ABOUT

This organization 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), the team delivers evidence-based care, timely interventions, and continuous monitoring to keep workforces healthy and compliant with occupational health regulations. The business is performing strongly: the account management group has exceeded its 20% YoY growth target, averaging ~30% YoY growth 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). The mission is to provide outstanding, innovative, and effective work-related healthcare services that positively impact employees and deliver meaningful ROI to employers.

LINKS

(Withheld for anonymized JD; available upon request.)

JOB DESCRIPTION

This (Senior) Account Manager role for a mid-to-large revenue book. You will lead a portfolio of ~20–25 accounts with a long-term, consultative approach—moving beyond pure performance metrics to solve operational, safety, and financial challenges and to retain, grow utilization, and then expand via cross-sell. You’ll organize and host client engagement events (e.g., lunch-and-learns, safety summits, QBRs), collaborate with operations/HR/risk/finance to align occupational health outcomes with business goals, and deliver data-driven insights (utilization trends, time-to-return, cost avoidance) while addressing issues and training/onboarding new divisions or locations. The role is remote-first (team typically meets in person ~1 day/month), with ~25% travel at the manager’s discretion for client needs. You’ll build annual account plans with clear objectives and success metrics, maintain strong CRM hygiene and cadence calls, and operate in a revenue management model (not a hunter/quota role)—continually reinforcing value for a premium-priced, consulting-led service.

REQUIREMENTS/QUALIFICATIONS

• Proven account management experience on complex, consultative books (revenue management model preferred); focus on retention, utilization growth, and thoughtful expansion—not transactional/commoditized renewals.
• Industry familiarity in oil & gas, manufacturing, construction, transportation, or similar (OSHA/safety and occupational health knowledge preferred); adjacent software/safety backgrounds with relevant client complexity are welcome.
• Positive, coachable mindset; strong prioritization across a ~25-account portfolio; excellent documentation and follow-through.
• Analytical strength in revenue forecasting and trend analysis; ability to translate data into actionable client recommendations and executive-level narratives.
• Clear written/verbal communication, presentation skills, and executive presence.
• Proficiency with CRM and productivity/BI tools.
• Remote work capability; willingness to travel (approx. 25%).
• Location: Prioritized in Texas; open to Oklahoma and Colorado (and potentially neighboring, payroll-supported states).

COMPENSATION & BENEFITS

• Base salary: target $90,000–$100,000 (role- and experience-dependent).
• Variable incentive: target $15,000 per quarter at goal, tied to billed-revenue growth (uncapped).
• OTE: approximately $150,000–$160,000 at plan (higher with overachievement).
• Comprehensive benefits and professional development support.

KEY RESPONSIBILITIES

• Own and grow a ~20–25 account mid-to-large revenue book: retain first, increase utilization second, expand/cross-sell third.
• Develop and execute multi-year strategies; run client events (lunch-and-learns, safety summits) and QBRs; deliver data-driven insights and stewardship.
• Partner with operations/HR/risk/finance to extend impact beyond “safety” into operational and financial outcomes.
• Lead training/onboarding for new divisions/locations; resolve issues quickly and proactively.
• Maintain CRM accuracy, forecasting discipline, and executive alignment; travel as needed (~25%); join periodic in-person team days.

MUST HAVES & HIGHLIGHTS

Must-Haves:

• Positive attitude and coachability; meticulous documentation and follow-through.
• Ability to prioritize and manage a multi-account portfolio in a revenue management model.
• Fluency in revenue analysis/forecasting and data-driven client storytelling; executive-level communication.

Highlights:

• Strategic, consultative ownership of high-value clients—measurable business impact beyond metric reviews.
• Autonomy to design and lead engagement programs with hands-on leadership support.
• Premium, consulting-led offering where value reinforcement is central; strong recent business performance (~30% YoY average growth; record Aug 2025 case volume).
• Remote-first flexibility with pragmatic travel.

SUCCESS

• Deliver ~20%+ YoY billed-revenue growth (team currently averages ~30%).
• Achieve high retention and multi-year renewals with measured 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.