DESCRIPTION: (Including but not limited to)The Sales Account Manager is responsible for developing new customer relationships, expanding existing accounts, and driving revenue growth through strategic sales efforts. This role serves as the primary commercial point of contact for assigned customers while actively identifying and pursuing new business opportunities. The ideal candidate combines consultative selling skills, strong relationship management capabilities, and a proactive approach to market development. The Sales Account Manager will work cross-functionally with operations, engineering, project management, and executive leadership to develop customer solutions, secure contracts, and ensure long-term customer satisfaction.
DUTIES AND RESPONSIBILITIES:Business Development- Identify, qualify, and pursue new business opportunities within assigned markets and territories.
- Develop and execute a territory business plan designed to grow revenue and expand APG's market share within assigned accounts and target customers.
- Conduct prospecting activities including cold calling, networking, industry events, referrals, and digital outreach.
- Establish relationships with plant managers, maintenance managers, outage managers, rotating equipment managers, procurement personnel, and executive stakeholders.
- Maintain all opportunities, customer contacts, visit reports, and forecasts within the company CRM system.
- Monitor market trends, competitive activity, and customer needs to identify growth opportunities.
Account Management- Serve as the primary commercial contact for assigned customer accounts.
- Develop strong customer relationships focused on long-term partnership and value creation.
- Conduct regular customer visits, business reviews, and executive meetings.
- Manage contract renewals, pricing discussions, and commercial negotiations.
- Identify opportunities for cross-selling and upselling products and services.
- Ensure customer satisfaction through proactive communication and issue resolution.
Sales Execution- Prepare and deliver presentations, proposals, and commercial offers.
- Lead contract negotiations and closing activities.
- Collaborate with technical and operational teams to develop customer solutions.
- Meet or exceed annual sales, margin, and growth targets.
- Maintain accurate forecasting and opportunity tracking.
- Provide regular updates on pipeline health and sales performance.
Market Intelligence- Gather customer and market feedback to support strategic planning.
- Track competitor activities and industry developments.
- Identify emerging opportunities within target industries and geographies.
- Support strategic market expansion initiatives.
Expected Outcomes in First 12 Months- Establish relationships with key assigned accounts.
- Build a qualified pipeline equal to 3-5× annual sales target.
- Develop and execute account growth plans for top customers.
- Generate measurable new business revenue.
- Become a trusted advisor within targeted customer organizations.
- Consistently maintain CRM accuracy and forecasting discipline.
*This job description is a summary of the primary job scope and should not be assumed as an all-inclusive description*
WORK QUALIFICATIONS:Required- 5+ years of sales, account management, or business development experience.
- Demonstrated success achieving revenue growth and sales targets.
- Strong presentation, negotiation, and communication skills.
- Experience managing multiple customer relationships simultaneously.
- Proficiency with CRM systems (Salesforce) and Microsoft Office Suite.
Preferred- Experience selling maintenance, repair, outage, field service, or capital projects.
- Familiarity with gas turbines, steam turbines, generators, rotating equipment, or power generation assets.
- Experience calling on plant managers, maintenance managers, operations managers, and procurement organizations.
- Knowledge of utility, independent power producer (IPP), industrial, petrochemical, refinery, LNG, or midstream markets.
- Ability to navigate complex sales cycles involving technical, operational, and executive stakeholders.
- Knowledge of contract structures, commercial negotiations, and project-based sales.
EDUCATIONAL REQUIREMENTS:Required:- Bachelor of Science degree in Business or an Engineering discipline or 10+ years of equivalent work experience
WORK ENVIRONMENT:Reasonable accommodation may be made to enable qualified individuals with disabilities to perform essential functions.
- Willingness to work a flexible schedule to meet the demands of the role.
- Must be able to lift 40 lbs. safely and properly, as needed throughout the assigned shift with or without assistance.
- Up to 50% travel which may include overnight travel
- While performing the duties of this job is regularly required to sit, stand, walk, talk and hear. Specific vision abilities required include close vision, distance vision, color vision, and ability to adjust focus.
