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The National Account Manager will lead revenue generation for strategic IFM customers, design sales strategies, manage RFPs, analyze market trends, and collaborate cross-functionally to drive customer satisfaction and growth.
Leo FM — National Account Manager
Leo FM is a leading full-suite facilities maintenance company combining in-house self-perform capabilities with a national network of specialist service partners. We deliver responsive, high-quality services
across a wide range of verticals (logistics, healthcare, retail, manufacturing, education, banking, etc.).
We're scaling rapidly and looking for an enterprise sales leader to drive large, complex deals with major commercial, institutional, and national accounts.
Role Overview
As National Account Manager, you will own revenue generation from large-scale, strategic IFM customers. You will design and execute a scalable, repeatable sales motion for complex facility services
contracts. You'll coordinate closely with operations, marketing, and service delivery to ensure seamless execution and customer satisfaction.
This is a high-impact, high-visibility role: you will set the strategic direction for enterprise sales and be a key driver of the company's growth trajectory.
Key Responsibilities
- Build, refine, and execute a go-to-market strategy for enterprise accounts (national chains, multi-site portfolios, institutional clients).
- Forecast pipeline and revenue, set targets, and monitor sales metrics (win rates, sales cycles, average deal size, churn, etc.).
- Own and manage large, multi-site, multi-year RFPs and contract negotiations with senior stakeholders (C-suite, facility directors).
- Collaborate with marketing, operations, service delivery, and finance to build compelling proposals, pricing models, and value propositions across the full sales lifecycle.
- Drive customer relationship management at the executive level, including upsell / cross-sell opportunities, renewals, and account expansion.
- Manage and grow an existing book of business, driving 20% year-over-year growth by acting as a strategic advisor — identifying consolidation opportunities, expanding scope across trades, and deepening
service integration across client locations.
- Analyze market trends, competition, pricing, and product mix to refine positioning and differentiate Leo FM's offering.
- Develop scalable processes, tools, sales enablement resources, and operational rigor to support growth.
- Report regularly to executive leadership on sales performance, forecasts, risks/opportunities, and strategic insights.
Required Experience & Skills
- 15+ years of enterprise B2B sales experience, ideally in facility services, facilities management, building services, real estate services, or a related services industry.
- Proven track record of selling large, complex, multi-site contracts (7–8 figure deals).
- Strong executive presence and ability to engage senior stakeholders for enterprise sales solutioning.
- Expertise in negotiation, RFPs, contracting, pricing strategies, and governance.
- Analytical mindset — comfortable with metrics, forecasting, pipeline management, and CRM data.
- Excellent communication, presentation, and storytelling skills.
- Ability to work cross-functionally with operations, marketing, and finance, and deliver results in ambiguous, fast-changing environments.
- Bachelor's degree (MBA or related advanced degree a plus).
Success Metrics (First 6–12 Months)
- Establish a qualified enterprise pipeline of target accounts.
- Close anchor enterprise deal(s) — e.g. multi-site contract(s).
- Improve win rates, shorten sales cycle times, and raise deal sizes vs. baseline.
- Implement scalable sales processes, playbooks, and tools.
- Establish $15M in net new business and build a $50M qualified pipeline targeting multi-site operators with $100M+ in total FM spend (retail, grocery, convenience, financial) — with at least five active negotiations by end of year. Simultaneously, achieve 20% year-over-year growth across the existing account portfolio.
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