Account Manager in Plainville, Massachusetts at The Hatch Group, Inc.

National Account Manager

The Hatch Group
Employment Type: Full-Time
Reporting To: To Be Confirmed
Travel Requirements: Regular travel to division locations, customer sites, and industry events

Overview

At The Hatch Group, we're building more than roads and infrastructure - we're building a company that people are proud to be part of. As a leading provider of pavement services, horizontal construction, snow management, and facility solutions, we partner with commercial and municipal clients to deliver high-quality work that keeps communities safe, functional, and moving year-round. Our continued growth is driven by our people. If you're looking to join a growing organization where your contributions are valued and your work directly influences the company's future, we'd love to meet you.

Position Summary

The National Account Manager is responsible for developing, managing, and growing The Hatch Group’s national and multi-site customer relationships across all divisions.

As a newly established position, this role serves as the primary point of accountability for securing and expanding customer relationships whose properties span multiple Hatch markets. The National Account Manager will identify opportunities, build a qualified sales pipeline, lead strategic outreach, and coordinate with division leadership to deliver a consistent customer experience across locations.

This position requires an experienced sales professional who can use established relationships, industry knowledge, and disciplined follow-through to generate opportunities and close business.

Key Responsibilities

National & Multi-Site Account Management

• Serve as the primary point of accountability for national and multi-site customers across the company
• Identify existing customers with properties in multiple Hatch markets and develop opportunities to expand those relationships.
• Use an established professional network, industry relationships, and sales experience to generate new business opportunities.
• Position The Hatch Group as one accountable service partner for customers with properties across multiple states.

Pipeline Development & Forecasting

• Build and maintain a prioritized target list of national and multi-site accounts in HubSpot.
• Maintain complete account records, including customer segment, properties within each division’s service area, service needs, decision-makers, current vendors, bid timing, budget cycles, lead sources, and estimated annual value.
• Evaluate opportunities against Hatch’s qualification criteria and organize accounts by close probability:
  • Tier 1: Greater than 40% probability of closing within 90 days.
  • Tier 2: 20%–39% probability of closing.
  • Tier 3: Less than 20% probability of closing.
• Develop and execute written 90-day action plans for every Tier 1 opportunity, including next steps, responsible parties, deadlines, and proposal targets.
• Produce an accurate 90-day pipeline forecast reflecting qualified bid dollars and weighted pipeline dollars.

Target Account Development

Identify and pursue opportunities within key customer segments, including:

• National and regional property management firms and real estate investment trusts (REITs), including retail, industrial, logistics, office, and multifamily portfolios.
• Facility management companies and service integrators that subcontract pavement and snow services.
• Multi-site retail, grocery, restaurant, and automotive dealership groups.
• Healthcare systems, higher education institutions, and corporate campuses.
• Homeowners association and community association management companies, particularly in Florida.
• Self-storage and hospitality portfolios.

Seasonal Sales Planning

• Pursue multi-site snow and ice management contracts during the fall and early-winter award season in northern markets.
• Secure placement on customer bid lists and inclusion in capital and maintenance budgets during fourth-quarter planning for spring paving and sealcoating.
• Develop year-round sales opportunities for Southeast operations
• Align sales activity with customer purchasing cycles, seasonal demand, and division capabilities.

Outreach, Marketing & Industry Events

• Develop and execute a national account outreach strategy, including messaging and email templates, in partnership with the Chief of Staff and Marketing.
• Identify marketing materials needed to support national account sales.
• Develop an annual industry event strategy and proposed budget.
• Represent The Hatch Group at relevant industry events and cultivate relationships with prospective customers and industry partners.

Cross-Division Coordination

• Partner with division leaders and sales teams on pricing, proposal approvals, and estimating for multi-state opportunities.
• Coordinate the handoff of awarded work to division operations teams for scheduling and service delivery.
• Work with Business Development to route and manage national and multi-site leads.
• Manage national account vendor compliance requirements, including certificates of insurance, W-9 forms, safety program documentation, and facility management vendor portals.

Sales Activity & Reporting

• Document all calls, emails, meetings, account activity, and opportunities in HubSpot.
• Maintain accurate account information, opportunity stages, and forecasts.
• Report weekly on qualified pipelines created and revenue won.
• Evaluate sales opportunities using documented evidence and realistic close probabilities.

Required Qualifications

• Minimum of five years of business-to-business sales or account management experience, with demonstrated success closing national or multi-site contracts.
• Established relationships with property managers, REITs, facility management companies, or multi-site property owners.
• Experience selling commercial services such as paving, site work, facility maintenance, landscaping, or snow and ice management.
• Experience navigating extended sales cycles involving multiple stakeholders, requests for proposals, bid lists, and site visits.
• Working knowledge of vendor compliance requirements, including certificates of insurance, W-9 forms, safety programs, and vendor portals.
• Strong CRM discipline and consistent documentation practices; HubSpot experience is strongly preferred.
• Ability and willingness to travel regularly across the company’s markets.

Preferred Qualifications

• Knowledge of pavement, concrete, and snow services, including how customers plan and budget for these services.
• Experience using field service platforms such as OneCrew.
• Familiarity with the Florida homeowners association and community association management market.

What Success Looks Like

Success in this role is measured primarily by qualified pipeline created and revenue won.

Ongoing Expectations

• Meet pipeline development and revenue goals established with leadership.
• Maintain accurate forecasts supported by documented customer activity.
• Take ownership of opportunities from initial outreach through award and operational handoff.
• Build productive relationships with division leaders, sales teams, and field operations.
• Demonstrate urgency, accountability, sound judgment, and consistent execution.

Work Environment & Travel

• This position works closely with leadership, sales, Marketing, Business Development, and operations teams across multiple divisions.
• Regular travel is required to division offices, customer properties, site visits, and industry events.
• Sales priorities and travel schedules will reflect customer needs, seasonal purchasing cycles, and opportunities across the company’s service areas.

Benefits: We're thrilled to offer our full-time employees with a healthy benefits package including Health, Life, and Dental Insurances. Additionally, we match in 401k contributions up to 4%.

Please note that Hatch is a drug free work environment and all employees are subject to pre-employment and random drug screenings throughout their employment.