Sales Account Manager - Capital Equipment

About the Company

A global leader in industrial processing technology is seeking a Sales Account Manager to manage and grow an established portfolio of food and confectionery manufacturing customers.

About the Role

This position combines strategic account management with new-business development. The Sales Account Manager will represent complete production lines, individual machines, aftermarket products, equipment upgrades, and technical services. The role is well suited for a commercially driven salesperson who can communicate credibly with engineering, operations, maintenance, and executive stakeholders.

The successful candidate will inherit an established account base representing approximately $6M–$8M in annual revenue. Roughly 60%–70% of the position will focus on growing existing relationships, with the remainder dedicated to developing new customers and opportunities.

Location

• Remote – United States
• Candidates may live anywhere in the country near a major international airport.
• An eastern U.S. location is preferred because most assigned customers are located in the eastern half of the country.
• Travel is expected to average approximately 50%%, primarily domestic with occasional international travel.

Responsibilities

• Manage, retain, and grow an established portfolio of manufacturing customers.
• Build trusted relationships with engineering, operations, maintenance, purchasing, and executive stakeholders.
• Identify opportunities involving complete production lines, individual machines, aftermarket products, equipment upgrades, and technical services.
• Develop new customers and expand the organization’s presence within the assigned market.
• Understand customer requirements and recommend solutions based on performance, quality, cost, delivery, and long-term value.
• Manage technically complex capital-equipment opportunities through extended sales cycles.
• Prepare and present quotations, proposals, tenders, and technical presentations.
• Negotiate pricing, contracts, commercial terms, and project conditions.
• Coordinate with engineering, estimating, design, production, purchasing, quality, accounting, and service teams.
• Provide pre-sales technical assistance and coordinate after-sales support.
• Maintain accurate CRM records, forecasts, account plans, trip reports, and sales documentation.
• Monitor market conditions, customer activity, competitive developments, and emerging opportunities.
• Participate in customer meetings, trade shows, conferences, and other industry events.
• Achieve assigned revenue, order, and account-growth objectives.

Qualifications

• Five or more years of technical, industrial, or capital-equipment sales experience.
• Experience selling complex equipment, production lines, automation, process systems, or other engineered solutions.
• Demonstrated success managing and expanding existing customer accounts.
• Proven ability to develop and close new business.
• Experience navigating complex, long-cycle sales opportunities.
• Strong relationship-building, presentation, negotiation, and closing skills.
• Ability to communicate effectively with both technical and commercial stakeholders.
• Ability to coordinate multiple internal resources throughout the sales process.
• Willingness and ability to travel approximately 50%–60%.
• Residence near a major international airport.
• Bachelor’s degree in business, engineering, or a related discipline preferred; an equivalent combination of education and experience will be considered.

Required Skills

• Technical, industrial, or capital-equipment sales experience.
• Experience selling complex equipment, production lines, automation, process systems, or other engineered solutions.
• Success managing and expanding existing customer accounts.
• Ability to develop and close new business.
• Experience with complex, long-cycle sales opportunities.
• Relationship-building, presentation, negotiation, and closing skills.
• Ability to communicate effectively with both technical and commercial stakeholders.
• Ability to coordinate multiple internal resources throughout the sales process.
• Willingness and ability to travel approximately 50%–60%.
• Residence near a major international airport.

Preferred Skills

• Experience in one or more of the following areas is especially valuable:
• Food or confectionery processing equipment
• Milling, grain, or powder-processing systems
• Packaging, filling, or bottling lines
• Liquid-processing equipment
• Industrial automation or robotics
• Process-manufacturing systems
• Engineered-to-order capital equipment
• Aftermarket products, equipment upgrades, or service agreements
• Direct food-industry experience is preferred but not required. Candidates from adjacent process-manufacturing industries will be considered if they have sold similarly complex equipment or production systems.
• An engineering degree or previous engineering experience is helpful but not essential. Candidates must possess enough technical fluency to understand customer applications and collaborate effectively with engineers and operational leaders.

Pay range and compensation package

• Base salary: $110,000–$130,000
• Target company-performance bonus: $22,500
• Target commission: $40,000
• Uncapped commission opportunity
• Target total compensation: Approximately $172,500–$192,500
• Strong performers can earn $200,000+
• Compensation within the stated range will depend on experience, qualifications, location, and other job-related factors.