Strategic Account Manager

ABOUT THE JOB:

The Strategic Account Manager is responsible for identifying, developing, and expanding key partnerships with targeted commercial accounts to drive profitable growth for NWPX Infrastructure. This role leverages established relationships within the commercial development, design, engineering, and construction communities to proactively identify opportunities and guide projects through the appropriate NWPX locations.

This position is designed for a highly motivated, self-directed sales professional who thrives in a remote, territory-based environment. The successful candidate must demonstrate initiative, accountability, strong time management, and the ability to independently manage priorities, customer relationships, and sales activity with minimal day-to-day supervision. NWPX is seeking an individual who consistently follows through, creates opportunities proactively, and delivers measurable results through disciplined execution.

ESSENTIAL FUNCTIONS AND MAJOR RESPONSIBILITIES:

• Develop a comprehensive understanding of NWPX products, services, manufacturing capabilities, and strategic growth objectives within the assigned geography.
• Identify, develop, and manage strategic accounts and projects with strong growth potential for NWPX products and services.
• Independently manage and execute a territory growth plan, including prospecting activity, relationship development, pipeline management, and customer follow-up.
• Build and maintain strong relationships with owners, developers, engineers, contractors, distributors, municipalities, and other key industry stakeholders throughout the region.
• Prospect for new business opportunities through networking, scheduled appointments, lunch-and-learns, plant tours, trade events, referrals, cold outreach, and digital prospecting tools.
• Maintain a high level of sales activity through consistent field engagement, in-person meetings, and proactive communication with customers and prospects.
• Make frequent in-person sales calls to current customers and targeted strategic accounts to identify and advance project opportunities.
• Utilize CRM systems and sales tools (LinkedIn, ZoomInfo, Salesforce, industry databases, referrals, supplier leads, etc.) to effectively identify, qualify, and track opportunities.
• Conduct routine visits to job sites, engineering firms, contractor offices, and customer locations to support ongoing projects and identify future opportunities.
• Attend industry-specific trade shows, association meetings, and networking events to strengthen market presence and identify emerging customer needs.
• Collaborate with Regional Sales Engineers, Project Sales Representatives, plant leadership, and technical teams to develop project-specific solutions that strengthen customer partnerships.
• Serve as a subject matter expert on the strategic account process and facilitate coordination across multiple NWPX locations and departments.
• Support the introduction and growth of new product lines within the assigned territory.
• Learn and navigate quoting, estimating, and order entry processes across multiple NWPX locations to effectively support customer needs.
• Maintain accurate and timely reporting of sales activity, pipeline status, forecasts, customer interactions, and market intelligence through company systems.
• Demonstrate ownership of territory performance by consistently managing schedules, travel, priorities, and follow-through in a remote work environment.
• Operate with professionalism, integrity, and accountability while representing NWPX in the marketplace.
• Comply with all NWPX policies, procedures, and safety guidelines.

EDUCATION/EXPERIENCE:

• Bachelor’s Degree in Business, Management, Construction, Engineering, or related field preferred; equivalent industry experience considered.
• 5–7+ years of successful outside sales, business development, or strategic account management experience within the construction or related industry.
• Demonstrated success working independently in a remote or territory-based sales role with measurable sales performance results.
• Estimating, bid development, project management, or technical sales experience is a plus.
• Experience within commercial and/or residential real estate development, design, engineering, or construction markets preferred.
• Proficiency in Microsoft Office applications required.
• Experience with CRM software, preferably Salesforce, strongly preferred.
• SAP or other large ERP system experience is considered a plus.

