Mid-Market Account Manager:

Location: Texas (priority); open to Oklahoma and Colorado (and nearby payroll-supported states)

Work Model: Remote-first; ~15–25% travel at manager’s discretion

ABOUT

This company provides advanced occupational health solutions across oil & gas, construction, healthcare, manufacturing, retail, transportation, and other blue-collar industries. Combining leading technology with clinical expertise (physicians, nurses, case managers), we deliver evidence-based care, timely interventions, and continuous monitoring to keep workforces healthy and compliant with occupational health regulations. The account management group has exceeded its 20% YoY growth target, averaging ~30% YoY across the client base over the past two years, and recently set a record month (Aug 2025) in case volume. Clients include recognizable national brands (e.g., major foodservice distributors). Our mission is to provide outstanding, innovative, and effective work-related healthcare services that positively impact employees and deliver meaningful ROI to employers.

Own and grow a 30–40 account mid-market book in a revenue management model (retain → grow utilization → expand via cross-sell). This is not a hunter/new-logo role. You’ll run a consultative, outcomes-focused motion—solving operational, safety, and financial challenges—while organizing client engagement events (lunch-and-learns, safety summits, QBRs). You’ll partner with operations/HR/risk/finance stakeholders and deliver data-driven insights (utilization trends, time-to-return, cost avoidance). You will address issues proactively, lead training/onboarding for new divisions/locations, build annual account plans with clear objectives and success metrics, and maintain strong CRM hygiene, forecasting, and cadence calls. This is a premium, consulting-led environment where reinforcing value is central.

REQUIREMENTS / QUALIFICATIONS

• 3–6 years of account management or customer success in complex, consultative environments (revenue management model preferred).
• Experience serving high-risk industries (oil & gas, construction, manufacturing, transportation/logistics) or adjacent EHS/occ-health software/services.
• Working knowledge of OSHA/EHS/occupational health concepts (or clear aptitude to ramp quickly).
• Strength in data-driven storytelling: forecasting, trend analysis, and translating metrics into executive recommendations/QBR narratives.
• Excellent written/verbal communication, presentation skills, and executive presence; comfortable multi-threading across finance, HR, safety/risk, and operations.
• Proficiency with CRM and productivity/BI tools; meticulous documentation and follow-through.
• Remote-work capable; willing to travel ~15–25%.

KEY RESPONSIBILITIES

• Own and grow a 30–40 account mid-market book: retain first, increase utilization second, expand/cross-sell third.
• Build annual and multi-quarter account plans; run client programs (lunch-and-learns, safety summits) and QBRs; deliver data-backed stewardship (utilization, time-to-return, cost avoidance, outcomes).
• Partner with operations/HR/risk/finance to connect occupational health results to operational and financial goals.
• Lead training/onboarding for new sites/divisions; resolve issues rapidly to protect retention and CSAT.
• Maintain CRM accuracy, pipeline/forecast discipline, and executive alignment; travel ~15–25% and join periodic in-person team days.

MUST-HAVES & HIGHLIGHTS

Must-Haves

• Positive, coachable mindset; meticulous documentation and follow-through
• Ability to prioritize a 30–40 account portfolio in a revenue management model
• Fluency in basic forecasting and data-driven client storytelling; confident presenting to executives

Highlights

• Strategic, consultative ownership of mid-market clients—impact beyond metric reviews
• Autonomy to design and lead engagement programs with supportive leadership
• Premium, consulting-led offering; strong recent business performance (~30% YoY average growth; record Aug 2025 case volume)
• Remote-first flexibility with pragmatic travel

SUCCESS

• Deliver ≥15–20% YoY billed-revenue growth (team currently averages ~30%)
• Achieve high retention and multi-year renewals with measurable outcomes (reduced incidents, faster return-to-work, cost avoidance)
• Drive adoption/utilization and thoughtful expansion across services/locations
• Maintain accurate forecasts, QBR cadence, and executive relationships where you are viewed as a go-to strategic partner

COMPENSATION & BENEFITS

• Base Salary: Target $80,000–$95,000 (experience-dependent)
• Variable Incentive: Target $10,000 per quarter at goal (uncapped; tied to billed-revenue growth)
• OTE: 20k bonus on top of the base
• Comprehensive benefits and professional development support
• Clear advancement path to Senior Account Manager with performance