Account Manager

Why This Role Matters

The Account Manager is how Shepherd grows - and how we keep what we have earned. Every relationship you build, every quote you follow through on, every job site problem you solve before the customer has to ask twice strengthens the trust that has kept contractors calling Shepherd for over 130 years.

This is not a transactional sales role. It is a relationship role backed by real product knowledge, real follow-through, and the kind of reliability that makes customers stop shopping around. When you own your accounts, you protect margin, generate referrals, and create the growth that funds everything else we do.

We are looking for someone who understands that in the electrical distribution industry, trust is the product - and you are the one who earns it.

How This Role Connects to Our Compass

We Keep Our Promises: You do what you say you will do - every quote, every follow-up, every delivery commitment. When a customer calls you with a problem, they hear back the same day. Your word is Shepherd's word in the field.

We Stay Hungry: You are always looking for the next opportunity - new accounts to open, existing accounts to deepen, competitive situations to win. You bring energy to every customer interaction and never coast on a relationship just because it is comfortable.

We Grow Together: Your success is not just measured in your own numbers. You pass along intelligence, flag opportunities for other branches, and support the team that fulfills what you sell. When operations, purchasing, and counter sales succeed, your customers succeed.

We Own It: You own your accounts end to end - not just the close. When a shipment is wrong, a quote is late, or a customer is frustrated, you do not point to another department. You stay in it until it is resolved. That is what keeps customers loyal.

We Go Above & Beyond: You anticipate before the ask. You know which customers are about to bid a big project, which ones are at risk of going to a competitor, and which ones just need someone to show up. You find out before they tell you - and you act on it.

Key Outcomes

Organized by what matters, not just what you do.

Account Growth & Revenue Performance

• Grow revenue within an existing portfolio of electrical contractor and facility manager accounts
• Identify and open new accounts through targeted prospecting, referrals, and job site presence
• Set and track account-level targets aligned with branch and company growth goals
• Protect margin by positioning Shepherd's value - service, reliability, and expertise - not just price
• Follow up on every quote with urgency - no dropped handoffs, no assumed wins

Customer Relationships & Retention

• Build deep, trusted relationships with decision-makers at every account - the contractor, the project manager, and the person placing daily orders
• Maintain consistent, proactive contact so customers hear from you before they have a problem
• Resolve conflicts and service failures quickly and with ownership - never leave a customer to figure it out themselves
• Represent Shepherd professionally at every customer touchpoint - in person, on the phone, and in writing

Product Knowledge & Problem Solving

• Develop and continuously deepen knowledge of electrical products, applications, and the contractors who use them
• Help customers identify the right product the first time - not after a return and a delay
• Stay current on manufacturer updates, new product lines, and market pricing through training and trade events
• Translate technical product knowledge into customer-facing value that wins business

Market Awareness & Forecasting

• Track customer project pipelines and anticipate buying cycles before they happen
• Identify market trends, competitive threats, and emerging opportunities and bring them back to branch and sales leadership
• Use CRM and account data to surface patterns, flag at-risk accounts, and plan outreach - not just log activity

Cross-Functional Collaboration

• Partner with branch operations, purchasing, and counter sales to ensure what you sell gets delivered as promised
• Flag supply concerns, pricing issues, and account intelligence early so the team can act before the customer notices
• Attend trade shows, industry events, and manufacturer training to build relationships and stay sharp

What Success Looks Like

After 90 days, you and your supervisor should both be able to point to these markers:

• You have a clear picture of every account in your portfolio - who makes decisions, what they buy, and where the growth opportunity is
• You have made contact with every active account and established a regular cadence
• At least one new account is in active development
• Quotes are followed up on consistently - no open quotes sitting without a next step
• Branch leadership trusts that your accounts are covered and customers are not at risk of going elsewhere
• You can speak to electrical products with credibility and confidence across multiple product categories
• Your activity and pipeline are visible in CRM - leadership is never guessing what you are working on

Who Thrives Here

This role is a strong fit if

• You build relationships that last - customers ask for you by name because you follow through
• You treat every quote and every follow-up as a promise, not a task
• You bring energy and urgency to your territory - you know that the account you do not call today is the one your competitor is calling
• You are hungry to learn the product and the industry, not just sell what you already know
• You communicate directly - with customers, with your manager, and with the operations team that fulfills your commitments
• You own problems even when they are not your fault - the customer does not care whose department dropped the ball
• You want to grow a territory that is yours, not just work a route
• You recruit to the Compass - you evaluate every customer relationship and partnership against Shepherd's values, not just what they spend

Qualifications & Requirements

• High school diploma or equivalent required; bachelor's degree in business, sales, or related field preferred
• 3+ years of outside sales or account management experience, preferably in electrical distribution, construction supply, or industrial products
• Demonstrated track record of growing accounts and retaining customers through relationship-based selling
• Working knowledge of electrical products and their applications; willingness to invest in deepening that knowledge
• Proficiency with Microsoft Office Suite; experience with CRM software required
• Valid driver's license and reliable transportation - this is a field-based role
• Strong communication, follow-through, and problem-solving skills
• Ability to read and respond to customer needs with urgency and professionalism
• Bilingual (Spanish) proficiency is a plus
• Ability to successfully complete pre-employment screening requirements

Compensation Details

The expected base salary for this position is starting at $40,000 - $60,000 annually depending on experience, plus commission.