Named Account Representative

Join the Family - Come work for an exciting company offering great benefits, challenging opportunities, and colleagues who feel more like family. Job Summary This role is responsible for delivering consistent service execution, driving customer satisfaction, securing renewals, and expanding share of wallet through value-based upsell and cross-sell opportunities. The Account Representative is the primary commercial owner of the customer relationship after onboarding. While Business Development Representatives (BDRs) focus on new account acquisition, the AR is accountable for ongoing account performance across safety, service quality, commercial outcomes, and long-term partnership value. This role requires strong relationship management skills, operational awareness, and disciplined execution of APC's account management and renewal processes. Key Responsibilities and Duties Ongoing Account Management & Retention - Serve as the primary commercial point of contact for assigned regional customer accounts. - Maintain regular customer engagement through site visits, operational touchpoints, and structured business reviews. - Ensure stable service delivery and alignment between customer expectations and APC field execution. - Proactively identify risks to retention and escalate issues early to prevent service or relationship breakdowns. Account Performance & Value Delivery - Monitor customer performance against defined KPIs, including safety, service reliability, and operational outcomes. - Translate technical and operational performance into clear value stories for customers. - Partner with Technical Services and Field Operations to address performance gaps and improvement opportunities. - Reinforce APC's role as a trusted partner, not just a supplier. Renewal Planning & Contract Management - Own renewal preparation and execution for assigned accounts, beginning well in advance of contract expiration. - Lead value-based renewal conversations focused on outcomes delivered, risk reduction, and operational improvements. - Support pricing discussions and contract negotiations in alignment with APC pricing guidance and margin objectives. - Secure timely renewal commitments and ensure clean transitions into new contract terms. Upsell & Cross-Sell Execution - Identify opportunities to expand product mix, services, and technical engagement within existing accounts. - Leverage customer performance data, operational insights, and market benchmarks to frame upsell opportunities. - Partner with Technical Services to validate solutions through modeling, pilots, or limited trials as appropriate. - Commercialize approved expansions using ROI-based, value-oriented conversations. Upsell & Cross-Sell Execution - Identify opportunities to expand product mix, services, and technical engagement within existing accounts. - Leverage customer performance data, operational insights, and market benchmarks to frame upsell opportunities. - Partner with Technical Services to validate solutions through modeling, pilots, or limited trials as appropriate. - Commercialize approved expansions using ROI-based, value-oriented conversations. Sales Process & CRM Discipline Execute APC's sales and account management process consistently across onboarding, ongoing management, renewal, and expansion stages. Maintain accurate CRM records for all customer interactions, opportunities, renewals, and account plans. Ensure account documentation reflects current stakeholders, success criteria, and commercial status.