Strategic Account Consultant Team Lead

Position Summary

The Strategic Account Consultant Team Leader, is responsible for leading an experienced team of Account Consultants who manage and grow existing customer relationships through proactive, consultative, outbound engagement. This role is accountable for driving revenue growth through reselling, upselling, and expansion strategies, rather than reactive issue resolution or inbound service support.

The Team Leader acts as a player‑coach, setting strategic direction, reinforcing disciplined outbound account planning, and ensuring consistent execution of relationship‑based, consultative sales methodologies. This role balances leadership, revenue accountability, and hands‑on support to accelerate growth across a portfolio of established clients.

Essential Job Functions

Team Leadership & Development

• Lead, coach, and mentor an experienced team of Account Consultants focused on strategic account growth and revenue expansion
• Reinforce a proactive, outbound sales culture, emphasizing planned customer outreach and value‑driven conversations
• Conduct regular one‑on‑one coaching sessions focused on consultative selling skills, opportunity identification, and account strategy
• Set clear expectations around revenue growth, outbound activity, and strategic account execution
• Recognize and highlight individual and team contributions tied to growth, expansion, and customer value creation

Strategic Account & Relationship Management

• Guide the team in building and executing strategic account plans for top and high‑potential customers
• Ensure Account Consultants act as trusted advisors by deeply understanding customer businesses, goals, and growth opportunities
• Promote long‑term relationship management over transactional or reactive engagement
• Serve as an escalation point for priority customer relationships while maintaining a growth‑oriented, consultative posture

Consultative Selling & Revenue Growth

• Drive a disciplined consultative sales methodology focused on diagnosing customer needs and aligning solutions to business outcomes
• Lead the team in identifying, developing, and closing resell, upsell, and cross‑sell opportunities within existing accounts
• Support complex, high‑value, or strategic expansion opportunities
• Ensure revenue growth efforts are intentional, planned, and measurable, not driven by inbound requests or issue response

Outbound Engagement & Proactive Execution

• Ensure consistent outbound customer engagement, including scheduled calls, strategic reviews, and opportunity discussions
• Shift team focus from reactive account maintenance to proactive opportunity creation
• Monitor outbound activity levels, pipeline progression, and opportunity quality
• Coach the team on effective outbound messaging, executive‑level conversations, and value articulation

Sales Performance & Strategy

• Translate organizational growth objectives into clear revenue targets and account‑level strategies
• Monitor pipelines, forecasts, and key growth metrics related to expansion and retention
• Identify performance gaps and implement targeted action plans focused on revenue acceleration
• Use data‑driven insights to prioritize accounts with the highest growth potential

Cross‑Functional Collaboration & Process Improvement

• Partner with Sales Operations, Marketing, and Customer Success to support strategic account initiatives
• Ensure CRM usage reflects outbound activity, opportunity development, and pipeline accuracy
• Identify and recommend process improvements that enable proactive selling and reduce administrative friction
• Document and reinforce best practices for strategic account consultant and consultative selling

*All other duties as assigned

Experience

Required Qualifications

• 3–5 years of experience in account management, sales, or relationship‑based revenue roles
• Proven success driving revenue growth within existing customer portfolios
• Strong consultative selling and strategic relationship management skills

Preferred Qualifications

• CRM proficiency (Salesforce, Dynamics, or similar platforms)
• Experience leading outbound, expansion‑focused account teams
• Track record of improving team effectiveness through strategy, coaching, and process refinement
• Demonstrated ability to lead experienced professionals in a performance‑driven environment

Education

• Associates Degree in Business, Marketing, Communications, or a related field preferred, or a high school diploma/GED with equivalent relevant work experience.

Skills and Abilities

• Strategic leadership and coaching
• Consultative, relationship‑based selling
• Revenue expansion and account growth
• Outbound sales execution
• Proactive opportunity identification
• Strong communication, analytical, and problem‑solving skills

Working Environment

• Hybrid: Position will work on-site at the Huntington, Indiana location 3 days a week
• The incumbent may be required to travel a few times per year

Supervisory Responsibilities

• None

Compensation

• OSV recognizes that its employees work in many different states and therefore may be affected by different laws. It is OSV's intention to comply with all applicable federal, state, and local laws that apply to the Company's employees. 
• Compensation offered is determined based on market data, internal equity, and an applicant's relevant skills, experience, and educational background. 

(Note: These statements are intended to describe the general nature and level of work involved for this job. It is not an exhaustive list of all responsibilities, duties and skills required of this job.)