Regional Account Manager

About the position

The Regional Account Manager is a commercially focused, customer-facing role responsible for developing customer relationships, expanding Er-Con Technologies’ presence within an assigned region, and converting identified customer needs into qualified project opportunities. The role owns the regional commercial pipeline from initial engagement through customer commitment and works closely with Project Management to translate qualified opportunities into complete, executable proposals.

The Regional Account Manager owns the account and the long-term customer relationship. The Project Manager owns each individual project, including scope, estimate, proposal, contract and commercial execution. Following award, the Regional Account Manager provides a complete handoff to the Project Manager and remains engaged at the account level, while Operations and the assigned Construction Superintendent lead field execution.

Regional sales and business development

• Develop and execute a regional growth plan aligned with Company priorities, target markets and revenue objectives.
• Identify, qualify and advance erosion-control construction opportunities with petroleum liquids and natural gas pipeline companies, railroads, engineering consultants, contractors, government agencies and other infrastructure-market participants.
• Develop new customer relationships and expand existing accounts through direct outreach, referrals, trade shows, regional pipeline associations, 811 meetings, social media and other relevant market engagement.
• Build a balanced pipeline of near- and long-term opportunities across assigned customers, markets and geographic areas.
• Represent the Company professionally at customer meetings, industry events, project sites and other business-development activities.
• Gather and share market intelligence, including customer priorities, competitor activity, specifications, pricing dynamics, project timing and emerging opportunities.

Account and opportunity management

• Serve as the primary relationship owner for assigned accounts, maintaining regular contact, understanding evolving needs, resolving issues appropriately and introducing relevant Company capabilities and solutions.
• Develop account and opportunity strategies that consider customer priorities, competitive position, decision makers, timing, probability of award, targeted profitability and available Company resources.
• Maintain disciplined follow-up throughout the sales cycle and identify the customer decisions, internal actions and next steps required to advance each opportunity.
• Maintain current and accurate account, contact, opportunity, forecast, proposal and activity information in the Company's CRM and other designated Company systems.
• Provide clear updates on pipeline health, opportunity status, customer decisions, expected timing, commercial risks and actions needed from other functions.
• Visit active construction projects as appropriate to strengthen customer relationships, gather current field insight and support accurate marketing and business-development materials.

Opportunity qualification and project handoff

• Conduct routine site surveys in coordination with the assigned Project Manager and document customer requirements, field conditions, site access, sketches, photographs and other information needed to evaluate the opportunity.
• Complete site-assessment forms and enter required customer, opportunity and field information into the Company's CRM accurately and on schedule.
• Identify and communicate site conditions, customer requirements, access constraints and other safety or execution risks during opportunity development.
• Coordinate with Project Management and other technical resources to clarify customer needs and determine the surveys, engineering, design, permitting, product selection and construction planning required to develop the proposed solution.
• Support timely proposal development by ensuring the Project Manager has complete customer requirements, field documentation, decision criteria, schedule expectations and other relevant commercial information.
• Support customer presentations, proposal follow-up, clarification and negotiation while ensuring commitments remain aligned with approved scope, price, schedule assumptions and Company capabilities.
• Following award, provide a complete and timely handoff to the Project Manager, including customer commitments, contacts, field information, timing, commercial expectations and known risks.
• Remain engaged as the account owner after handoff, supporting relationship continuity and issue escalation without assuming responsibility for day-to-day project or field execution.

Required qualifications

• Five or more years of experience in sales, business development, account management or a related customer-facing role within construction, engineering, environmental services, utilities, energy or infrastructure.
• Demonstrated success developing customer relationships, generating qualified opportunities and converting customer needs into awarded work.
• Ability to understand field conditions and technical information sufficiently to recognize customer needs, gather relevant project information and coordinate the appropriate internal resources.
• Strong commercial judgment and the ability to balance customer expectations, competitiveness, execution risk, timing and targeted profitability.
• Clear written and verbal communication skills, including strong presentation, public speaking, customer communication and relationship-building skills.
• Strong organization, time management, problem-solving and follow-through across multiple accounts and active opportunities while working independently.
• Proficiency with Microsoft Office and the ability to learn and consistently use CRM, estimating, project-management and reporting systems.
• Valid driver's license and willingness and ability to travel approximately 25% to 40%, primarily by vehicle within the assigned region, with periodic overnight and multi-day travel.

Preferred qualifications

• Bachelor's degree in business, marketing, construction management, engineering, environmental science or a related field. Equivalent relevant experience may be considered.
• Experience in pipeline, utility, heavy civil, environmental, erosion-control, geotechnical or infrastructure construction.
• Experience managing a geographic sales territory, developing regional account plans and working through long, technically oriented sales cycles.
• Established relationships with pipeline operators, railroads, engineering consultants, contractors or other relevant infrastructure-market participants.
• Familiarity with construction drawings, site plans, GIS, permitting requirements, field-data collection or technical proposal development.

Physical demands

The physical demands described here are representative of those required to perform the essential functions of this job.

• Regularly talk or hear and frequently stand, walk, use hands, and reach with hands and arms.
• Occasionally sit, climb, balance, stoop, kneel, crouch or crawl and navigate active construction sites and uneven terrain.
• Lift and carry up to 40 pounds of survey or field equipment.
• Meet the close, distance, color, peripheral, depth-perception and focus requirements needed to work safely in the field.