Account Director

Role: The Account Director is responsible for driving commercial growth with new and existing customers by owning the customer relationship from initial engagement through project completion. This role focuses on managing customer expectations, commercial alignment, and ongoing account development—while partnering closely with internal estimating, operations, and finance teams to ensure successful execution.

Acting as a primary company representative in the market, this individual will always portray Cornerstone values and will operate with integrity in the marketplace.

Responsibilities:

• Operate within an EOS environment and have the passion to collaborate with others as well as function as a self-starter.
• Must have a strong industrial sales background (MEP, industrial rotating equipment, and/or reliability-based maintenance) to develop and grow customer relationships.
• Serve as the primary point of contact for new and existing customers, owning relationship management and customer satisfaction throughout the lifecycle of opportunities and projects.
• Partner with the Estimating team to support job scoping and proposal development, while retaining ownership of customer communication, expectations, and commercial alignment.
• Communicate scope, pricing, assumptions, and commercial terms to customers through proposals, calls, emails, and account visits.
• Lead customer discussions related to:
  • Quote approvals and revisions
  • Scope changes and deviations from the original proposal
  • RFIs, addendums, and change orders
  • Positive and negative customer feedback
• Coordinate internally to ensure all approved scope changes are accurately reflected in proposal and work order systems.
• Lead negotiations with customers to secure new and repeat project work, ensuring mutually beneficial agreements.
• Proactively follow up on customer feedback, deficiencies, or additional needs identified during or after project execution to drive incremental opportunities.
• Conduct post-project follow-up conversations to confirm customer satisfaction and support quality assurance efforts.
• Log all sales activity, customer interactions, and opportunity updates in the CRM system.
• Work closely with Accounts Receivable to ensure accurate and timely new customer setup.
• Collaborate with operations, scheduling, and estimating teams to ensure alignment between customer commitments and internal execution.
• Support other departments as needed to ensure seamless delivery of services and strong customer outcomes.
• Perform additional duties assigned by leadership.

Expectations:

• Fully embrace EOS culture and demonstrate Cornerstone values in all daily actions.
• Maintain accurate, timely documentation of all customer interactions and sales activities in accordance with company procedures.
• Act as a steward of the customer relationship by managing expectations, addressing issues proactively, and reinforcing trust.
• Share best practices and contribute to the continued growth and scaling of the commercial team.
• Attend and actively participate in Sales and Marketing meetings.
• Consistently work toward growing market share and expanding customer awareness of Cornerstone’s services.
• Demonstrate a positive, professional attitude with customers, partners, and internal teams to foster long-term relationships.
• Achieve KPIs, Rocks, and performance targets as established by leadership.
• Collaborate across departments to ensure aligned execution and exceptional customer experience—One Team, One Cornerstone.
• Effectively utilize the CRM platform to manage sales workflows, customer data, and follow-up actions.
• Participate in relevant industry associations, conferences, and events to strengthen relationships and enhance Cornerstone’s market presence.

Requirements: 

• Minimum of 3 years in sales or business development in MEP or industrial/manufacturing maintenance industries.  

• Knowledge of the industrial/manufacturing industry, including equipment, and key market information.  

• Proven track record of results and accountability.  

• Proficiency with CRM, Microsoft Office (Outlook, PowerPoint, Excel, Word), and CMMS quote development platform (ServiceTrade, Zuper, or similar).  

• Ability to work in a fast-paced environment and manage multiple priorities.  

• Eligibility to work in the United States without needing a work visa or residency sponsorship.  

• Current, valid drivers license.  

• Ability to stand, climb ladders, reach, and bend commensurate with job tasks.  

• Ability to lift and carry 50-lbs.