Our well-established manufacturing plant in the Elgin area is seeking a S trategic Account Sales Manager. With a long-standing reputation for excellence, we have been producing high-quality equipment for more than a half-century. Our commitment to superior craftsmanship and innovation has made our name synonymous with quality in the industry. This is mainly a remote position with approximately 50% travel required. Occasional visits to our Corporate Office near Elgin, IL are required. Salary posted is an estimate; full salary and commission are based on success in this position.

POSITION SUMMARY

The Strategic Account Sales Manager is a revenue-generating sales leader responsible for owning, expanding, and defending key enterprise and national accounts while driving aggressive market growth within the vertical. Shifting from operational support to initiative-taking commercial strategy, this role focuses on strengthening client relationships, negotiating high-value contracts, leading Quarterly Business Reviews (QBRs), and executing multi-year growth strategies. Working in high-touch collaboration with internal execution teams (Operations, Supply Chain, Finance, and Account Support Specialists), the Strategic Account Sales Manager translates customer needs into scalable commercial & Industrial solutions. Through on-site customer visits, executive relationship management, deep pipeline tracking, and cross-functional alignment, this role protects baseline retention while identifying and closing land-and-expand revenue opportunities.

Key Responsibilities Strategic Vertical Growth & Revenue Expansion Account Portfolio Strategy:

Develop and execute multi-year strategic account plans to maximize customer lifetime value (LTV), hit gross margin targets, and achieve annual organic revenue growth targets across key accounts.

Upselling & Cross-Selling:

Identify uncaptured demand within existing enterprise client networks, executing expansion strategies for additional site rollouts, product line adoption, and value-added service programs.

Contract Negotiations & Renewals:

Drive contract renewal cycles, lead master service agreement (MSA) negotiations, establish commercial pricing structures, and secure multi-year purchasing commitments.

Client Engagement, Travel & Business Reviews Executive Relationship Building:

Establish and nurture C-suite and director-level relationships across client organizations, serving as the trusted commercial partner and executive escalation point. Quarterly Business Reviews (QBRs): Lead, design, and deliver impactful, data-driven QBRs for primary enterprise accounts—leveraging performance metrics, SLA compliance, and strategic market insights to demonstrate ROI and uncover new revenue pathways.

Strategic On-Site Presence:

Travel up to 25-50% to meet with client stakeholders, conduct on-site facility/job site visits, lead account review presentations, and attend industry-specific vertical trade shows.

Sales Execution, CRM & Pipeline Management Pipeline Integrity:

Maintain rigorous sales management and pipeline forecasting within the CRM (e.g., Salesforce, HubSpot), accurate tracking opportunities, contract milestone dates, and key stakeholder interactions.

Account Start-Up & Onboarding Leadership:

Direct the high-level strategy for new account launches, collaborating with Sales Support Specialists to ensure commercial terms, resource documentation, and customer requirements are flawlessly transitioned from sale to operations.

Commercial Support & Quoting:

Drive complex quoting processes, custom pricing proposals, contract redlines, and RFP/RFI responses for major vertical opportunities.

Operational & Cross-Functional Alignment Support Specialist Partnership:

Partner directly with Strategic Account Support & Inside Specialists to oversee order lifecycle execution, operational KPIs, and high-level inventory availability, ensuring fulfillment aligns with customer expectations.

Logistics & Supply Chain Strategy:

Collaborate with Supply Chain and Operations to align client forecast demand with stock allocation, minimizing supply friction and protecting revenue targets.

Credit & Financial Management:

Partner with Finance to monitor account financial health, ensure proper credit terms, address invoice/rebate structures, and drive timely issue resolution.

Required Qualifications Experience:

5+ years of successful B2B strategic account management, outside sales, or business development experience—ideally within commercial equipment, industrial distribution, or manufacturing verticals.

Travel Flexibility:

Willingness and ability to travel 25-50% domestically for client meetings, site assessments, QBRs, and industry trade events.

Account Management & Strategic Planning:

Proven history of owning multi-million-dollar account portfolios, conducting structured QBRs, retaining core business, and growing vertical market share through upselling and contract expansion.

CRM & Data Proficiency:

Advanced skill with CRM platforms (Salesforce, HubSpot) for pipeline forecasting, activity tracking, and account management, paired with strong proficiency in Microsoft Excel and presentation software.

Contracting & Commercial Acumen:

Direct experience navigating complex commercial contracts, pricing models, MSAs, and margin analysis.

Education:

Bachelor's degree in business administration, Marketing, Supply Chain, Logistics, or a related field (or equivalent practical experience).

Core Competencies:

Commercial Drive & Value Selling:

Focused on top-line growth, protecting margins, identifying uncaptured customer spend, and selling value over price.

Executive Presence & Presentation:

Superior presentation and verbal communication skills, capable of commanding confidence during QBRs and C-suite negotiations.

Strategic Account Ownership:

Elevated level of accountability for total account health, balancing high-touch customer relationship building with internal team delegation.

Cross-Functional Leadership:

Ability to effectively unite Outside Sales strategy with Inside Support, Logistics, Supply Chain, and Finance to ensure operational execution matches commercial promises.

Pay:

$60,000.00 - $220,000.00 per year

Benefits:

401(k) 401(k) matching Dental insurance Employee assistance program Flexible spending account Health insurance Health savings account Life insurance Paid time off Retirement plan Vision insurance Application Question(s): Do you have proficient skills and experience working with CRM platforms? Do you have the confidence and executive presence to effectively present and communicate with executive and C-suite audiences?

Experience:

B2

B Strategic Account Management:

5 years (Required) Willingness to travel: 50% (Required)

Work Location:

Hybrid remote in Elgin, IL 60123