Major Accounts Representative – Mega Projects

JA Riggs Tractor Company•Little Rock, AR

13d•Onsite

About The Position

The Major Accounts Representative owns Riggs’ capture of revenue opportunities on qualifying mega projects. This sales-oriented role combines business development with operational understanding: the representative evaluates and prioritizes major project opportunities, builds high-level relationships with key stakeholders at top-tier sites, and serves as the single point of contact for Riggs CAT’s full offering, including rental, new sales, used sales, parts, service, product support, and power. The role is intentionally closer to sales than operations, but requires sufficient operational fluency to make realistic commitments and coordinate delivery across Riggs teams. This is a field-based position requiring approximately 90% travel. The representative will spend most of each week at active mega project sites, customer offices, and Riggs branch locations across Arkansas, with occasional overnight travel as project needs dictate. Compensation includes a competitive base salary plus commission, along with medical, dental, vision, 401(k), paid time off, and a vehicle allowance, as applicable. The position is safety sensitive. Duties involve regular standing, walking, hand use, reaching, climbing or balancing, stooping, kneeling, crouching or crawling, and talking or hearing. The employee must occasionally lift 25 pounds of force and frequently lift 10 pounds of force. The work may involve wet or humid conditions, moving mechanical parts, and outdoor weather; noise is usually moderate. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Requirements

Proven sales track record, ideally in heavy equipment, construction, or industrial capital goods.
Confidence engaging with leaders at all levels, from site superintendents to corporate procurement.
Working knowledge of construction and industrial equipment operations.
Ability and willingness to travel approximately 90% of the time.
Operational understanding of parts, service, rental, and equipment logistics sufficient to make commitments that can be delivered.
Strong ability to build and maintain positive working relationships 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—including equipment, parts, service, and rental—to large commercial or industrial customers.

Responsibilities

Evaluate and prioritize major project opportunities using Riggs’ project scorecard, considering revenue potential, accessibility, competitive landscape, timing, and contractor brand preference.
Build and maintain relationships with general contractors, subcontractors, plant engineering teams, site superintendents, and corporate procurement.
Represent Riggs CAT’s rental, new sales, used sales, parts, service, product support, and power offerings in an integrated solution for each project.
Coordinate with Riggs’ rental, sales, parts, service, product support, and power teams to define and deliver the personnel, equipment, and on-site resources required for each project.
Align revenue and resourcing plans with project timelines, including ramp-up and wind-down of project-dedicated resources.
Monitor revenue capture, market share, competitive activity, and service-level performance, and report regularly to leadership.
Develop and pursue opportunities, manage long and complex sales cycles, and maintain realistic operational commitments.