Regional Account Executive

Aston Carter•Southfield, MI

21h•$170,000 - $180,000•Hybrid

About The Position

The Regional Account Executive – General Industries leads strategic B2B sales efforts and delivers innovative industrial automation solutions across markets such as Defense, Aerospace, and Energy. You will own the full sales cycle, from opportunity identification through negotiation and closing, while building strong customer relationships and driving order acquisition, margin growth, and long-term account development. This role blends strategic, consultative selling with cross-functional collaboration to create high-impact, value-based solutions for customers.

Requirements

Bachelor’s degree in Engineering, Business, or a related field.
Proven B2B sales experience in industrial automation or manufacturing solutions.
Demonstrated success in strategic B2B sales within Defense and Aerospace or similar complex industrial markets.
Strong negotiation, communication, and presentation skills, with the ability to influence executive-level stakeholders.
Experience managing full sales cycles, including opportunity development, proposals, and complex deal negotiations.
Proficiency with CRM systems, with Salesforce experience strongly preferred.
Ability to perform client analysis, including SWOT analysis, product and service business value analysis, and understanding of customer strategies and business models.
Solid financial and cost analysis skills, including basic understanding of cash flow, pricing impacts, and competitive cost structures.
Experience in account development, account management, and driving margin growth.
Ability to collaborate effectively with cross-functional teams such as Engineering, Project Management, and Estimating.
Strong interpersonal communication skills and the ability to build long-term customer relationships.
Willingness to travel regionally up to 20%.

Nice To Haves

Basic engineering knowledge in industrial automation and related technologies.
Experience with value-based selling techniques and the ability to articulate financial and operational value to customers.
Understanding of customer strategies, industrial footprints, and key operational processes.
Knowledge of structured sales processes and sales methodologies.
Exposure to marketing strategy and the ability to align sales activities with broader go-to-market plans.
Deep familiarity with sales tools and general-purpose IT tools for communication, analysis, and reporting.
Understanding of business strategy and how industrial automation solutions support strategic objectives.
Experience in budgeting, forecasting, and cash flow evaluation as they relate to customer accounts and sales opportunities.
Competence in competition analysis to position solutions effectively in the market.
Experience with contract management and basic commercial terms in complex deals.
Project management fundamentals, including project planning, monitoring, and risk management, particularly as they relate to customer commitments.
Ability to navigate internal processes and procedures to move deals efficiently from opportunity to order.

Responsibilities

Manage and grow regional customer accounts through consultative, value-based selling focused on measurable business outcomes.
Lead the full sales cycle, including prospecting, opportunity development, solution positioning, proposal creation, and contract negotiation.
Drive strategic B2B sales activities in Defense, Aerospace, Energy, and broader General Industries markets.
Balance new business development (hunting) and existing account growth (farming) to achieve order acquisition and margin targets.
Engage executive-level stakeholders to understand their strategies, business models, and key success factors, and influence buying decisions.
Conduct client analysis using SWOT and competitive analysis to identify opportunities, risks, and differentiating value propositions.
Collaborate closely with cross-functional teams, including Engineering, Project Management, Estimating, and other technical experts, to design competitive and cost-effective solutions.
Use value-based selling techniques and financial acumen to articulate the business value of industrial automation solutions, including ROI and cash flow impact.
Develop and execute account development plans that drive margin growth, long-term relationships, and increased share of wallet.
Manage pipeline activity, opportunity tracking, and sales forecasting using CRM tools, with a strong preference for Salesforce.
Prepare and deliver compelling customer presentations, proposals, and solution overviews tailored to executive and technical audiences.
Support budgeting and forecasting activities related to your accounts and territory, ensuring accurate visibility into revenue and margin.
Contribute to marketing and business strategy discussions by providing market feedback, customer insights, and competitive intelligence.
Oversee contract management aspects of deals in collaboration with internal stakeholders, helping to structure agreements that balance customer needs and business objectives.
Monitor project and solution delivery risks in coordination with project teams, helping to manage customer expectations and maintain satisfaction.
Maintain deep knowledge of relevant products, solutions, and internal processes to navigate deals efficiently and effectively.
Foster an inclusion-driven, performance-oriented culture through transparent communication, collaboration, and a focus on customer impact.