Shaw Development

Position Details & Responsibilities

For sellers who thrive in complex, engineered environments — this role drives strategic growth at heavy-duty on- and off-highway OEMs by owning new business acquisition, expanding wallet share, and delivering sustainable revenue across agricultural, construction, and heavy truck platforms.

Remote Position  - Pacific Northwest or Midwest Metropolitan Area

Job Title: Strategic Account Manager (SAM)
FLSA: Exempt
Reports To: Global OE Sales Director / Vice President of OE / OES Sales
Job Category (EEO Description): Sales Workers
Job Code (EEO Code): 4
Job Family: Sales Customer Service
Affirmative Action Job Group and Description: 4A Sales Workers

SUMMARY: The Strategic Account Manager (SAM) is a high-impact revenue team member responsible for driving new business acquisition and sustainable revenue growth with domestic customers, primarily in the agricultural, construction, and heavy truck markets. This role owns the full sales lifecycle at strategic OEM accounts — from prospecting and pipeline development to proposal creation, negotiation, and closing — with a laser focus on winning new opportunities, expanding wallet share, and delivering year-over-year revenue growth. The SAM will act as a trusted business consultant, deeply understanding customer initiatives and positioning Shaw Development’s solutions to create measurable value and secure profitable new contracts.

ESSENTIAL DUTIES AND RESPONSIBILITIES ~ Include the following; other duties will be assigned in a progressive manner.

• Consistently hit or exceed new business targets aligned with aggressive long-term revenue growth goals.
• Capture new logos and expand existing accounts through strategic upselling, cross-selling, and custom solutions.
• Build and manage a sales pipeline that converts into closed-won revenue.
• Hunt and close new business: Proactively identify, qualify, and win new opportunities at key OEMs; develop compelling proposals and negotiate pricing, contracts, and special terms to maximize revenue and margin.
• Drive revenue growth: Establish, track, and close new business targets consistent with long-term growth objectives at designated Key Accounts; operate globally across the customer’s organization to uncover and capitalize on expansion opportunities.
• Own strategic account plans: Develop, execute, and manage account-specific growth strategies and new product introductions; coordinate cross-functional teams (technical, engineering, customer service) to accelerate wins and shorten sales cycles.
• Act as a trusted consultant: Serve as an advisor to customer executives; gain deep insight into their business challenges, initiatives, and KPIs; recommend solutions that drive tangible ROI and position Shaw as a strategic partner.
• Execute market development: Conduct in-depth analysis of customer plans, market trends, and competitive positioning; create accurate sales forecasts, pipeline reports, and account strategies.
• Maximize customer lifetime value: While prioritizing new wins, implement initiatives that increase retention, satisfaction, and organic revenue expansion.
• Travel - minimum 50% - domestic and international.

Qualifications

EDUCATION AND/OR EXPERIENCE: Experience in field / related field, and/or a combination of education and experience. Minimum 5+ years of direct sales experience with large OEM accounts, preferably in agricultural, construction, or heavy truck markets.  Proven track record of consistently exceeding revenue targets, winning new logos, and generating profitable growth.  Demonstrated success penetrating executive suites, influencing decision-makers, and closing complex, high-value deals.  Experience translating customer needs into technology solutions and leading cross-functional teams to win

LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or government regulation. Ability to write reports, business correspondence, and proposals. Ability to effectively present information and respond to questions from managers, clients, and customers.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the team member is regularly required to talk or hear. The team member frequently is required to walk and sit. The team member is occasionally required to stand; use hands to finger, handle, or feel; reach with hands and arms; and use hands to fingers to write, operate a computer keyboard, mouse and telephone keypad. The team member must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 35 pounds. Specific vision abilities required by this job include vision, and distance vision.

WORK ENVIRONMENT: Promote a working environment that provides for a clean, orderly and safe facility for all team members so that we may perform, develop and exceed the contributor status. The work environment characteristics described here are representative of those a team member encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the team member is frequently exposed to moving mechanical parts. The team member is occasionally exposed to fumes or airborne particles. The noise level in the work environment is usually moderate.

An Equal Opportunity Employer/Vet/Disability