Sales Account Manager

Job Description: Sales Account Manager

Location: Moorestown, NJ

Company Overview

The organization is a full-service industrial electrical contractor, recognized nationwide as a high-quality and trusted partner. It combines engineering services, UL control panel fabrication, and field installation to design and deliver turnkey process automation solutions for industrial customers.

Role Summary

The Sales Account Manager is responsible for driving revenue growth within the engineering project business by originating, developing, and closing opportunities with new and existing industrial customers and strategic partners. The role focuses on building deep, long-term relationships with plant leadership, engineering, maintenance, and project teams, positioning the organization as a preferred partner for controls design, UL panel fabrication, PLC/HMI programming, and turnkey automation upgrades.

This role owns the full sales lifecycle-from prospecting and initial discovery through solution development, proposal presentation, negotiation, and handoff to Engineering and Operations for project execution.

Key Responsibilities

Business Development & Account Growth

• Develop and execute strategic account plans focused on growing engineering project revenue with targeted accounts nationwide.
• Proactively identify and qualify new opportunities, including controls upgrades, line modernizations, new automation systems, and panel shop projects through outreach, networking, OEM/GC relationships, and industry events.
• Expand share of wallet within existing accounts by uncovering upcoming engineering needs, multi-site programs, and repeat design/build opportunities.

Customer Relationship Management

• Build and maintain strong relationships across multiple levels within customer organizations, including plant managers, engineering leadership, maintenance teams, project managers, and purchasing.
• Conduct regular on-site and virtual meetings to understand operational goals, automation challenges, capital plans, and success criteria.
• Serve as the primary commercial point of contact for assigned accounts, ensuring clear communication and high customer satisfaction throughout the project lifecycle.

Opportunity Management & Proposals

• Lead front-end sales activities for engineering opportunities, with a strong emphasis on discovery and relationship development.
• Collaborate closely with engineering teams to define project scope and align on budget and schedule expectations.
• Prepare, present, and manage proposals, quotations, clarifications, revisions, RFIs, and negotiation of commercial terms in alignment with internal guidelines.

Cross-Functional Collaboration

• Partner with Operations, Engineering, Installation, and Supply Chain teams to ensure sold projects are clearly defined, achievable, and aligned with internal capabilities and resources.
• Participate in internal project handoff meetings, clearly communicating customer expectations, success criteria, and potential risks.
• Provide ongoing customer feedback to internal teams regarding performance, competitive positioning, and improvement opportunities.

Pipeline, Forecasting, and Metrics

• Maintain an accurate and up-to-date sales pipeline, including opportunity stages, probabilities, expected values, and close dates within CRM or tracking tools.
• Deliver regular forecasts and performance updates to leadership, highlighting booked revenue, high-probability opportunities, and at-risk deals.
• Track and report key sales metrics such as opportunity creation, proposal volume, win rate, revenue growth by account, and margin performance.

Market & Strategic Contribution

• Stay current on industry trends, competitive offerings, and customer capital spending plans within core markets.
• Identify strategic growth opportunities, including new geographies, OEM/GC partnerships, or vertical markets.
• Contribute input to overall growth strategy, including marketing priorities, key industry events, and strategic account targeting.

Culture & Values

• Actively champion core values in all customer and internal interactions, including:
• Being a strong and collaborative teammate
• Doing the right work, the right way
• Taking ownership and following through
• Building strong relationships and delivering meaningful customer value

Qualifications

Required

• 5 years of experience in B2B sales or account management within industrial automation, controls engineering, electrical contracting, or system integration markets.
• Proven success selling engineering services or project-based solutions to manufacturing and industrial customers, including plant-level decision-makers.
• Demonstrated ability to prospect, develop a sales pipeline, and close complex, multi-stakeholder opportunities with longer sales cycles.
• Solid understanding of engineering-driven work, including controls design, panel fabrication, PLC/HMI programming, FAT/SAT, and system integration.
• Strong communication and presentation skills, with the ability to translate technical concepts into clear business value.
• Highly organized, with strong time management skills and the ability to manage multiple opportunities and customer priorities concurrently.
• Willingness to travel regularly to customer sites, industry events, and partner locations (approximately 35% travel).

Preferred

• Experience selling for an industrial electrical contractor, system integrator, or OEM serving similar markets.
• Familiarity with engineering scopes such as PLC/HMI programming, UL 508A control panels, VFDs, MCCs, industrial networks, and safety systems.
• Experience working in a metrics-driven sales environment using CRM tools and structured sales processes.
• Exposure to EOS (Entrepreneurial Operating System) or similar operating frameworks.

Success Metrics

• Year-over-year growth in engineering project revenue and gross margin across assigned accounts and territory.
• Acquisition of new customers and successful conversion of initial projects into repeat business.
• Health and progression of the sales pipeline aligned with growth targets.
• High levels of customer satisfaction demonstrated through repeat work, referrals, and positive feedback.
• Strong internal collaboration resulting in projects delivered on time, on budget, and aligned with customer expectations.