Major Accounts Representative – Mega Projects

Riggs Cat•Little Rock, AR

just now•Onsite

About The Position

The Major Accounts Representative owns Riggs’ capture of revenue opportunity on qualifying mega projects. The role calls for a sales-oriented professional who is also operationally sound – someone who can win the business, understand what it takes to deliver it, and build and maintain positive working relationships with customers and Riggs teams alike. You will evaluate and prioritize major project opportunities, build high-level relationships with every key player on our top-tier sites, and serve as the single point of contact for the full Riggs CAT offering – rental, new sales, used sales, parts, service, product support, and power – on each project.

Requirements

Proven sales track record, ideally in heavy equipment, construction, or industrial capital goods
Confidence engaging with leaders at every level – from site superintendents to corporate procurement
Working knowledge of construction and industrial equipment operations
Ability and willingness to travel approximately 90% of the time
Operationally sound – able to understand parts, service, rental, and equipment logistics well enough to commit only to what can be delivered
Strong ability to build and maintain positive working relationships, both with customers and internal teams
Strong collaboration and negotiation skills
Valid driver’s license and acceptable driving record

Nice To Haves

Experience with a Caterpillar dealer, product support, or equipment rental business
Background in major or strategic account management in a B2B capital equipment environment
Experience selling a broad product and service portfolio – equipment, parts, service, and rental – to large commercial or industrial customers

Responsibilities

Evaluate and prioritize opportunities – use Riggs’ project scorecard to assess each major site based on revenue potential, accessibility, competitive landscape, timing, and contractor brand preference.
Own top-tier project relationships – build and maintain relationships with general contractors, subcontractors, plant engineering teams, site superintendents, and corporate procurement.
Deliver a complete Riggs solution – represent every Riggs CAT line of business – rental, new sales, used sales, parts, service, product support, and power – in a single, integrated offer for each project.
Coordinate delivery across Riggs – work with Riggs’ rental, sales, parts, service, product support, and power teams to define and deliver the personnel, equipment, and on-site resources each project requires.
Plan for the full project lifecycle – align revenue and resourcing plans with project timelines, including ramp-up and wind-down of project-dedicated resources.
Track and report performance – monitor revenue capture, market share, competitive activity, and service-level performance, and report to leadership regularly.