Sales Manager

Artech; Richmond (VA); On-site; USD 90,000 - 130,000; Full time

Job summary

Artech Information Systems LLC is seeking a highly motivated Lead Account Manager to drive personal revenue and lead a small team. The role blends individual sales contributions with leadership duties, mentoring two Associate Account Managers and guiding the account growth strategy.

You will manage assigned client accounts, achieve revenue targets, and coordinate staffing delivery, while developing the team’s skills and ensuring client satisfaction across engagements.

Qualifications

• Proven ability to manage and grow client accounts.
• Experience mentoring staff and coordinating staffing delivery.
• Strong relationship management with hiring managers and stakeholders.

Responsibilities

• Own and achieve individual revenue and gross margin targets.
• Mentor two Associate Account Managers and lead onboarding.
• Manage client relationships and identify expansion opportunities.
• Oversee staffing lifecycle from qualification to placement.
• Ensure pipeline and reporting with CRM.

Job description

Seeking a highly motivated, results-driven Lead Account Manager who will play a dual role as an individual revenue contributor and a team leader.

The ideal candidate will be responsible for managing and growing assigned client accounts, achieving individual sales and revenue targets, and mentoring one Account Managers and two Associate Account Managers (new to the staffing industry).

This is a hands-on leadership position requiring a strong balance of client relationship management, business development, staffing delivery coordination, and people development.

The Lead Account Manager will be accountable not only for personal business performance but also for building a capable, independent, and productive account management team.

Key Responsibilities

1. Individual Revenue & Account Growth

• Own and achieve individual revenue, gross margin, placement, and account growth targets.
• Manage existing client relationships while identifying opportunities to expand business within assigned accounts.
• Develop relationships with hiring managers, Leaders and other key client stakeholders.
• Proactively identify new staffing requirements, upcoming projects, and potential hiring needs.
• Drive the complete staffing sales lifecycle, including requirement qualification, coordination with recruiting teams, candidate submissions, interview management, offer negotiations, and successful placements.
• Build and maintain a strong pipeline of opportunities to consistently meet monthly, quarterly, and annual business targets.
• Identify opportunities for account penetration, cross-selling, and expanding service offerings.
• Provide direct leadership, coaching, and day-to-day guidance to two Associate Account Managers with no prior staffing industry experience.
• Develop and execute a structured onboarding and training program covering staffing fundamentals, client engagement, recruitment processes, and account management.
• Train associates on:
  • Staffing industry terminology, business models, and operational processes.
  • Understanding client requirements and qualifying job descriptions.
  • Working effectively with recruiting and delivery teams.
  • Candidate submission, interview coordination, and placement processes.
  • Client communication, relationship building, and professional etiquette.
  • MSP/VMS platforms, compliance requirements, and client-specific processes.
  • Sales pipeline management, opportunity tracking, and CRM reporting.
• Conduct regular coaching sessions, role-playing exercises, and performance reviews.
• Initially accompany associates on client calls and meetings, gradually transitioning ownership as their skills and confidence improve.
• Assign clear responsibilities, activity goals, and development milestones to each associate.
• Develop associates into independent Account Managers capable of managing client relationships and generating business opportunities.

3. Client Relationship Management

• Serve as a trusted business partner to assigned clients by understanding their business objectives, hiring challenges, and workforce requirements.
• Conduct regular meetings with hiring managers to review contractor performance, current staffing needs, and future opportunities.
• Ensure timely follow-up on open requirements, candidate submissions, interviews, offers, and onboarding activities.
• Address client escalations and resolve service delivery challenges in coordination with recruiting, HR, compliance, and operations teams.
• Maintain strong relationships with existing contractors and client stakeholders to improve retention, extensions, and redeployment opportunities.
• Ensure a high level of client satisfaction and account retention.

4. Recruiting & Delivery Partnership

• Collaborate closely with recruiting teams to ensure timely delivery of qualified candidates.
• Conduct detailed requirement qualification discussions to communicate client expectations effectively to recruiting teams.
• Monitor submission quality, turnaround time, interview ratios, and placement conversion rates.
• Provide actionable client feedback to recruiting teams to improve candidate quality and delivery effectiveness.
• Work with delivery leadership to prioritize critical requirements and address recruitment challenges.
• Ensure associates understand the importance of recruiting partnerships and take accountability for effective coordination.

Artech Information Systems LLC is an Equal Opportunity / Affiantative Action Employer and does not discriminate because of age, color, disability, ethnicity, marital or family status, national origin, race, religion, sex, sexual orientation, military veteran status, or any other characteristic protected by law. We are committed to attracting, retaining, and maximizing the performance of a diverse and inclusive workforce.

About Artech Information Systems LLC

Artech is an employer-of-choice for over 7,800 consultants across the globe. We recruit top talent for over 80 Fortune and Government clients coast-to-coast across the U.S., India, and China. Artech is one of the fastest-growing companies in the U.S.

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