Key Account Manager

Job Description

Job Description

Key Account Manager – Industrial Equipment & Aftermarket

Work arrangement: Remote / field-based

Location preference: Allentown, PA preferred

Travel: Significant travel

Spanish: Required

Fuller Technologies is seeking an experienced Key Account Manager to develop and grow strategic customer relationships across the heavy industrial and process industries. This role will serve as a key commercial partner to customers, identifying opportunities across capital equipment, aftermarket parts, services, upgrades, and modernization solutions.

The ideal candidate has a strong background in technical or industrial B2B sales and is comfortable managing complex accounts, developing long-term account strategies, negotiating commercial agreements, and working closely with engineering, service, operations, and other technical teams.

Key Responsibilities

• Own and develop strategic customer accounts, serving as a primary commercial point of contact.

• Build and execute long-term account plans focused on customer needs, growth opportunities, and lifecycle value.

• Identify and develop opportunities across capital equipment, aftermarket parts, field service, upgrades, modernization, and other technical solutions.

• Develop a strong understanding of customer operations, installed equipment, upcoming projects, capital plans, and business priorities.

• Build and maintain a healthy sales pipeline and provide accurate forecasts through CRM.

• Lead commercial discussions, proposals, pricing strategies, contract negotiations, and closing activities.

• Conduct regular customer meetings and business reviews to identify opportunities and strengthen long-term partnerships.

• Coordinate closely with engineering, product, service, project management, operations, and other internal teams to develop solutions that meet customer needs.

• Monitor account performance, market activity, competitive developments, and customer investment plans.

• Support profitability, revenue growth, customer retention, and collection of outstanding receivables within assigned accounts.

• Travel regularly to customer sites and meetings throughout the assigned territory.

Qualifications

• Strong experience in B2B industrial, technical, or engineered-equipment sales.

• Experience managing strategic or key customer accounts and complex sales cycles.

• Background selling capital equipment, engineered solutions, aftermarket parts/services, or other technical solutions.

• Experience developing account strategies, identifying growth opportunities, preparing forecasts, and negotiating commercial agreements.

• Ability to work effectively with both senior customer stakeholders and technical/operational teams.

• Strong commercial judgment, communication, negotiation, and relationship-management skills.

• Experience using CRM systems to manage opportunities, pipeline, and forecasting.

• Fluency in both English and Spanish is required.

• Ability and willingness to travel extensively, up to approximately 75%.

Preferred Experience

Experience within cement, mining, aggregates, minerals processing, bulk material handling, material handling, heavy machinery, process equipment, industrial automation, or similar heavy industrial environments is strongly preferred.

Experience selling a combination of capital equipment and aftermarket/lifecycle solutions , including spare parts, field service, upgrades, or modernization, is especially valuable.

You should be proficient in:

• Bachelor's Degree
• Territory Sales
• Business-to-Business (B2B)
• Outside Sales

Machines & technologies you'll use:

• Material Handling Systems
• Conveyor Systems
• cement equipment
• crushing equipment
• industrial machinery
• pneumatic systems
• process equipment
• bulk material handling