Strategic Accounts Sales Manager - Equipment Rental

Strategic Accounts Manager Equipment Rental

Since 1952, Mustang has proudly served the construction, oil & gas, power generation, marine, and manufacturing industries as the authorized Caterpillar dealer for Southeast Texas. Start your career with Mustang Cat - one of America's Greatest Midsize Workplaces of 2025!

Houston, TX | Mustang Rental Services

Mustang Rental Services is seeking an experienced Strategic Accounts Manager to lead our Strategic Account Management team and drive growth across some of our largest and most important customer relationships.

This is a sales leadership role for someone who understands complex B2B customers, knows how to develop high-performing sales professionals, and can turn strong customer relationships into long-term, profitable growth.

The Strategic Accounts Manager will lead our team of Strategic Account Managers while developing strategies to increase customer retention, expand account penetration, and grow Mustang Rental Services' presence across the construction, industrial, infrastructure, petrochemical, and energy markets.

What You'll Do

Lead & Develop the Strategic Accounts Team

• Lead, coach, and develop Strategic Account Managers
• Establish clear expectations for account growth, retention, profitability, and sales activity
• Conduct regular one-on-one meetings, field coaching, pipeline reviews, and account strategy sessions
• Build development plans and strengthen the pipeline of future sales leadership talent
• Create a culture of accountability, customer focus, collaboration, and disciplined sales execution

Grow Strategic Customer Relationships

• Develop and execute growth strategies for major customer accounts
• Increase customer penetration and share of wallet
• Identify opportunities to expand Rental Services and Heavy Rents business within existing customers
• Identify new projects, locations, divisions, and business opportunities within strategic accounts
• Develop and maintain executive-level customer relationships
• Lead customer business reviews and strategic account meetings
• Develop retention and recovery strategies for at-risk accounts

Drive Sales Strategy & Performance

• Establish annual and quarterly strategic account growth plans
• Lead pipeline, opportunity, and forecast reviews
• Improve pipeline visibility and forecasting accuracy
• Drive disciplined CRM and Salesforce utilization
• Monitor account revenue, customer retention, opportunity activity, and sales effectiveness
• Use customer trends, competitive intelligence, and market conditions to identify growth opportunities
• Support customer segmentation and account prioritization strategies

Partner Across the Business

• Strategic customers require more than a sales relationship. You'll work closely with Operations, Service, Fleet, Logistics, and Central Operations to make sure Mustang delivers on customer commitments.
• You'll help:
• Coordinate resources for major customer projects and initiatives
• Remove internal barriers affecting customer experience
• Align customer commitments with operational capabilities
• Resolve significant customer issues and escalations
• Strengthen collaboration between Strategic Account Managers, Key Account Managers, Territory Sales Representatives, and Inside Sales

What We're Looking For

• 8+ years of experience in equipment rental, industrial sales, strategic account management, or business development
• 3+ years of sales leadership experience preferred
• Demonstrated success managing large, complex, or strategic customer relationships
• Experience developing and executing account growth strategies
• Strong sales leadership, coaching, and performance-management skills
• Proven ability to build relationships with senior and executive-level customers
• Strong negotiation, business development, and commercial skills
• Experience managing sales pipelines, forecasts, and CRM processes
• Strong financial and business acumen
• Excellent communication, presentation, and relationship-management skills
• Experience in equipment rental, construction, industrial services, manufacturing, or energy strongly preferred
• Bachelor's degree in Business, Marketing, Finance, or a related field preferred

What Success Looks Like

Success in this role means:

• Growing the strategic account portfolio
• Increasing customer retention and share of wallet
• Expanding Mustang's penetration within major customer organizations
• Building a strong, actionable sales pipeline
• Improving forecast accuracy and sales execution
• Developing a high-performing Strategic Account Management team
• Strengthening collaboration between Sales and Operations
• Building lasting, profitable customer partnerships

Why Mustang Rental Services?

At Mustang Rental Services, you'll have the opportunity to lead a critical part of our growth strategy while working with major customers throughout the Houston and Southeast Texas markets.

Benefits Include:

• Medical, Dental & Vision Insurance
• 401(k) with Employer Matching
• Paid Vacation, Sick Time & Holidays
• Tuition Reimbursement
• Career Growth and Development Opportunities
• Job Stability

If you're an experienced sales leader with a background in equipment rental, heavy equipment, industrial services, construction, or energy and know how to grow major customer relationships, we'd like to hear from you.

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