Senior Account Manager

SHIV SOFTWARE EXPERTS LLC

Richmond, VA
5 days ago

Full-time

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Skills

Automationunmatched
Automation Systemsunmatched
Biologyunmatched
Business Developmentunmatched
Business Growthunmatched
Business-to-Business (B2B)unmatched
Capital Equipmentunmatched
Communication Skillsunmatched
Competitive Analysis/Strategyunmatched
Competitive Researchunmatched
Consultative Salesunmatched
Contract Managementunmatched
Contract Negotiationunmatched
Control Systemsunmatched
Cross-Functionalunmatched
Customer Relationsunmatched
Customer Relationship Management (CRM)unmatched
Customer Relationship Management (CRM) Systemsunmatched
Customer Support/Serviceunmatched
Dental Insuranceunmatched
Develop and Maintain Customersunmatched
Feasibility Analysisunmatched
Financeunmatched
Forecastingunmatched
Health Maintenanceunmatched
Industrial Engineeringunmatched
Industry/Trade Analysisunmatched
Leadershipunmatched
Lift/Move 25 Poundsunmatched
Manufacturingunmatched
Manufacturing Automationunmatched
Manufacturing Technologyunmatched
Market Analysisunmatched
Market Developmentunmatched
Market Segmentationunmatched
Microsoft Officeunmatched
Motion Controlunmatched
Negotiation Skillsunmatched
Operations Managementunmatched
Problem Solving Skillsunmatched
Product Pricingunmatched
Programmable Logic Controller (PLC)unmatched
Project Evaluationunmatched
Project Executionunmatched
Project/Program Managementunmatched
Proposal Developmentunmatched
Record Keepingunmatched
Reimbursementunmatched
Revenue/Sales Reportingunmatched
Risk Analysisunmatched
Roboticsunmatched
Salesunmatched
Sales Cycleunmatched
Sales Forecastingunmatched
Sales Managementunmatched
Sales Pipelineunmatched
Sales Proposalsunmatched
Sales Prospectingunmatched
Sales Strategyunmatched
Sales Toolsunmatched
Sales/Support Engineering (SE)unmatched
Solution Salesunmatched
Strategic Accountsunmatched
Strategic Planningunmatched
Team Playerunmatched
Technical Salesunmatched
Teleconferencingunmatched
Time Managementunmatched
Trade Showsunmatched
Training/Teachingunmatched
Videoconferencingunmatched
Vision Planunmatched
Willing to Travelunmatched

Description

Senior Account Manager in Richmond, VA

Position Overview
We are seeking an experienced Senior Account Manager to drive business growth by developing new customer relationships, expanding existing accounts, and managing the full sales cycle for complex engineered solutions. This is a remote, U.S.-based position with regular travel for customer meetings, trade shows, supplier visits, and internal collaboration.
The ideal candidate is a consultative sales professional with experience selling complex automation, manufacturing, capital equipment, or engineered solutions. This role requires strategic thinking, strong relationship-building skills, and the ability to collaborate across engineering, operations, project management, and leadership teams.
Key Responsibilities
Business Development & Account Management

Identify, qualify, and develop new business opportunities for turnkey automation systems, custom equipment, and engineered manufacturing solutions.
Manage assigned accounts and prospects throughout the complete sales cycle, from prospecting and discovery through proposal, negotiation, and closing.
Expand relationships with existing customers while identifying opportunities within new target accounts.
Re-engage previous customers and leverage referrals, market intelligence, CRM data, and trade show networking to generate new opportunities.
Represent the company professionally while delivering exceptional customer service.

Sales Strategy & Market Development

Develop strategic account plans and territory growth strategies.
Identify target industries, customer segments, and strategic accounts aligned with company capabilities.
Monitor industry trends, customer requirements, and competitor activities to identify new business opportunities.
Provide market insights and recommendations to sales leadership.

Consultative Sales & Proposal Development

Conduct customer discovery to understand operational challenges, production processes, technical requirements, and business objectives.
Evaluate project feasibility, commercial fit, and customer requirements.
Collaborate with engineering and applications teams to develop competitive proposals.
Support pricing strategy, scope development, contract negotiations, and margin optimization.

Pipeline & CRM Management

Maintain accurate opportunity records within the company's CRM platform.
Provide reliable sales forecasts and pipeline updates.
Track sales activities, customer interactions, and project status.
Identify potential risks and proactively communicate changes to leadership.

Cross-Functional Collaboration

Serve as the primary customer advocate throughout the sales process.
Work closely with engineering, project management, operations, finance, and leadership teams to ensure successful project execution.
Support smooth project handoffs from sales through implementation.
Maintain customer relationships after project completion to encourage repeat business and long-term partnerships.

Required Qualifications

Minimum 7 years of experience in B2B sales, account management, business development, sales engineering, or a related commercial role.
Proven success selling complex engineered solutions, industrial automation, capital equipment, robotics, controls, machine vision, or manufacturing technologies.
Experience managing long sales cycles involving multiple decision-makers.
Strong consultative and solution-based selling skills.
Experience negotiating contracts and managing strategic customer relationships.
Strong understanding of CRM systems; experience with HubSpot is preferred.
Proficiency with Microsoft Office Suite, Microsoft Teams, and sales reporting tools.
Excellent communication, presentation, and negotiation skills.
Ability to travel regularly throughout assigned territories.

Preferred Qualifications

Bachelor's degree in Engineering, Business, or a related field (or equivalent technical and commercial experience).
Experience in automation, robotics, manufacturing, life sciences, consumer products, filtration, energy, or industrial markets.
Technical sales background or formal sales training.
Experience working with engineering and manufacturing organizations.

Technical Knowledge
Experience with one or more of the following technologies is preferred:

Industrial automation
Robotics
PLCs and control systems
Machine vision
Motion control
Industrial networking
Sensors
Material handling systems
Assembly automation
Inspection systems
Process automation

Key Skills

Strategic account management
Business development
Consultative selling
Solution sales
Capital equipment sales
Technical sales
CRM management
Pipeline forecasting
Contract negotiation
Customer relationship management
Sales strategy
Market analysis
Proposal development
Cross-functional collaboration
Communication and presentation
Relationship building
Leadership
Problem-solving
Time management

Performance Expectations
Successful candidates will be expected to:

Achieve annual sales and revenue objectives.
Build and maintain a healthy, qualified sales pipeline.
Develop new customer relationships while expanding existing accounts.
Maintain accurate CRM records and reliable sales forecasts.
Contribute to long-term business growth through strategic account development and exceptional customer service.

Benefits

Competitive base salary plus uncapped commission
Medical, dental, and vision insurance
401(k) retirement plan
Paid time off and paid holidays
Remote work flexibility
Travel expense reimbursement
Professional development and training opportunities

Physical Requirements

Ability to lift up to 25 pounds.
Ability to work at a computer for extended periods.
Ability to communicate effectively through phone, video conferencing, email, and messaging platforms.
Ability to travel regularly for customer meetings, trade shows, supplier visits, and internal business meetings.

Numbers & Facts

Location	Richmond, VA
Job Type	Full-time

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