Senior Account Manager
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AI Summary
The Senior Account Manager will drive business growth by developing new customer relationships and expanding existing accounts for complex engineered solutions. They are responsible for managing the full sales cycle, from prospecting and discovery to proposal development and contract negotiation.
Senior Account Manager in Richmond, VA
Position Overview
We are seeking an experienced Senior Account Manager to drive business growth by developing new customer relationships, expanding existing accounts, and managing the full sales cycle for complex engineered solutions. This is a remote, U.S.-based position with regular travel for customer meetings, trade shows, supplier visits, and internal collaboration.
The ideal candidate is a consultative sales professional with experience selling complex automation, manufacturing, capital equipment, or engineered solutions. This role requires strategic thinking, strong relationship-building skills, and the ability to collaborate across engineering, operations, project management, and leadership teams.
Key Responsibilities
Business Development & Account Management
- Identify, qualify, and develop new business opportunities for turnkey automation systems, custom equipment, and engineered manufacturing solutions.
- Manage assigned accounts and prospects throughout the complete sales cycle, from prospecting and discovery through proposal, negotiation, and closing.
- Expand relationships with existing customers while identifying opportunities within new target accounts.
- Re-engage previous customers and leverage referrals, market intelligence, CRM data, and trade show networking to generate new opportunities.
- Represent the company professionally while delivering exceptional customer service.
Sales Strategy & Market Development
- Develop strategic account plans and territory growth strategies.
- Identify target industries, customer segments, and strategic accounts aligned with company capabilities.
- Monitor industry trends, customer requirements, and competitor activities to identify new business opportunities.
- Provide market insights and recommendations to sales leadership.
Consultative Sales & Proposal Development
- Conduct customer discovery to understand operational challenges, production processes, technical requirements, and business objectives.
- Evaluate project feasibility, commercial fit, and customer requirements.
- Collaborate with engineering and applications teams to develop competitive proposals.
- Support pricing strategy, scope development, contract negotiations, and margin optimization.
Pipeline & CRM Management
- Maintain accurate opportunity records within the company's CRM platform.
- Provide reliable sales forecasts and pipeline updates.
- Track sales activities, customer interactions, and project status.
- Identify potential risks and proactively communicate changes to leadership.
Cross-Functional Collaboration
- Serve as the primary customer advocate throughout the sales process.
- Work closely with engineering, project management, operations, finance, and leadership teams to ensure successful project execution.
- Support smooth project handoffs from sales through implementation.
- Maintain customer relationships after project completion to encourage repeat business and long-term partnerships.
Required Qualifications
- Minimum 7 years of experience in B2B sales, account management, business development, sales engineering, or a related commercial role.
- Proven success selling complex engineered solutions, industrial automation, capital equipment, robotics, controls, machine vision, or manufacturing technologies.
- Experience managing long sales cycles involving multiple decision-makers.
- Strong consultative and solution-based selling skills.
- Experience negotiating contracts and managing strategic customer relationships.
- Strong understanding of CRM systems; experience with HubSpot is preferred.
- Proficiency with Microsoft Office Suite, Microsoft Teams, and sales reporting tools.
- Excellent communication, presentation, and negotiation skills.
- Ability to travel regularly throughout assigned territories.
Preferred Qualifications
- Bachelor's degree in Engineering, Business, or a related field (or equivalent technical and commercial experience).
- Experience in automation, robotics, manufacturing, life sciences, consumer products, filtration, energy, or industrial markets.
- Technical sales background or formal sales training.
- Experience working with engineering and manufacturing organizations.
Technical Knowledge
Experience with one or more of the following technologies is preferred:
- Industrial automation
- Robotics
- PLCs and control systems
- Machine vision
- Motion control
- Industrial networking
- Sensors
- Material handling systems
- Assembly automation
- Inspection systems
- Process automation
Key Skills
- Strategic account management
- Business development
- Consultative selling
- Solution sales
- Capital equipment sales
- Technical sales
- CRM management
- Pipeline forecasting
- Contract negotiation
- Customer relationship management
- Sales strategy
- Market analysis
- Proposal development
- Cross-functional collaboration
- Communication and presentation
- Relationship building
- Leadership
- Problem-solving
- Time management
Performance Expectations
Successful candidates will be expected to:
- Achieve annual sales and revenue objectives.
- Build and maintain a healthy, qualified sales pipeline.
- Develop new customer relationships while expanding existing accounts.
- Maintain accurate CRM records and reliable sales forecasts.
- Contribute to long-term business growth through strategic account development and exceptional customer service.
Benefits
- Competitive base salary plus uncapped commission
- Medical, dental, and vision insurance
- 401(k) retirement plan
- Paid time off and paid holidays
- Remote work flexibility
- Travel expense reimbursement
- Professional development and training opportunities
Physical Requirements
- Ability to lift up to 25 pounds.
- Ability to work at a computer for extended periods.
- Ability to communicate effectively through phone, video conferencing, email, and messaging platforms.
- Ability to travel regularly for customer meetings, trade shows, supplier visits, and internal business meetings.
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