Strategic Account Sales Manager

About the Role

We are seeking a Strategic Account Manager to identify, prioritize, and develop relationships with key strategic accounts across industrial and contractor sectors. This role involves establishing and growing long-term partnerships with customers and end users, leading complex sales cycles, and developing account plans that align customer needs with company capabilities and long-term growth objectives.

Responsibilities

• Strategic Account Management: Identify, prioritize, and develop relationships with key strategic accounts across industrial and contractor sectors.
• Industrial Account Sales: Call on industrial customers such as cement plants, aggregate plants, and manufacturing facilities, as well as large contractor customers. Assess customer operational needs and recommend street sweeping solutions that improve efficiency, compliance, and sustainability. Collaborate with engineering and product teams to tailor solutions when required.
• Government Account Strategy: Develop and execute a comprehensive strategy for government military accounts (non-municipal). Navigate procurement processes including RFPs, bids, and cooperative purchasing agreements. Build relationships with key officials and monitor regulatory trends and funding opportunities that impact military spending.
• Sales Execution & Growth: Meet and exceed assigned revenue, margin, and market share targets. Generate new business opportunities through prospecting, networking, and territory development. Maintain accurate pipeline tracking and forecasting in CRM systems. Conduct product demonstrations, site visits, and customer presentations.
• Cross-Functional Collaboration: Collaborate with Dealer RSM sales team to avoid potential channel conflicts and align on consistent messaging. Partner with marketing, product development, and service teams to ensure alignment with customer needs. Provide feedback on market trends, competitive activity, and customer requirements. Support product launches and new model introductions with targeted account activation.

Qualifications

• Bachelor’s degree in Business, Engineering, or related field preferred (or equivalent experience).
• 5–10+ years of experience in OEM sales, capital equipment, or heavy-duty industrial equipment sales.
• Proven track record of selling into strategic accounts and/or governmental agencies.
• Strong understanding of equipment procurement processes and/or industrial fleet operations.
• Experience managing long, complex sales cycles with multiple decision-makers.
• Proficiency with CRM tools and sales forecasting discipline.

Skills

• Strong consultative and solution-based selling skills.
• Ability to build trust with technical and non-technical stakeholders.
• Excellent negotiation and closing abilities.
• Strategic thinking and account planning expertise.
• Self-starter with strong discipline and accountability.
• Comfortable working independently in a field-based role.
• Exceptional communication and presentation skills.

Travel Requirements

Extensive travel (approximately 50–75%) to customer sites, municipal offices, industrial facilities, and industry events. Travel may include overnight stays and regional multi-day trips.

Pay

Anticipated salary range: $85,000 base salary plus commission. Earn a commission on every vehicle sold. Unlimited earning potential with performance-based bonuses.

Benefits

• Annual bonus potential
• Insurance (life, medical, dental, vision)
• Paid holidays and vacation
• 401(k) with matching contributions
• Tuition reimbursement
• Smoke-free, drug-free workplace

About Us

Elgin Sweeper, a subsidiary of Federal Signal Corporation’s Environmental Solutions Group, is a leading provider of street sweeping solutions with over 100 years of experience. Our products are sold and serviced through a network of more than 100 dealer locations worldwide, catering to municipalities, contractors, and industries. Federal Signal Corporation, founded in 1901, is a global leader in designing and manufacturing products and solutions for municipal, governmental, industrial, and commercial customers.