines to coordinate resources and expand client relationships.
  • Promote teamwork, accountability, and consistent client service throughout the account management process.
  • Support proposal preparation, Principal review, quality control, training, mentoring, and standardization initiatives.
  • Work with the Corporate Director of National Accounts to resolve branch-level conflicts and address account performance concerns.
  • Communicate account priorities, client expectations, and performance information to executive and operational leadership.

Desired Qualifications

  • A bachelor's degree in Engineering, Business Administration, Marketing, or a related discipline is preferred.
  • A master's degree or MBA is preferred.

About the Company

Engineering Consulting Services

Engineering consulting, geotechnical, environmental, testing services

ECS provides engineering consulting in geotechnical, environmental, construction materials testing/inspection, and facilities engineering. It operates nationwide through subsidiaries under ECS Group of Companies, with 3,000+ employees and 100+ offices. It differentiates itself as an employee-owned firm with a large regional footprint and a focus on delivering on time, under budget, and with value. Its goal is to deliver high-quality services and earn recognition for practical results and strong client relationships, evidenced by repeat business and referrals.

Company size
1,001-5,000
Company stage
Not listed
Total funding
Not listed
Headquarters
Chantilly, VA
Founded
1988

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