Strategic Account Sales Manager

Federal Signal Openings•Elgin, IL

1d•Onsite

About The Position

The Strategic Account Sales Manager will be responsible for identifying, prioritizing, and developing 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 from prospecting through contract negotiation and closing. The manager will also develop account plans that align customer needs with company capabilities and long-term growth objectives. Specific responsibilities include calling on industrial customers such as cement plants, aggregate plants, and manufacturing facilities, as well as large contractor customers. The role requires assessing customer operational needs and recommending street sweeping solutions that improve efficiency, compliance, and sustainability, with collaboration with engineering and product teams for tailored solutions. Additionally, the manager will develop and execute a strategy for government military accounts (non-municipal), navigate procurement processes including RFPs, bids, and cooperative purchasing agreements, and build relationships with key officials. Monitoring regulatory trends and funding opportunities impacting military spending is also part of the role. The position requires meeting and exceeding revenue, margin, and market share targets, generating new business opportunities through prospecting, networking, and territory development, and maintaining accurate pipeline tracking and forecasting in CRM systems. Conducting product demonstrations, site visits, and customer presentations is also expected. Collaboration with the Dealer RSM sales team to avoid channel conflicts and align messaging, partnering with marketing, product development, and service teams, and providing feedback on market trends are crucial. Support for product launches and new model introductions with targeted account activation is also required.

Requirements

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.
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.

Responsibilities

Identify, prioritize, and develop relationships with key strategic accounts across industrial and contractor sectors.
Establish and grow long-term partnerships with customers and end users.
Lead complex sales cycles from prospecting through contract negotiation and close.
Develop account plans that align customer needs with company capabilities and long-term growth objectives.
Call on industrial customers such as cement plants, aggregate plants, 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.
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.
Monitor regulatory trends and funding opportunities that impact military spending.
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.
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.