Account Manager

Reports to the VP of Specialty Products Division

Location: Greater Cleveland, Ohio Area

Travel Required (25-50%)

Job Summary

The Account Manager for Specialty Products is responsible for driving sales growth, business development, and market expansion for EQI’s Specialty Products division. This role will focus on developing and executing strategic sales initiatives for specialty engineered products across multiple industrial markets, while building strong relationships with customers, distributors, and key industry stakeholders.

A critical component of this position is the leadership and management of EQI’s network of third-party regional sales representatives across the United States. The Account Manager will provide direction, accountability, training, and support to regional rep agencies to ensure alignment with EQI’s growth strategy, revenue objectives, and customer engagement expectations.

This position requires a highly motivated sales professional who can effectively identify market opportunities, expand customer relationships, lead channel development efforts, and serve as the primary commercial representative for the Specialty Products Division.

Key Responsibilities

• Develop and execute strategic sales plans aligned with EQI Specialty Products' growth objectives and long-term business strategy.
• Identify, qualify, and develop new business opportunities within targeted industrial and specialty product markets throughout North America.
• Establish and maintain strong relationships with customers, distributors, OEMs, integrators, and end users.
• Partner with a network of third-party regional sales representatives across the United States, ensuring consistent market coverage and performance.
• Conduct regular business reviews, training sessions, weekly pipeline updates/ reporting, and performance evaluations with regional rep agencies.
• Drive accountability with sales representatives through territory plans, forecasting, opportunity management, and revenue targets.
• Partner with Marketing, Engineering, Supply Chain, and Operations teams to support product launches, customer solutions, and growth initiatives.
• Serve as the voice of the customer by communicating market trends, competitive intelligence, customer feedback, and emerging opportunities.
• Develop and deliver professional sales presentations, product demonstrations, and business case proposals.
• Manage the complete sales cycle, including lead generation, prospecting, quotations, negotiations, contract discussions, and business awards.
• Coordinate RFQ and proposal activities while ensuring timely and competitive customer responses.
• Maintain accurate sales forecasts, CRM records, pipeline management, and business activity reporting.
• Attend trade shows, industry conferences, customer meetings, and other market-development activities to increase visibility and generate new opportunities.
• Support pricing strategy, product positioning, and market penetration initiatives to maximize profitability and sustainable growth.
• Collaborate with internal stakeholders to resolve customer issues and ensure a high level of customer satisfaction.
• Travel extensively to key customer locations to strengthen relationships and support business development efforts.

• Bachelor’s degree in Business, Marketing, Engineering, or related field (or equivalent industry experience).
• 5+ years of successful B2B sales, account management, business development, or channel management experience within industrial, engineered products, manufacturing, specialty products, or related markets.
• Experience working with and managing independent manufacturers’ representatives, distributors, or channel partners preferred.
• Experience with cast or forged metal products, thermal processing, or super alloys is highly preferred.
• Demonstrated success developing new business and growing sales within a technical or industrial product environment.
• Strong leadership and influencing skills with the ability to drive results through both direct and indirect sales channels.
• Excellent interpersonal, presentation, negotiation, and relationship-building skills.
• Ability to communicate effectively with executive leadership, customers, sales representatives, and cross-functional teams.
• Strong analytical, organizational, and problem-solving capabilities.
• Proficiency with CRM systems, Microsoft Excel, PowerPoint, and sales analytics tools.
• Ability to manage multiple priorities while maintaining a high level of responsiveness and professionalism.
• Self-motivated and capable of working independently from a home-office environment.
• Willingness and ability to travel 50% or more throughout the United States to support customer development, regional representatives, and industry opportunities.

We offer a comprehensive and competitive benefits package designed to support the well-being, growth, and success of our employees. Highlights include:

• Comprehensive Health Coverage: Medical, dental, and vision insurance to support the health needs of employees and their families.
• 401(k) with Company Match: Competitive retirement savings plan with employer matching contributions to help employees build long-term financial security.
• Flexible, Unlimited Paid Time Off: An unlimited PTO policy designed to promote work–life balance and allow employees the flexibility they need for rest, personal time, and family commitments.
• Positive and Collaborative Work Environment: A culture that values teamwork, integrity, continuous improvement, and open communication.
• Wellness Programs: Access to a range of wellness initiatives that promote physical and mental well-being including an EAP program and options for maintaining a healthy lifestyle with gym reimbursement.
• Global Growth Opportunities: The chance to work for and grow with an expanding international organization, with exposure to global teams, perspectives, and career development pathways.