Strategic Accounts Sales Manager - Equipment Rental

Mustang Cat•Houston, TX

26d•Onsite

About The Position

Mustang Rental Services is seeking an experienced Strategic Accounts Manager to lead our Strategic Account Management team and drive growth across some of our largest and most important customer relationships. This is a sales leadership role for someone who understands complex B2B customers, knows how to develop high-performing sales professionals, and can turn strong customer relationships into long-term, profitable growth. The Strategic Accounts Manager will lead our team of Strategic Account Managers while developing strategies to increase customer retention, expand account penetration, and grow Mustang Rental Services' presence across the construction, industrial, infrastructure, petrochemical, and energy markets.

Requirements

8+ years of experience in equipment rental, industrial sales, strategic account management, or business development
3+ years of sales leadership experience preferred
Demonstrated success managing large, complex, or strategic customer relationships
Experience developing and executing account growth strategies
Strong sales leadership, coaching, and performance-management skills
Proven ability to build relationships with senior and executive-level customers
Strong negotiation, business development, and commercial skills
Experience managing sales pipelines, forecasts, and CRM processes
Strong financial and business acumen
Excellent communication, presentation, and relationship-management skills
Experience in equipment rental, construction, industrial services, manufacturing, or energy strongly preferred
Bachelor's degree in Business, Marketing, Finance, or a related field preferred

Nice To Haves

3+ years of sales leadership experience preferred
Experience in equipment rental, construction, industrial services, manufacturing, or energy strongly preferred
Bachelor's degree in Business, Marketing, Finance, or a related field preferred

Responsibilities

Lead, coach, and develop Strategic Account Managers
Establish clear expectations for account growth, retention, profitability, and sales activity
Conduct regular one-on-one meetings, field coaching, pipeline reviews, and account strategy sessions
Build development plans and strengthen the pipeline of future sales leadership talent
Create a culture of accountability, customer focus, collaboration, and disciplined sales execution
Develop and execute growth strategies for major customer accounts
Increase customer penetration and share of wallet
Identify opportunities to expand Rental Services and Heavy Rents business within existing customers
Identify new projects, locations, divisions, and business opportunities within strategic accounts
Develop and maintain executive-level customer relationships
Lead customer business reviews and strategic account meetings
Develop retention and recovery strategies for at-risk accounts
Establish annual and quarterly strategic account growth plans
Lead pipeline, opportunity, and forecast reviews
Improve pipeline visibility and forecasting accuracy
Drive disciplined CRM and Salesforce utilization
Monitor account revenue, customer retention, opportunity activity, and sales effectiveness
Use customer trends, competitive intelligence, and market conditions to identify growth opportunities
Support customer segmentation and account prioritization strategies
Coordinate resources for major customer projects and initiatives
Remove internal barriers affecting customer experience
Align customer commitments with operational capabilities
Resolve significant customer issues and escalations
Strengthen collaboration between Strategic Account Managers, Key Account Managers, Territory Sales Representatives, and Inside Sales