Description
UNITED STATES – NATIONAL ROLE
Lead – Service Account Management (Commercial Leadership)
A global equipment manufacturer in the packaging & processing sector is seeking a senior commercial leader to head Service Account Management across the U.S. market (with additional oversight across Canada and the Caribbean). This position will be based in the Atlanta area, where the core team is already located.
This is a key succession-plan role, with a clear pathway to take on broader responsibility within the organisation.
The Opportunity
This individual will lead a team of Service Account Managers responsible for a major aftermarket sales portfolio (up to ~$80M initially)
The remit covers all service-based commercial offerings, including:
▪ Spare parts
▪ Technical services
▪ Upgrades & modernisation
▪ Line conversions & enhancements
You will be responsible for customer lifecycle management, sales strategy execution, revenue performance, and ensuring customer satisfaction at the national level.
In this role you will:
✔ Lead and develop a team of eight Service Account Managers, covering 200–300+ active customer accounts
✔ Support a mature team with high experience levels (tenure spanning 5 to 38 years) and teach advanced sales process, funnel management and value-based selling
✔ Manage a multimillion-dollar service budget and deliver year-on-year growth targets (~5% expected)
✔ Shape commercial methodology: strategic planning, prioritisation, upsell/modernisation approach, long-term account planning
✔ Act as escalation partner for key strategic customers (example: portfolio customers spending up to ~$30M annually)
✔ Drive best-practice across customer engagement, forecasting accuracy, pipeline quality and margin improvement
This position exists due to business expansion and a need to introduce a more structured commercial leadership layer.
You will be measured on:
⭐ Growth of service revenue and margin (annual targets)
⭐ Improved customer sentiment and experience
⭐ Developing the team’s ability to sell consultatively vs reactively
⭐ Retention and expansion of strategic national accounts
⭐ Professionalising sales processes: funnel discipline, qualification, customer alignment
⭐ Building readiness for succession – eventually stepping into broader senior responsibility
Candidate Profile
The ideal candidate would bring:
🔹 Degree in Business, Engineering or related discipline (MBA or business school strongly preferred)
🔹 10+ years in commercial leadership roles (Aftersales, Key Accounts, National Sales, Aftermarket Sales, or Service Sales)
🔹 Experience managing a P&L, territory or national commercial budget
🔹 Experience in selling engineered solutions, industrial equipment, packaging equipment, warehouse automation, food/beverage processing or similar capital equipment
🔹 Strong commercial methodology: pipeline management, funnel conversion, strategic account planning
🔹 Ability to coach senior-tenure teams and introduce structure
🔹 Strong communication, negotiation and executive-level customer presence
🔹 Technical background or technical credibility (does not need to be a mechanical expert, but must understand engineered service offerings)
Seniority Level: Director
Industry: Industrial Machinery, Manufacturing Machinery, Manufacturing, Automation Machinery Manufacturing
Employment Type: Part-time
Job Functions
Sales Management, Customer Service
Skills
Succession Planning, Team Leadership, Sales Strategic Planning, Management Packaging, Machinery Business Services, Sales Beverage, Manufacturing Capital Equipment
