Commercial Account Manager

The Commercial Account Manager is responsible for driving profitable commercial growth through proactive prospecting, consultative selling, and exceptional customer relationship management. This individual is a highly motivated hunter who thrives on identifying opportunities, opening doors, building long-term partnerships, and closing profitable business.

Success in this role requires a strong understanding of Integrated Pest Management (IPM), outstanding communication skills, strategic territory management, and the ability to earn the trust of decision-makers across a wide range of industries including property management, healthcare, food processing, manufacturing, education, hospitality, and government facilities.

Primary Responsibilities

Business Development

• Generate new commercial business through cold calling, prospecting, networking, referrals, and community involvement.
• Identify and pursue high-value commercial accounts.
• Build and maintain a healthy sales pipeline using CRM tools.
• Schedule appointments with decision-makers and facility managers.
• Conduct professional facility inspections and needs assessments.
• Develop customized pest management solutions based on Integrated Pest Management (IPM) principles.
• Prepare and present professional proposals.
• Negotiate pricing while protecting company profitability.
• Consistently achieve or exceed monthly and annual sales goals.

Account Management

• Develop trusted advisor relationships with commercial customers.
• Maintain regular communication with existing clients.
• Conduct periodic account reviews.
• Identify expansion opportunities within existing accounts.
• Coordinate with Operations to ensure exceptional service delivery.
• Resolve customer concerns professionally and promptly.
• Maintain high customer retention through proactive relationship management.

Sales Execution

• Deliver persuasive sales presentations.
• Demonstrate a consultative sales approach.
• Understand customer pain points and recommend value-driven solutions.
• Effectively overcome objections.
• Confidently ask for the business and close opportunities.
• Follow up consistently throughout the sales cycle.

Territory Management

• Develop a strategic territory growth plan.
• Prioritize high-potential prospects.
• Maintain accurate prospect and customer records.
• Track sales activity, forecasts, and pipeline progression.
• Participate in networking events and local business organizations.

Required Skills

The ideal candidate possesses:

• Exceptional prospecting and cold-calling ability
• Strong hunter mentality
• Excellent verbal communication skills
• Outstanding written communication skills
• Professional presentation skills
• Relationship-building expertise
• Negotiation skills
• Closing ability
• Strategic thinking
• Time management
• Organization
• Self-motivation
• Competitive drive
• Problem-solving ability
• Ability to influence executive-level decision-makers
• Strong business acumen
• CRM proficiency
• Microsoft Office proficiency

Preferred Experience

• 3+ years of outside B2B sales experience
• Commercial pest management experience preferred
• Experience selling facility services or commercial services
• Experience prospecting through cold calling and networking
• Proven history of meeting or exceeding sales goals
• Experience selling to:
• Property Management Companies
• Manufacturing Facilities
• Food Processing Facilities
• Healthcare Facilities
• Schools & Universities
• Warehouses
• Hospitality
• Multi-Family Housing
• Government Facilities

Knowledge Requirements

The successful candidate will understand:

• Integrated Pest Management (IPM)
• Commercial pest management practices
• Rodent management programs
• Insect biology and behavior
• Commercial sanitation principles
• Food safety standards
• Regulatory compliance
• Facility inspections
• Proposal development
• Commercial service agreements

Key Performance Indicators (KPIs)

The Commercial Account Manager will be measured on:

• New Commercial Revenue
• Gross Margin
• New Accounts Sold
• Pipeline Growth
• Cold Calls Completed
• Prospect Meetings Scheduled
• Proposal-to-Close Ratio
• Close Percentage
• Customer Retention
• Existing Account Growth
• Referral Generation
• CRM Activity Compliance

Characteristics of Top Performers

Top performers in this role:

• Hunt every day.
• Never wait for opportunities—they create them.
• Build relationships before asking for business.
• Are disciplined with prospecting.
• Stay organized.
• Communicate professionally.
• Handle rejection with resilience.
• Focus on solutions instead of products.
• Continuously learn their industry.
• Deliver on every promise.
• Treat every customer like a long-term partner.

Compensation

• Competitive Base Salary
• Uncapped Commission Program
• Performance Bonuses
• Vehicle Allowance or Company Vehicle (if applicable)
• Health, Dental & Vision Insurance
• Company Paid Life Insurance/LTD
• 401(k) /match
• Sick/Paid Time Off
• 9 Paid Holidays
• Employee Assistance Program
• Ongoing Professional Development
• Career Advancement Opportunities

Ideal Candidate Profile

The ideal Commercial Account Manager is more than a salesperson—they are a strategic business developer. They have the discipline to make cold calls every day, the confidence to engage C-suite executives and facility managers, the curiosity to uncover operational challenges, and the expertise to design solutions that create lasting value. They thrive in a competitive environment, embrace accountability, and are motivated by building a book of business through persistence, professionalism, and exceptional customer service.

Equal Opportunity Employer

We are proud to be an equal opportunity employer. We value a diverse workforce and do not discriminate on the basis of race, color, religion, national origin, gender identity, sexual orientation, disability, age, veteran status or any other basis protected by law.