Job Title: Strategic Account Manager (SAM)
Remote - Midwest or Pac Northwest Region
FLSA: Exempt
Reports To: Global OE Sales Director / Vice President of OE / OES Sales
Job Category (EEO Description): Sales Workers
Job Code (EEO Code): 4
Job Family: Sales Customer Service
Affirmative Action Job Group and Description: 4A Sales Workers
SUMMARY: The Strategic Account Manager (SAM) is a high-impact revenue team member responsible for driving new business acquisition and sustainable revenue growth with domestic customers, primarily in the agricultural, construction, and heavy truck markets. This role owns the full sales lifecycle at strategic OEM accounts - from prospecting and pipeline development to proposal creation, negotiation, and closing - with a laser focus on winning new opportunities, expanding wallet share, and delivering year-over-year revenue growth. The SAM will act as a trusted business consultant, deeply understanding customer initiatives and positioning Shaw Development's solutions to create measurable value and secure profitable new contracts.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Includes the following; other duties will be assigned in a progressive manner.
Consistently hit or exceed new business targets aligned with aggressive long-term revenue growth goals.
Capture new logos and expand existing accounts through strategic upselling, cross-selling, and custom solutions.
Build and manage a sales pipeline that converts into closed-won revenue.
Hunt and close new business: Proactively identify, qualify, and win new opportunities at key OEMs; develop compelling proposals and negotiate pricing, contracts, and special terms to maximize revenue and margin.
Drive revenue growth: Establish, track, and close new business targets consistent with long-term growth objectives at designated Key Accounts; operate globally across the customer's organization to uncover and capitalize on expansion opportunities.
Own strategic account plans: Develop, execute, and manage account-specific growth strategies and new product introductions; coordinate cross-functional teams (technical, engineering, customer service) to accelerate wins and shorten sales cycles.
Act as a trusted consultant: Serve as an advisor to customer executives; gain deep insight into their business challenges, initiatives, and KPIs; recommend solutions that drive tangible ROI and position Shaw as a strategic partner.
Execute market development: Conduct in-depth analysis of customer plans, market trends, and competitive positioning; create accurate sales forecasts, pipeline reports, and account strategies.
Maximize customer lifetime value: While prioritizing new wins, implement initiatives that increase retention, satisfaction, and organic revenue expansion.
CORE COMPETENCIES:
Strategic Skills
Business Acumen
Functional and Technical Skills
Innovative Problem Solving
Innovation Management
Operating Skills
Prioritization and Time Management
Cross-Functional Influence
Strategic Planning and Execution
Energy and Drive
Action Oriented
Results-Driven (Revenue & Margin Focus)
High Closing Aptitude
Collaboration with Internal Stakeholders
Organizational Positioning Skills
Politically Savvy
Executive Presence & Presentation Skills
Comfortable Engaging C-Level Decision Makers
Personal and Interpersonal Skills
Customer Focus & Relationship Building
Negotiation & Closing Mastery
Situational Awareness & Adaptability
Ethics, Integrity & Trust
SUPERVISORY RESPONSIBILITIES: No direct reports.
QUALITY RESPONSIBILITIES: In daily work, a team member is responsible to maintain or exceed the degree of excellence requested by the internal and external customers of this department. This includes following established policies, following ISO 9001 & 14001 policies, business practices, and work instructions, using problem solving techniques to solve root causes of problems, and viewing quality as customer satisfaction. Shaw Development expects all team members to take pride in their work, in our company and appearance.
EDUCATION AND/OR EXPERIENCE: Experience in field / related field, and/or a combination of education and experience. Minimum 5+ years of direct sales experience with large OEM accounts, preferably in agricultural, construction, or heavy truck markets. Proven track record of consistently exceeding revenue targets, winning new logos, and generating profitable growth. Demonstrated success penetrating executive suites, influencing decision-makers, and closing complex, high-value deals. Experience translating customer needs into technology solutions and leading cross-functional teams to win.
CERTIFICATES, LICENSES, REGISTRATIONS: None required.
LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or government regulation. Ability to write reports, business correspondence, and proposals. Ability to effectively present information and respond to questions from managers, clients, and customers.
PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the
team member is regularly required to talk or hear. The team member frequently is required to walk and sit. The team member is occasionally required to stand; use hands to finger, handle, or feel; reach with hands and arms; and use hands to fingers to write, operate a computer keyboard, mouse and telephone keypad. The team member must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 35 pounds. Specific vision abilities required by this job include vision, and distance vision.
WORK ENVIRONMENT: Promote a working environment that provides for a clean, orderly and safe facility for ALL team members so that we may perform, develop and exceed the contributor status. The work environment characteristics described here are representative of those a team member encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the team member is frequently exposed to moving mechanical parts. The team member is occasionally exposed to fumes or airborne particles. The noise level in the work environment is usually moderate.
TRAVEL: Minimum 50% travel - Domestic and International.
An Equal Opportunity Employer/Vet/Disability
