Account Executive - National Accounts

Job Summary:

The Account Executive – National Accounts is a hunter-oriented, growth-focused individual contributor responsible for acquiring and expanding national and multi-regional accounts within targeted vertical markets, including commercial real estate, healthcare, education, logistics and distribution, and data centers.

This role is responsible for selling the full Fortis Fire & Safety service lifecycle - from inspection, testing, and compliance through remediation, monitoring, design, and construction - while working closely with the Director of National Accounts and operational leadership to ensure solutions are executable, profitable, and aligned with Fortis's geographic footprint and service capabilities.

Account Executives retain ownership of accounts sold during the first year of operations, with responsibility for expanding services and locations and receiving sales credit for work performed during this period.

This is an individual contributor role with no people-management responsibilities.

Segments: Commercial Real Estate Firms, Healthcare, Education, Logistics & Distribution, Data Centers

Essential Duties and Responsibilities:

New Business Development & Account Acquisition

• Identify, qualify, and close new national and multi-regional accounts within commercial real estate, healthcare, education, logistics/distribution, and data center verticals.
• Develop new client relationships with owners, operators, property managers, facility leaders, and portfolio decision-makers.
• Build and manage a robust national sales pipeline focused on recurring service revenue and project-based work.
• Consistently meet or exceed annual new business and growth targets.

Full-Lifecycle Solution Selling

• Sell the full suite of Fortis Fire & Safety services, including:
  
  • Inspection, testing, and compliance
  • Deficiency repair and remediation
  • Fire alarm, fire sprinkler, fire suppression, and fire extinguisher systems
  • Monitoring services
  • Design-build and construction projects
• Conduct thorough discovery to understand client portfolios, compliance requirements, operational risk, and capital planning needs.
• Develop solutions that align with Fortis's self-perform capabilities and operating footprint, in collaboration with operations and national leadership.

Pricing, Profitability & Deal Governance

• Partner with the Director of National Accounts and operations teams to validate pricing, scope, margins, and execution plans.
• Ensure proposed solutions are operationally viable and support long-term account profitability.
• Support contract negotiation, execution, and proper system booking.

Account Growth & Expansion (Year-One Ownership)

• Maintain ownership of accounts sold during the first year of operations, driving:
  
  • Expansion into additional Fortis services
  • Growth across additional facilities and locations
  • Increased share of wallet through bundled solutions
• Receive sales credit for work performed during this period, reinforcing deal quality and sustainable growth.

Cross-Functional Collaboration & Enablement

• Work with branch sales and operations teams to identify national-account opportunities within existing footprints.
• Present national account strategies, wins, and best practices to local teams through quarterly updates or Lunch & Learns.
• Coordinate closely with operations, service, design, construction, and finance teams to ensure seamless execution and customer satisfaction.

CRM, Reporting & Market Intelligence

• Maintain disciplined use of CRM to track pipeline, bookings, forecasts, and account activity.
• Provide regular reporting on sales performance, new bookings, and opportunity pipeline.
• Stay informed on industry trends, regulatory requirements, and competitive dynamics across target verticals.

Required Skills & Qualifications:

• Bachelor's degree preferred or equivalent relevant experience.
• 5+ years of successful B2B commercial service sales experience, preferably within fire protection, life safety, building systems, or facility services.
• Demonstrated success selling to national or multi-location accounts within commercial real estate, healthcare, education, logistics/distribution, or data center environments.
• Flexibility to travel as required to support customer and business needs
• Proven ability to sell complex, multi-service solutions across both recurring service and project-based work.
• Understanding of fire and life safety systems, inspection requirements, and applicable codes.