Strategic Account Representative
Kelso Industries
Ogden, UT
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JOB DETAILS
SKILLS
Alliance/Partner Management, Business Development, Business Growth, Business Operations, Capital Project, Channel Strategies, Commercial Real Estate, Communication Skills, Compensation and Benefits, Construction, Contract Negotiation, Customer Experience, Customer Relations, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Customer Support/Service, Develop and Maintain Customers, Driver's License, Electricity, Enterprise Sales, Executive Relationships, Facilities Management, Follow Through, Forecasting, Green Business, HVAC, Interpersonal Skills, Leadership, Microsoft Office, Organizational Skills, Philosophy, Plumbing, Preventative Maintenance, Problem Solving Skills, Project Estimates, Project/Program Management, Refrigeration, Sales, Sales Management, Sales Strategy, Salesforce.com, Stewardship, Strategic Accounts, Strategic Planning, Willing to Travel
LOCATION
Ogden, UT
POSTED
Today
Together We Build – Partnership, Innovation, Excellence, and Safety
At Kelso Industries, 3,500+ employees across 30 companies work together to deliver exceptional HVAC, mechanical, plumbing, refrigeration, and electrical solutions nationwide. Join us to grow your career, make an impact, and be part of a team where innovation, excellence, and safety come first.
Recruiter Notice: We respectfully ask external recruiters and staffing agencies not to submit candidates. We only accept direct applications.
Position Summary
Kelso Building Services is seeking a Strategic Account Representative (SAR) to develop and grow relationships with strategically important customers across commercial and industrial markets.
The Strategic Account Representative develops relationships whose strategic value extends beyond a single transaction, project, location, or business unit. Success in this role is achieved by building trusted partnerships, understanding customer objectives, coordinating organizational resources, and creating long-term value for both the customer and Kelso Building Services.
This position requires a relationship-driven professional who enjoys solving complex business challenges, collaborating across teams, and developing customer partnerships that support sustainable growth.
Primary Responsibilities
Strategic Business Development
- Identify, qualify, and develop strategically important customer opportunities.
- Develop long-term account strategies that support customer and company objectives.
- Build relationships with executive, operational, and technical decision-makers.
- Expand Kelso's presence within existing and prospective strategic accounts.
Strategic Relationship Development
- Develop trusted customer relationships built on integrity, responsiveness, and follow-through.
- Understand customer business objectives, operational challenges, and future initiatives.
- Position Kelso Building Services as a long-term strategic partner.
Customer Solutions
- Identify opportunities for service agreements, preventive maintenance programs, capital projects, energy solutions, and other mechanical service offerings.
- Coordinate with Operations, Estimating, Project Management, Account Management, Business Development, and Kelso Industries operating companies to deliver comprehensive customer solutions.
- Support the development and negotiation of commercial agreements, including Master Service Agreements (MSAs), national agreements, and other strategic customer partnerships.
Collaboration
- Build productive working relationships across Kelso Building Services and Kelso Industries.
- Collaborate with Business Development Representatives (BDRs), Account Managers (AMs), Operations, and branch leadership to deliver the best possible customer experience.
- Promote organizational collaboration over internal competition while supporting the One Kelso philosophy.
Business Stewardship
- Maintain accurate opportunity forecasts and CRM information.
- Honor commitments through proactive communication and follow-through.
- Represent Kelso Building Services with professionalism in every customer interaction.
Qualifications
Required
- Three (3) or more years of consultative business development, strategic account management, enterprise sales, or comparable relationship-focused experience.
- Demonstrated ability to develop long-term customer relationships.
- Excellent communication, organizational, and interpersonal skills.
- Strong business judgment and problem-solving ability.
- Experience using CRM software (Salesforce preferred) and Microsoft Office.
- Valid driver's license and willingness to travel within the assigned territory.
Preferred
Experience in one or more of the following:
- Commercial HVAC
- Mechanical contracting
- Facility management
- Commercial real estate
- Energy services
- Industrial or construction-related sales
- Multi-site or national account management
Equivalent experience will be considered.
Characteristics of Success
Successful Strategic Account Representatives consistently:
- Build trust before pursuing transactions.
- Recognize strategic opportunities beyond individual projects.
- Develop long-term customer partnerships.
- Collaborate effectively across departments and operating companies.
- Honor commitments and communicate professionally.
- Create sustainable, profitable business growth.
- Strengthen Kelso Building Services' reputation through every customer interaction.
Why Kelso Building Services
At Kelso Building Services, we believe long-term customer relationships are built through trust, collaboration, and exceptional service.
Our Strategic Account Representatives play a critical role in helping customers solve complex facility challenges while connecting them with the full capabilities of Kelso Building Services and Kelso Industries.
If you are passionate about building meaningful relationships, creating long-term value, and growing your career with an organization committed to excellence, we encourage you to apply.
Why Join Kelso Industries?
Join us and be part of a team dedicated to creating efficient, sustainable, and high-performance environments that make a lasting impact across the industrial, commercial, and institutional sectors.
Here you will experience:
Growth Opportunities: Develop new skills, take on exciting challenges, and advance your career in meaningful ways.
Company Culture: You'll thrive in an environment that supports your growth, values your contributions, and makes work fulfilling and enjoyable.
Impact: Your work directly contributes to meaningful outcomes, allowing you to see the difference you make and feel a sense of purpose every day.
Competitive Compensation & Benefits: You'll be rewarded fairly for your contributions while enjoying perks that enhance your financial security, health, and overall well-being.
Kelso Industries celebrates diversity and is committed to creating an inclusive environment for all employees. We do not discriminate in any aspect of employment based on race, color, religion, national origin, ancestry, gender, sexual orientation, gender identity and/or expression, age, veteran status, disability, or any other characteristic protected by federal, state, or local employment discrimination laws where Kelso does business
About the Company
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