National Accounts Representative

Job Summary:

We are seeking a high-energy, self-motivated National Accounts Representative to join our PHC team from the ground floor.  In this role you will report to, and work closely with, the Vice President Sales. The National Accounts Representative is responsible for executing plans to build a national accounts book of business to fuel this start up business unit to scale to $400M in the next 5 years. This team member will have the unique opportunity to come in as a market pioneer with a focus on prototyping the commercial model while hunting for anchor clients. You will be responsible for identifying, qualifying, and closing out our first wave of national partners and building the commercial “playbook” for the future. 

Key Responsibilities

• Prospecting & lead generation: Identify and target high-potential national accounts through aggressive outbound outreach and strategic networking

• Commercial Prototyping: Collaborate with leadership to refine the business unit’s value proposition, pricing models, and pitch materials based on direct market feedback
• CRM Foundation: Build and manage a robust sales pipeline, meticulously documenting activity and market insights to establish the unit's initial performance benchmarks

• C-Suite Engagement: Navigate complex corporate hierarchies across a group of businesses to identify and build consensus among multiple stakeholders
• Full Cycle Sales: Manage the complete sales cycle for multi-site enterprise deals, from initial introduction and tailored proposal development to final contract negotiation
• Proof of Concept Execution: Directly oversee the "stand up" and onboarding of the first national accounts to ensure a seamless service transition and early-stage ROI

• Internal Liaison: Act as the "voice of the customer" to internal operations and product teams to bridge service gaps during the unit's early build-out
• Process Engineering: Assist in drafting the standard operating procedures (SOPs) for how the company will scale and support national accounts in the future
• Total Cost of Ownership (TCO): Leverage technical abilities to properly apply equipment and promote Total Cost of Ownership selling

The above statements are intended only to describe the general nature of the job and should not be construed as an all-inclusive list of position responsibilities. Responsibilities and impact may cross over technical fields/functions.

Desired Outcomes

• Anchor Client Acquisition: Securing the first 2–3 "lighthouse" national accounts that provide the business unit with immediate market credibility
• Revenue Baseline: Establishing a predictable monthly or quarterly recurring revenue) stream from a zero-base start

• Validated Value Proposition: A finalized pitch deck and messaging strategy that has been proven to resonate with C-suite stakeholders in each of your specific target verticals
• Clean Data Foundation: A fully populated CRM with accurate conversion rates and sales cycle timelines to inform future financial forecasting

• Feedback Loop Implementation: A formal mechanism where market objections and product gaps are funneled back to operations, resulting in measurable product or service improvements
• Inter-Departmental Alignment: Established "Rules of Engagement" between the new unit and existing teams (Legal, Finance, Supply Chain) to minimize friction during the expansion phase

Credentials/Experience

• Education/Certification: Bachelor’s degree in business, engineering, marketing or related field
• 5–8 years’ experience of B2B Sales with at least 2 years’ experience in national or enterprise accounts
• Commercial HVAC industry experience
• Prior formal sales training (e.g. Challenger, Sandler, or other Value Add Selling training) is preferred.