Strategic Account Sales Manager

Elgin Sweeper; Elgin (IL); On-site; USD 85,000 - 145,000; Full time

Benefits offered by this job

Annual bonus

Life insurance

Medical insurance

Dental insurance

Vision insurance

Paid holidays

401(k) with match

Tuition reimbursement

Job summary

Elgin Sweeper, a Federal Signal subsidiary, is seeking an experienced Strategic Account Manager to lead OEM and government sales. You will manage long sales cycles, prospect new opportunities, and drive growth across industrial and contractor sectors.

You’ll partner with engineering, product, and service teams to tailor solutions, navigate RFPs, and develop account plans that align with customer needs and company objectives. Extensive travel is required.

Qualifications

• Bachelor’s degree in Business, Engineering, or related field preferred (or equivalent experience).
• 5–10+ years of experience in OEM sales, capital equipment, or heavy‑duty industrial equipment sales.
• Proven track record of selling into strategic accounts and/or governmental agencies.
• Strong understanding of equipment procurement processes and/or industrial fleet operations.
• Experience managing long, complex sales cycles with multiple decision‑makers.
• Proficiency with CRM tools and sales forecasting discipline.

Responsibilities

• Identify, prioritize, and develop relationships with strategic accounts across industrial and contractor sectors.
• Establish and grow long‑term partnerships with customers and end users.
• Lead complex sales cycles from prospecting through contract negotiation and close.
• Develop account plans that align customer needs with company capabilities and long‑term growth objectives.
• Call on industrial customers such as cement plants, aggregate plants, and manufacturing facilities; also target large contractor customers.
• Assess customer needs and recommend street sweeping solutions that improve efficiency, compliance, and sustainability.
• Collaborate with engineering and product teams to tailor solutions when required.
• Develop and execute strategies for government military accounts (non‑municipal) with RFPs and cooperative purchasing.

Skills

Strategic account sales

Government contracts

CRM proficiency

Sales cycle management

Negotiation skills

Channel coordination

Education

Bachelor’s degree in Business, Engineering, or related field

Tools

CRM software

Job description

• Identify, prioritize, and develop relationships with key strategic accounts across industrial and contractor sectors.
• Establish and grow long‑term partnerships with customers and end users.
• Lead complex sales cycles from prospecting through contract negotiation and close.
• Develop account plans that align customer needs with company capabilities and long‑term growth objectives.
• Call on industrial customers such as cement plant, aggregate plants, manufacturing facilities… as well as large contractor customers.
• Assess customer operational needs and recommend street sweeping solutions that improve efficiency, compliance, and sustainability.
• Collaborate with engineering and product teams to tailor solutions when required.
• Develop and execute a comprehensive strategy for government military accounts (non‑municipal)
• Navigate procurement processes including RFPs, bids, and cooperative purchasing agreements.
• Build relationships with key officials
• Monitor regulatory trends and funding opportunities that impact military spending.
• Meet and exceed assigned revenue, margin, and market share targets.
• Generate new business opportunities through prospecting, networking, and territory development.
• Maintain accurate pipeline tracking and forecasting in CRM systems.
• Conduct product demonstrations, site visits, and customer presentations.

Strategic Account Management

• Identify, prioritize, and develop relationships with key strategic accounts across industrial and contractor sectors.
• Establish and grow long‑term partnerships with customers and end users.
• Lead complex sales cycles from prospecting through contract negotiation and close.
• Develop account plans that align customer needs with company capabilities and long‑term growth objectives.

Industrial Account Sales

• Call on industrial customers such as cement plant, aggregate plants, manufacturing facilities… as well as large contractor customers.
• Assess customer operational needs and recommend street sweeping solutions that improve efficiency, compliance, and sustainability.
• Collaborate with engineering and product teams to tailor solutions when required.

Government Account Strategy

• Develop and execute a comprehensive strategy for government military accounts (non‑municipal)
• Navigate procurement processes including RFPs, bids, and cooperative purchasing agreements.
• Build relationships with key officials
• Monitor regulatory trends and funding opportunities that impact military spending.

Sales Execution & Growth

• Meet and exceed assigned revenue, margin, and market share targets.
• Generate new business opportunities through prospecting, networking, and territory development.
• Maintain accurate pipeline tracking and forecasting in CRM systems.
• Conduct product demonstrations, site visits, and customer presentations.

Cross‑Functional Collaboration

• Collaborate with Dealer RSM sales team to avoid potential channel conflicts and align on consistent messaging
• Partner with marketing, product development, and service teams to ensure alignment with customer needs.
• Provide feedback on market trends, competitive activity, and customer requirements.
• Support product launches and new model introductions with targeted account activation.

Required Qualifications

• Bachelor’s degree in Business, Engineering, or related field preferred (or equivalent experience).
• 5–10+ years of experience in OEM sales, capital equipment, or heavy‑duty industrial equipment sales.
• Proven track record of selling into strategic accounts and/or governmental agencies.
• Strong understanding of equipment procurement processes and/or industrial fleet operations.
• Experience managing long, complex sales cycles with multiple decision‑makers.
• Proficiency with CRM tools and sales forecasting discipline.

Key Skills & Competencies

• Strong consultative and solution‑based selling skills
• Ability to build trust with technical and non‑technical stakeholders
• Excellent negotiation and closing abilities
• Strategic thinking and account planning expertise
• Self‑starter with strong discipline and accountability
• Comfortable working independently in a field‑based role
• Exceptional communication and presentation skills

Travel Requirements

• Extensive travel (approximately 50–75%) to customer sites, municipal offices, industrial facilities, and industry events.
• Travel may include overnight stays and regional multi‑day trips.

Anticipated Salary Range:

$85,000 base salary plus commission. Earn a commission on every vehicle sold. Unlimited earning potential with performance‑based bonuses.

Benefits Of Employment

In addition to excellent career growth opportunities, Federal Signal Corporation offers a wide array of benefits including: annual bonus potential, insurance (life, medical, dental, vision), paid holidays, paid vacation, 401(k) with matching contributions and tuition reimbursement. We provide our employees with a smoke‑free, drug‑free workplace.

About Us

Sold and serviced through a network of more than 100 dealer locations worldwide, Elgin Sweeper products are the sweepers of choice for a variety of general street maintenance, special industrial and airport applications. With more than 100 years of experience, Elgin Sweeper offers municipalities, contractors and industries the most sweeper options in the country, using the latest sweeping technologies—mechanical, pure vacuum, regenerative air, alternative fuel and waterless dust control. Elgin Sweeper is a subsidiary of Federal Signal Corporation’s Environmental Solutions Group. For more information, visit www.elginsweeper.com.

Federal Signal Corporation (NYSE: FSS) builds and delivers equipment of unmatched quality that moves material, cleans infrastructure, and protects the communities where we work and live. Founded in 1901, Federal Signal is a leading global designer and manufacturer of products and total solutions that serve municipal, governmental, industrial and commercial customers. Headquartered in Downers Grove, IL, with manufacturing facilities worldwide, the Company operates two groups: Environmental Solutions and Safety and Security Systems. For more information on Federal Signal, visit: www.federalsignal.com.

The Company is an equal opportunity employer. Qualified applicants will not be discriminated against on the basis of, and will receive consideration for employment without regard to, race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, genetic information, status as a protected veteran, or any other protected category, characteristic, or trait under applicable law. If you require reasonable accommodation in the application process, contact Human Resources at [e-mail]. All other applications must be submitted online.