Account Manager

Position summary:

The Account Manager is responsible for generating new business and growing existing accounts through the sale of new and used equipment, parts, rental solutions, and service programs. This role builds long-term relationships with contractors, municipalities, farmers, businesses, and large property owners by acting as a trusted advisor who understands customer operations and delivers solutions that support equipment ownership, uptime, and overall productivity.

The Account Manager serves as a strategic business partner to customers by identifying opportunities to support their full equipment lifecycle, from acquisition and rental to service, maintenance, and replacement planning.

Responsibilities

Sales & Business Development

• Generate new business while expanding share of wallet within existing customer accounts
• Sell new and used equipment, rental solutions, parts, and service programs
• Identify customer needs by understanding their operations, job requirements, and long-term goals
• Develop and present solutions that improve uptime, efficiency, and total cost of ownership
• Prepare and present quotes and proposals in alignment with company pricing and margin guidelines
• Maintain consistent communication with customers before, during, and after the sale
• Proactively manage customer expectations and coordinate internal support as needed

Field Coverage & Showroom Support

• Spend the majority of working time in the field calling on customers and prospecting new opportunities
• Assist with showroom coverage one to two days per week or as needed
• Represent the company professionally at the showroom, job sites, and customer facilities

Used Equipment, Trades & Digital Listings

• Conduct preliminary trade evaluations on customer equipment, including condition assessment, usage, and marketability
• Accurately document trade details, photos, and supporting information for internal review and valuation approval
• Coordinate with management on trade values, pricing strategy, and resale expectations
• Take clear, accurate photos of new and used equipment for website listings, online marketplaces, and marketing use according to guidelines

Rental & Cross-Department Support

• Provide coverage for the Rental Coordinator when necessary to maintain service continuity
• Assist with rental quotes, contract support, scheduling coordination, and customer communication
• Work closely with rental, parts, and service teams to ensure seamless customer support
• Support cross-selling opportunities between sales, rental, parts, and service departments

Performance Behavioral Expectations

• Consistently Track sales activity, opportunities, trade details, and customer interactions in the CRM or required systems.
• Consistently achieve individual sales, gross profit, and activity goals
• Maintain required margin thresholds across new, used, rental, and support products
• Complete accurate and timely trade evaluations with proper documentation
• Capture and submit timely equipment photos to support website and digital listings
• Follow up promptly on leads, quotes, rentals, and all customer inquiries
• Dress professionally and maintain a clean, organized company vehicle
• Demonstrate ownership of customer relationships and outcomes
• Collaborate effectively across departments

Experience, Education, Skills and Knowledge

• Experience in equipment, rental, construction, agricultural, or industrial sales
• Experience in sales, account management, or a customer-facing role
• Strong relationship-building, communication, and negotiation skills
• Ability to evaluate used equipment condition and identify value drivers
• Comfortable taking and managing equipment photos for digital platforms
• Self-motivated with the ability to manage time independently in a field-based role
• Proficiency with CRM systems, email, and Microsoft Office
• Valid driver’s license with clean record and ability to travel locally

Physical, Mental and Other Requirements

• Travel locally and spend most work time in the field
• Stand, walk, sit, and drive for extended periods
• Lift up to 75 lbs. and climb on and operate equipment for inspections and photos
• Work safely in outdoor and jobsite environments
• Use technology effectively, manage priorities independently, and maintain a professional appearance
• Ability to work extended hours and weekends.
• Must pass a pre-employment background study.