We are seeking an experienced and technically minded Senior Account Manager to develop new business opportunities, strengthen strategic customer relationships, and drive sales growth. The ideal candidate will have experience selling capital equipment, industrial automation, or engineered manufacturing solutions while serving as a trusted advisor to customers across a variety of industries. This role offers the opportunity to influence long-term business strategy and contribute to continued organizational growth.
Position Responsibilities
Business Development
- Identify, pursue, and secure new business opportunities within target markets.
- Develop strategies to expand market presence and increase revenue.
- Generate qualified sales opportunities through networking, prospecting, and customer engagement.
Key Account Management
- Build and maintain long-term relationships with strategic customer accounts.
- Serve as the primary point of contact for key customers throughout the sales process.
- Identify opportunities to expand existing accounts through additional products and services.
Technical Sales & Solution Development
- Understand customer manufacturing challenges and recommend customized solutions.
- Prepare quotations, proposals, presentations, and technical sales documentation.
- Present products and solutions to engineering, operations, and executive teams.
Cross-Functional Collaboration
- Work closely with engineering, manufacturing, project management, and operations teams to develop customer-specific solutions.
- Coordinate project requirements to ensure successful implementation and customer satisfaction.
- Support internal teams throughout the project lifecycle.
Sales Strategy & Forecasting
- Maintain accurate sales forecasts and opportunity pipelines using CRM systems.
- Monitor industry trends, competitive products, and emerging technologies.
- Contribute to the development of long-term sales strategies and growth initiatives.
Customer Engagement
- Conduct customer visits, technical presentations, facility tours, and product demonstrations.
- Represent the organization at industry conferences, trade shows, and networking events.
- Negotiate contracts and manage the sales process from initial contact through project completion.
Leadership & Professional Development
- Mentor junior team members and share industry knowledge when appropriate.
- Support continuous improvement initiatives within the sales organization.
- Demonstrate leadership potential for future management opportunities.
Prerequisites
- Bachelor’s degree in Engineering, Business, Marketing, or a related field, or equivalent industry experience.
- Minimum of five years of successful B2B industrial sales experience.
- Experience selling capital equipment, machine tools, industrial automation, or engineered manufacturing solutions.
- Strong understanding of manufacturing processes and machining technologies.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Ability to interpret engineering drawings and technical specifications.
- Strong organizational and time management skills.
- Proficiency with Microsoft Office and CRM software.
- Ability to travel domestically and internationally as needed.
- Legal authorization to work in the United States.
Certifications (Preferred, but Not Required)
- Certified Professional Sales Person (CPSP).
- CRM platform certifications.
- Project Management Professional (PMP).
- Lean Six Sigma certification.
- Technical sales or account management training.
What the Role Offers
- Salary Range: $120,000 – $150,000 annually (higher compensation may be considered for exceptionally qualified candidates).
- Competitive compensation and comprehensive benefits package.
- Professional development and leadership growth opportunities.
- Clear career progression into a Sales Manager role.
- Collaborative and supportive team environment.
- Opportunity to work with advanced manufacturing technologies and industry-leading customers.
- Exposure to strategic, high-value customer accounts and innovative engineering solutions.
Why Ann Arbor?
Ann Arbor is a leading destination for engineering, manufacturing, and technology professionals. The region offers access to innovative companies, a highly skilled workforce, and a thriving business community. Known for its excellent quality of life, world-class educational institutions, diverse cultural attractions, and vibrant downtown, Ann Arbor provides an outstanding environment for building a rewarding long-term career.