Industrial Account Executive

The Industrial Account Executive is responsible for developing and growing relationships with industrial customers by identifying opportunities, solving complex operational challenges, and delivering value through engineered solutions. This role serves as a trusted advisor to plant managers, facility engineers, maintenance leaders, operations teams, and project stakeholders.
Success in this role requires strong technical aptitude, consultative selling skills, business acumen, and the ability to manage opportunities from initial engagement through project execution and long-term account growth.
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Key Responsibilities
Business Development & Account Growth
•    Develop and execute strategic account plans for assigned industrial customers.
•    Identify opportunities for equipment replacement, energy efficiency, process improvements, service agreements, and capital projects.
•    Prospect and establish relationships with new industrial accounts.
•    Maintain a healthy sales pipeline and consistently achieve revenue and margin objectives.
•    Expand existing customer relationships by uncovering unmet needs and future projects.
Customer Relationship Management
•    Build trusted relationships with key decision-makers across operations, maintenance, engineering, procurement, and executive leadership.
•    Conduct regular customer visits to understand operational challenges and business priorities.
•    Become a valued resource for customers by providing insights, market knowledge, and technical expertise.
•    Resolve customer concerns and coordinate internal resources to ensure customer success.

Technical & Solution Selling
•    Evaluate customer needs and recommend appropriate HVAC, mechanical, controls, energy, or industrial solutions.
•    Collaborate with engineering, service, project management, and manufacturer partners to develop solutions.
•    Present technical and financial value propositions to customers.
•    Assist customers in developing business cases and ROI justifications for capital investments.
Project Coordination
•    Facilitate effective turnover from sales to project execution teams.
•    Maintain communication throughout project lifecycle to ensure customer expectations are met.
•    Support project teams in resolving customer issues and maintaining strong relationships.
•    Participate in post-project reviews to identify lessons learned and future opportunities.
Market Intelligence
•    Monitor market trends, customer capital plans, and competitive activity.
•    Identify emerging technologies and industry opportunities.
•    Share customer and market insights with leadership and internal teams.
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Required Qualifications
Experience
•    5+ years of industrial sales, industrial engineering, maintenance leadership, operations leadership, or related industrial experience.
•    Proven track record of developing customer relationships and growing revenue.
•    Experience working with manufacturing, industrial processing, energy, chemical, food and beverage, pharmaceutical, semiconductor, or similar industrial facilities.
Skills
•    Strong consultative selling and relationship-building abilities.
•    Ability to communicate effectively with both technical and executive stakeholders.
•    Strong business acumen and financial understanding.
•    Excellent problem-solving and project management skills.
•    Ability to manage multiple opportunities and priorities simultaneously.
Technical Aptitude
•    Understanding of industrial systems, mechanical systems, HVAC systems, process equipment, controls, or facility infrastructure.
•    Ability to learn and communicate technical concepts effectively.
•    Experience interpreting drawings, specifications, and technical documentation preferred.