What are the responsibilities and job description for the Account Manager position at Upchurch?
Company Overview
Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.
Position Summary
The Account Manager is responsible for achieving annual booking targets within assigned markets by closing sales at approved pricing, expanding key accounts, and identifying opportunities to grow market presence. This role manages the full sales cycle, from prospecting and client consultation through proposal development and close, successful implementation, while supporting customer needs and company objectives.
Key Responsibilities
Sales & Business Development
Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
Upchurch is a rapidly growing, full-service building engineering company providing mechanical, plumbing, HVAC, and electrical services across the southeastern United States. Founded in 1970 and headquartered in Horn Lake, MS, Upchurch has grown through both organic expansion and strategic acquisitions, establishing a strong reputation for quality, reliability, and service excellence. We offer end-to-end solutions—from design and installation to ongoing maintenance and emergency support—helping clients maximize building performance, energy efficiency, and equipment lifespan.
Position Summary
The Account Manager is responsible for achieving annual booking targets within assigned markets by closing sales at approved pricing, expanding key accounts, and identifying opportunities to grow market presence. This role manages the full sales cycle, from prospecting and client consultation through proposal development and close, successful implementation, while supporting customer needs and company objectives.
Key Responsibilities
Sales & Business Development
- Achieve annual booking and revenue goals through proactive sales efforts
- Qualify leads, deliver effective sales presentations, and overcome objections to close business
- Identify and pursue new business opportunities within assigned markets
- Expand existing customer relationships by offering tailored solutions and value-added services
- Maintain a strong sales pipeline and ensure timely follow-up on leads and referrals
- Meet with customers to assess needs, project scope, and business objectives
- Evaluate existing conditions, review documentation, and identify solution opportunities
- Recommend appropriate solutions aligned with customer requirements and company offerings
- Prepare detailed estimates and proposals in accordance with company pricing standards
- Build and maintain long-term customer relationships through responsive communication and reliable service
- Understand client decision-making processes, timelines, and priorities to strategically position proposals
- Address customer concerns promptly and work toward mutually beneficial outcomes
- Collaborate with internal teams (operations, purchasing, project management, etc.) to support successful execution
- Coordinate with vendors and external partners as needed to support customer solutions
- Represent the company professionally with customers and external stakeholders
- Prepare accurate and timely reports, proposals, and sales documentation
- Maintain CRM records, booking packages, and supporting documentation related to changes, delays, or special conditions
- Track account activity and provide updates on pipeline and forecasted bookings
- 5 years of experience in account management, sales, or a related customer-facing role
- Proven ability to manage the full sales cycle and close business
- Experience working with pricing, proposals, and customer negotiations
- Proficiency with Microsoft Office and CRM tools
- Experience in a technical, service-based, or project-driven environment (perferred)
- Familiarity with construction or project management software (e.g., Procore, BuildOps, or similar) (preferred)
- Must be able to travel 30-50% of the time.
- Office-based with frequent customer & site visits and pre-bid meetings.
- Fast-paced, deadline-driven preconstruction environment.
- Competitive salary based on experience.
- Health, dental, and vision insurance.
- Paid time off and holiday pay.
- Opportunities for professional development and certification assistance.
Upchurch Companies provides equal employment opportunities to all employees and applicants. We prohibit discrimination and harassment of any type based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.