Industrial Strategic Account Manager

Cleveland Brothers, the largest Cat® dealer in Pennsylvania, northern West Virginia, and western Maryland, has an immediate opportunity for an Industrial Strategic Account Manager.

 

Position Summary

The Industrial Strategic Account Manager (ISAM) is responsible for retaining and growing revenue within a defined portfolio of key industrial accounts by developing and executing strategic, long-term account plans. This role works cross-functionally with sales, rental, service, product support, and leadership teams to deliver integrated equipment, rental, and solution-based offerings aligned to customer business objectives.

The ISAM serves as the company’s primary strategic liaison and subject-matter expert for assigned industrial accounts, with a focus on revenue growth, share-of-wallet expansion, and delivering a consistent exceptional customer experience.

 

Primary Responsibilities

 

Strategic Account Management & Customer Leadership

• Serve as the primary point of accountability for assigned key industrial accounts
• Act as the company “expert” on each assigned account, including customer operations, fleet strategy, capital plans, and decision-making structure
• Maintain regular, consultative engagement with customer decision-makers to build long-term advisory relationships
• Provide legendary customer service to ensure a best-in-class customer experience

Revenue Growth & Strategy Development

• Retain and grow revenue across equipment sales, rentals, service, and allied offerings within industrial accounts
• Collaborate with leadership to identify growth opportunities and develop strategies to achieve revenue and market share targets
• Obtain and analyze customer data to support account planning, revenue forecasting, and opportunity development
• Meet with customers to review annual pricing, rate structures, and share-of-wallet or revenue commitments

Sales, Rental & Contract Management

• Promote Caterpillar and allied equipment solutions to strategic industrial customers
• Prepare, present, and manage approved contracts, lease agreements, and pricing structures
• Oversee account-specific elements including rate structures, billing issues, and damage resolution
• Communicate customer needs and commitments internally to ensure alignment and execution

Market Awareness & Industry Insight

• Monitor market conditions, competitor activity, and pricing trends within the industrial sector
• Identify opportunities within industrial, governmental, and institutional markets
• Support Cat National Account initiatives by identifying in-territory prospects and assisting with out-of-territory account activity

 

Skills / Knowledge / Qualifications

• Expert knowledge of industrial and construction equipment, rental operations, and customer applications
• Strong understanding of strategic and consultative selling techniques, including prospecting, negotiation, and closing
• Ability to analyze customer data and apply insights to account strategy and decision-making
• Exceptional attention to detail and organizational skills
• Strong oral and written communication skills with the ability to engage stakeholders at all levels
• Ability to work independently and collaboratively in a fast-paced, high-volume environment
• Proficient with Microsoft Word, Excel, Outlook, and CRM tools

 

Education and Experience

• Minimum of four years of related experience preferred
• Experience in industrial sales, strategic account management, or rental operations strongly preferred
• College degree preferred, or an equivalent combination of education and experience
• Valid driver’s license with an acceptable driving record

 

Travel

• Extensive local driving required
• Overnight travel required as business needs dictate

 

Why Join the Cleveland