What are the responsibilities and job description for the National Accounts Sales 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 National Accounts Sales Manager is responsible for developing, managing, and growing relationships with national and multi-regional clients in the construction industry. This role focuses on strategic account management, business development, and coordination across multiple markets to deliver consistent service, drive revenue growth, and support long-term client partnerships. The National Accounts Sales Manager works closely with operations, estimating, and executive leadership to align sales strategy with project execution.
Key Responsibilities
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 National Accounts Sales Manager is responsible for developing, managing, and growing relationships with national and multi-regional clients in the construction industry. This role focuses on strategic account management, business development, and coordination across multiple markets to deliver consistent service, drive revenue growth, and support long-term client partnerships. The National Accounts Sales Manager works closely with operations, estimating, and executive leadership to align sales strategy with project execution.
Key Responsibilities
- Sales & Business Development
- Achieve annual booking goals through proactive sales efforts.
- Qualify leads, deliver effective sales presentations, and overcome objections to close deals.
- Identify and pursue new business opportunities in assigned markets.
- Expand existing customer relationships by offering tailored solutions and value-added services.
- Maintain a robust pipeline and ensure timely follow-up on leads and referrals.
- Conduct site surveys to evaluate mechanical systems and identify client needs.
- Recommend replacement, retrofit, or modification solutions and interpret drawings and job conditions.
- Provide detailed estimates and apply company pricing standards to project proposals.
- Build long-term relationships with customers by addressing concerns promptly and delivering cost-effective solutions.
- Understand client decision-making processes and timelines to strategically position proposals.
- Partner with operations and purchasing teams to select vendors, ensure timely procurement, and support seamless project execution.
- Represent the company effectively to vendors and external stakeholders.
- Prepare accurate and timely reports, proposals, and documentation, including booking packages and supportive information related to delays, changes, or special conditions.
- Bachelor’s degree in Business, Sales, Construction Management, or a related field (or equivalent experience)
- 7 years of experience in Mechanical, Plumbing, or Electrical sales, retrofits, or related project management.
- Proven success managing national or multi-regional accounts
- Working knowledge of Mechanical, Plumbing, or Electrical systems.
- Strong understanding of construction markets, procurement processes, and project lifecycles
- Experience negotiating large, complex contracts and long-term agreements
- Ability to influence and communicate effectively with senior executives and cross-functional teams
- Proficiency with CRM systems and sales reporting tools
- Must be able to travel 80-100% of the time.
- Primarily office-based with occasional 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.