Strategic Account Management- 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.
Industrial Account Sales- Call on industrial customers such as cement plant, 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.
Government Account Strategy- 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.
Sales Execution & Growth- 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.
Cross-Functional Collaboration- 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.
Required Qualifications- 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.
Key Skills & Competencies- 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
Travel Requirements- Extensive travel (approximately 50-75%) to customer sites, municipal offices, industrial facilities, and industry events.
- Travel may include overnight stays and regional multi-day trips.
Anticipated Salary Range: $85,000 base salary plus commission. Earn a commission on every vehicle sold. Unlimited earning potential with performance-based bonuses.
Benefits of EmploymentIn addition to excellent career growth opportunities, Federal Signal Corporation offers a wide array of benefits including: annual bonus potential, insurance (life, medical, dental, vision), paid holidays, paid vacation, 401(k) with matching contributions and tuition reimbursement. We provide our employees with a smoke-free, drug-free workplace.
