Account Manager – Contract Staffing

Account Manager – Contract Staffing

Naperville, IL (hybrid – 2 days in office, 3 days remote)

Description for Account Manager:

180 Engineering is seeking a dynamic and self-driven Account Manager to maintain and grow relationships with existing clients, identify new business opportunities, and manage the full life cycle of staffing needs across our client base. This individual will be responsible for developing client accounts through strategic planning, onsite visits, and a deep understanding of our clients’ business needs, while also monitoring profitability and mitigating risks to margin and contractor headcount.

Key Responsibilities for Account Manager:

1. Client Relationship Management: 

• Maintain and expand relationships with existing clients by serving as their primary point of contact
• Conduct regular onsite visits to current and prospective clients to understand business needs and identify new staffing opportunities
• Build strong, trusted relationships through proactive communication and an understanding of both technical and cultural client requirements
• Address client concerns and resolve issues quickly, ensuring a positive experience and long-term partnership

1. Business Development:

• Proactively identify and pursue new business opportunities within assigned industries
• Work closely with clients to expand existing relationships by offering additional contractors or cross-selling 180 Engineering’s consulting and direct hire services
• Achieve or exceed quarterly and annual revenue targets by closing new business deals and growing current accounts
• Develop strategies for increasing client headcount, while being aware of threats to contractor placements and margins
• Collaborate with internal teams to identify cross-selling opportunities for consulting and direct-hire placements
• Stay vigilant of risks that could impact contractor headcount or margin, and proactively address potential issues with solutions

1. Contractor Placement Management:

• Collaborate with the recruitment team to source, vet, and place contractors that meet client specifications
• Monitor contractor performance and address any client concerns to ensure retention throughout the contract duration
• Negotiate contracts and rates between clients and contractors to ensure profitability while maintaining competitive pricing

1. Account Expansion:

• Grow accounts by identifying opportunities to place contractors in new roles or departments within client organizations
• Build and maintain a strong pipeline of potential contractor placements in IT and engineering fields

1. Cold and Warm Prospecting:

• Conduct outreach to potential new clients through onsite visits, phone calls, and networking events
• Build relationships with decision-makers to understand their staffing needs and present tailored solutions

1. Internal Collaboration:

• Collaborate closely with recruiting, finance, and business development teams to ensure seamless service delivery and client satisfaction
• Partner with internal stakeholders to develop and improve processes that enhance efficiency and service quality

1. Metrics and Reporting:

• Track and report on key metrics such as contractor retention, client satisfaction, billable hours, and revenue growth
• Maintain accurate records in CRM systems regarding client interactions, contractor placements, and pipeline management

1. Industry Expertise:

• Stay up-to-date on industry trends in Information Technology, engineering, and contractor staffing to advise clients effectively and anticipate their needs
• Understand compliance and regulatory standards relevant to contract staffing in specialized industries like pharmaceuticals, automotive, and aerospace

1. Strategic Thinker

• Thrive in ambiguity, making confident decisions without perfect information while creating your own processes and structure
• Quickly adapt to changing client needs, market conditions, and company priorities to maintain service delivery

Requirements for Account Manager:

• Experience: 5-10 years in account management, business development, or client relations within the staffing industry, preferably focused on IT and engineering roles
• Technical Knowledge: Understanding of IT support and engineering functions, staffing challenges, economy and market dynamics. Industry staffing trends
• Communication: Excellent verbal and written communication skills with the ability to engage with senior leadership and decision-makers.
• Results-Oriented: Proven ability to manage multiple client accounts, deliver against targets, and drive revenue growth
• Problem Solver: Strong analytical skills to assess client needs, provide tailored staffing solutions, and solve client challenges effectively
• Team Collaboration: Ability to work cross-functionally with recruitment, sales, and leadership teams to meet and exceed client expectations
• Relationship driven approach to maintaining and expanding accounts
• Understands metric reporting and able to present current situation to leadership team
• Familiar with ATS and CRM technology stacks
  • Avionte and HubSpot experience a plus
• Experience with Microsoft Office 365 applications

Preferred Qualifications for Account Manager:

• Experience with strategic account management in engineering, IT, or similar industries
• Demonstrated experience growing accounts through cross-selling and identifying new revenue opportunities
• Experience in negotiating contract terms and managing margin performance
• Experience using corp-to-corp recruiting sources
• Experience with ChatGPT or similar AI solutions