Account Manager - Mechanical Process Equipment

About the role

You will own the end-to-end sales cycle for mechanical process equipment within your assigned territory, driving both new account acquisition and deep expansion within existing accounts. This role requires you to act as a trusted technical advisor, translating complex equipment specifications into clear process solutions for diverse customer stakeholders. You will leverage strong consultative selling techniques to uncover latent needs and position the right combination of pumps, steam products, filtration, and heat exchangers. Success in this position hinges on your ability to build long-term, trust-based relationships with engineers, technicians, and operations managers. You will be the primary point of contact for applying Carotek's represented manufacturer capabilities to solve real-world industrial challenges. This position demands a disciplined approach to forecasting, pipeline management, and territory planning to ensure consistent revenue growth. Ultimately, you are responsible for aligning your sales activities with the strategic goals of both Carotek and the manufacturers we represent.

Key facts

What you'll do

-Conduct proactive outreach and consultative discovery calls with engineers, plant managers, and technical decision makers to define process equipment requirements.

-Develop and execute a strategic account plan for your territory, outlining specific actions to penetrate existing accounts and cultivate new business opportunities.

-Perform detailed technical consultations to assess customer applications and recommend appropriate pumps, steam systems, filtration equipment, and heat exchangers.

-Prepare and submit precise quotations and formal proposals, ensuring alignment with internal specifications and customer expectations.

-Collaborate closely with Inside Sales teams to validate pricing, lead times, and technical feasibility for all customer inquiries.

-Maintain a rigorous weekly forecast of sales opportunities, clearly articulating the probability and value of each potential deal.

-Schedule and execute a minimum of five in-person customer visits each day to maximize face-to-face relationship building.

-Document every sales interaction and progression stage within the CRM system to ensure transparency and accurate pipeline management.

-Identify and engage critical decision makers within customer organizations to streamline the approval and implementation process.

-Analyze technical documents, blueprints, and application notes to fully understand customer process environments.

-Act as a bridge between customer needs and the specific product capabilities of our represented manufacturers.

-Attend regional and corporate training sessions to stay current on product features, technology advancements, and industry best practices.

-Grow your assigned territory by increasing market share within existing accounts and identifying new vertical opportunities.

-Provide ongoing feedback to internal stakeholders regarding product performance, market trends, and competitive activity.

-Utilize superior problem-solving skills to overcome objections and present compelling value propositions for complex installations.

Requirements

-Possess a valid state driver's license with an acceptable driving record for travel to customer facilities.

-Hold an Associate's degree in an engineering or technical field, or a business concentration; a Bachelor's Degree is preferred.

-Have four years of Outside Sales experience, preferably with a proven track record in selling industrial process equipment.

-Demonstrate the ability to read, analyze, and interpret technical documents, product specifications, and engineering drawings.

-Show a strong capacity to identify critical decision makers within complex customer organizations.

-Exhibit the ability to recognize underlying customer needs that may not be immediately obvious.

-Maintain a professional demeanor when working with individuals from diverse backgrounds, experience levels, and technical expertise.

-Be capable of traveling primarily during local business days, with a goal of five in-person meetings daily, while occasionally managing non-local travel that may require overnight stays.

-Possess the ability to self-transport to various facility sites as required by the role.

-Be prepared to work evening hours and weekends when job duties demand to meet customer or project timelines.

Nice to have

-Bachelor's Degree in an engineering or technical field, or a business concentration.

-Four years of Outside Sales experience, preferably with industrial process equipment and a history of success.

-Experience in Inside Sales and/or Field Service roles.

Practical notes

Hours are Monday through Friday, 8:00 a.m. to 5:00 p.m., with some flexibility allowed. Travel is primarily local during the business day, with a goal of having five in-person sales calls a day with a customer. Occasional non-local travel is expected, which may require overnight stays and weekends. Ability to transport self to various facility sites as required. Must possess a valid state driver's license and acceptable driving record. Evening and weekend work may be required as job duties demand.