Mackinnon Bruce International
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.
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:
Technical services
You will be responsible for customer lifecycle management, sales strategy execution, revenue performance, and ensuring customer satisfaction at national level.
What You Will Lead 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‑digit 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.
What Success Looks Like 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
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
Employment type Part‑time
Job function Sales, Management, and Customer Service
Industries: Industrial Machinery Manufacturing, Machinery Manufacturing, and Automation Machinery Manufacturing
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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.
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:
Technical services
You will be responsible for customer lifecycle management, sales strategy execution, revenue performance, and ensuring customer satisfaction at national level.
What You Will Lead 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‑digit 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.
What Success Looks Like 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
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
Employment type Part‑time
Job function Sales, Management, and Customer Service
Industries: Industrial Machinery Manufacturing, Machinery Manufacturing, and Automation Machinery Manufacturing
#J-18808-Ljbffr