Key Account Manager

Fuller Technologies - USA; Allentown (Lehigh County); On-site; USD 90,000 - 130,000; Full time

Job summary

Fuller Technologies seeks an experienced Key Account Manager to develop and grow strategic customer relationships across the heavy industrial and process industries, serving as a primary commercial contact and coordinating with engineering, service, and operations.

Build long-term account plans, identify opportunities across capital equipment, aftermarket parts and services, upgrades, and modernization solutions; monitor accounts, forecast accurately, and lead pricing and contract negotiations.

Qualifications

• Experience in B2B industrial or engineered-equipment sales.
• Proven track record with strategic/key accounts and complex sales cycles.
• Experience selling capital equipment and aftermarket/lifecycle solutions.
• Fluency in English and Spanish.
• Strong forecasting and CRM usage.
• Bachelor's degree required.

Responsibilities

• Own and develop strategic customer accounts and long-term plans.
• Lead commercial discussions, pricing, and contract negotiations.
• Maintain pipeline, forecasts, and regular business reviews.
• Collaborate with engineering, product, service, and ops teams.
• Travel up to 75% to customer sites.

Skills

B2B sales

Key accounts

CRM systems

Spanish fluency

Negotiation

Forecasting

Education

Bachelor's Degree

Tools

CRM platforms

Job description

Key Account Manager – Industrial Equipment & AftermarketWork arrangement: Remote / field-basedLocation preference: Allentown, PA preferredTravel: Significant travelSpanish: RequiredFuller Technologies is seeking an experienced Key Account Manager to develop and grow strategic customer relationships across the heavy industrial and process industries. This role will serve as a key commercial partner to customers, identifying opportunities across capital equipment, aftermarket parts, services, upgrades, and modernization solutions.The ideal candidate has a strong background in technical or industrial B2B sales and is comfortable managing complex accounts, developing long-term account strategies, negotiating commercial agreements, and working closely with engineering, service, operations, and other technical teams.Key ResponsibilitiesOwn and develop strategic customer accounts, serving as a primary commercial point of contact.Build and execute long-term account plans focused on customer needs, growth opportunities, and lifecycle value.Identify and develop opportunities across capital equipment, aftermarket parts, field service, upgrades, modernization, and other technical solutions.Develop a strong understanding of customer operations, installed equipment, upcoming projects, capital plans, and business priorities.Build and maintain a healthy sales pipeline and provide accurate forecasts through CRM.Lead commercial discussions, proposals, pricing strategies, contract negotiations, and closing activities.Conduct regular customer meetings and business reviews to identify opportunities and strengthen long-term partnerships.Coordinate closely with engineering, product, service, project management, operations, and other internal teams to develop solutions that meet customer needs.Monitor account performance, market activity, competitive developments, and customer investment plans.Support profitability, revenue growth, customer retention, and collection of outstanding receivables within assigned accounts.Travel regularly to customer sites and meetings throughout the assigned territory.QualificationsStrong experience in B2B industrial, technical, or engineered-equipment sales.Experience managing strategic or key customer accounts and complex sales cycles.Background selling capital equipment, engineered solutions, aftermarket parts/services, or other technical solutions.Experience developing account strategies, identifying growth opportunities, preparing forecasts, and negotiating commercial agreements.Ability to work effectively with both senior customer stakeholders and technical/operational teams.Strong commercial judgment, communication, negotiation, and relationship-management skills.Experience using CRM systems to manage opportunities, pipeline, and forecasting.Fluency in both English and Spanish is required.Ability and willingness to travel extensively, up to approximately 75%.Preferred ExperienceExperience within cement, mining, aggregates, minerals processing, bulk material handling, material handling, heavy machinery, process equipment, industrial automation, or similar heavy industrial environments is strongly preferred.Experience selling a combination of capital equipment and aftermarket/lifecycle solutions, including spare parts, field service, upgrades, or modernization, is especially valuable.You should be proficient in:Bachelor's DegreeTerritory SalesBusiness-to-Business (B2B)Outside SalesMachines & technologies you'll use:Material Handling SystemsConveyor Systemscement equipmentcrushing equipmentindustrial machinerypneumatic systemsprocess equipmentbulk material handling