KNOWLEDGE, SKILLS, ABILITIES:

• Proven self-starter with strong internal drive, initiative, and personal accountability.
• Demonstrated ability to work independently, prioritize responsibilities, and consistently execute without direct daily supervision.
• Strong organizational and time management skills with the ability to effectively manage a remote territory and travel schedule.
• Results-oriented mindset with a history of meeting or exceeding sales goals and performance expectations.
• Strong influencing, negotiation, and relationship-building skills.
• Excellent verbal, written, and presentation communication skills.
• Ability to establish credibility and maintain effective working relationships with both internal and external customers.
• Customer-focused mindset dedicated to understanding and meeting customer requirements.
• Strong problem-solving and critical-thinking skills with the ability to develop collaborative solutions.
• High level of professionalism, responsiveness, and follow-through.
• Positive attitude, strong work ethic, and dependable execution.
• Knowledge of current and emerging construction industry trends, technologies, practices, and market dynamics.
• Ability to read and interpret construction plans, specifications, and project documents.
• Experience selling technical solutions to engineers, contractors, suppliers, and specifying agencies preferred.
• Ability to collaborate effectively across departments while maintaining ownership of individual responsibilities.
• Comfortable presenting to large and diverse audiences to drive awareness and demand for NWPX products.
• Ability to work effectively with diverse groups of people in both internal and customer-facing environments.
• Must be able to travel regularly throughout the assigned sales region, including overnight travel as needed.

PHYSICAL DEMANDS/WORK ENVIRONMENT:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Project timelines and work volume / deadlines may often require working outside of standard office hours, weekend, or evening work.

Regular, reliable and predictable attendance is necessary in order to perform the essential functions of this position. 

Physical Activity

Over 2/3 of the time:

• Standing/Sit:  Remaining upright in a stationary position, particularly for sustained periods.
• Fingering: Picking, pinching, typing or otherwise working, primarily with fingers rather than with whole hand or arm as in handling to type.
• Feeling:  Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.
• Walking: Moving about to accomplish tasks, particularity for long distances or moving from one work site to another. 
• Talking: Expressing or exchanging ideas by means of the spoken word; those activities where detailed or important spoken instructions must be conveyed to other workers accurately, loudly, or quickly.
• Communicating: Expressing or exchanging ideas and information accurately, in written or diagram form.
• Hearing:  Perceiving the nature of sounds at normal speaking levels with or without correction, and having the ability to receive detailed information through oral communication, and making fine discriminations in sound.
• Repetitive motions: Making substantial movements (motions) of the wrist, hands, and/or fingers such as moving a mouse and typing.

Up to 2/3 of the time:

• Pushing: Using upper extremities to press against something with steady force in order to thrust forward downward or outward.
• Pulling: Using upper extremities to exert force in order to draw, drag, haul or tug objects in a sustained motion.
• Grasping: Applying pressure to an object with the fingers and palm to operate a mouse, phone, computer, and other office machines.

Less than 1/3 of the time:

• Climbing: Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms.
• Kneeling/Crouching: Position self to look under or around equipment or areas of production
• Stooping: Positions self to lift items off the floor.
• Reaching: Grabbing things from a distance above or from the side.

• Lifting: Raising objects from a lower to a higher position or move objects from position to position.

Physical Requirements

• Medium work:  Exerting up to 50 pounds of force occasionally and/or up to 20 pounds of force frequently, and/or a negligible amount of force constantly to move objects.

Visual Acuity

• The worker is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection involving small defects, small parts and/or operation of machines (including inspection); using measurement devices; and/or assembly or fabrication of parts at distances close to the eyes.

Vision Requirements:

Over 2/3 of the time the worker is required to have:

• Close vision (clear vision at 20 inches or less)
• Color vision (ability to identify and distinguish colors)
• Peripheral vision (ability to observe an area that can be seen up and down or to the left and right while eyes are fixed on a given point)

Up to 2/3 of time the worker is required to have:

• Distance vision (clear feet at 20 feet or more)
• Ability to adjust visual focus (ability to adjust the eye to bring an object into sharp focus)

Weather Conditions

The worker is subject to both environmental conditions throughout their day: activities occur inside the office environment and outside in production, yards or job sites.

Noise Levels

Over 2/3 of the time:

• Moderate noise to loud noise when in production or the field
• Quiet conditions when working in the office setting

Personal Protective Equipment is required when in the Plant, Yard or Construction Areas:

• Safety Glasses
• Hard Hat
• Steel-toed Boots
• Hearing Protection
• Reflective Vest