Strategic Account Manager

Find YOUR fit at Ohio CAT (a division of Ohio Machinery Co)! Join a winning culture that strives to be the top performing, dynamic industry leader and partner of choice for the products and solutions that help our customers build, improve, feed, power, and protect our world. Come grow your career.

Job summary

The Strategic Account Manager is responsible for driving business development, customer engagement, and solution-based sales for Energy Rentals across Central Ohio and surrounding counties. This role focuses on supporting data centers, utility providers, and large corporate accounts by delivering advanced energy rental solutions to high-growth, fast-paced market segments.

This position requires a consultative sales approach, strong technical aptitude, and the ability to manage complex, long-term projects while building lasting partnerships. The Strategic Account Manager will identify new opportunities, expand existing accounts, and support customer retention through innovative energy rental solutions.

Essential Functions and Responsibilities

• Business Development:
• Identify and develop new rental opportunities through collaboration with existing customers, Ohio CAT personnel, and lead-generation resources, with emphasis on targeted vertical markets across Ohio.
• Develop customer-specific solutions based on application requirements, including power generation, load bank commissioning, battery energy storage systems (BESS), temperature control solutions, and compressed air technologies.
• Strategic Partnerships
• Develop and execute a targeted growth strategy for data center, utility, and corporate accounts within Ohio.
• Proactively build and maintain relationships with utilities, contractors, data center developers, and corporate stakeholders to position Energy Rentals as a strategic solutions partner.
• Market Expertise and Technical Proficiency
• Maintain current knowledge of all Energy Rental solutions and emerging technologies applicable to the target market.
• Provide technical guidance and consultative support to customers regarding equipment specifications, applications, and solution design to ensure accurate and effective outcomes.
• Integrated Solutions (“Sell the House”)
• Promote cross-functional offerings by aligning Energy Rentals solutions—power generation, load bank commissioning, HVAC, and compressed air—with Ohio CAT’s broader equipment and tool rental portfolio to deliver comprehensive, end-to-end customer solutions.
• Complex Sales Management
• Manage extended sales cycles spanning multiple months or years, including development timelines and major project pursuits.
• Accurately track sales activities within the CRM system and oversee proposal development, drawings, and bid submissions to secure large-scale project wins.
• Collaboration and Project Support
• Build strong working relationships with interdepartmental teams, Rental Store personnel, Caterpillar corporate teams, contractors, and suppliers.
• Coordinate 24/7 support with the Energy Rentals and Service teams, ensuring seamless execution, issue resolution, and customer satisfaction throughout the lifecycle of each rental project.

Minimum Skills and Qualifications

• Education
• Bachelor’s degree in engineering, business, or a related field preferred.
• Experience
• 3–5 years of demonstrated success in business development or sales within energy rentals, power generation, HVAC, compressed air, or a related industry.
• Technical Aptitude
• General understanding of power generation, temperature control, or compressed air systems preferred.
• Strong mechanical and technical aptitude related to power systems and air systems is highly desirable.
• Sales and Prospecting
• Proven consultative selling and prospecting capabilities with the ability to identify, pursue, and develop new business opportunities beyond existing customer relationships.
• Communication
• Excellent verbal and written communication skills with a high level of professionalism and responsiveness.
• Proficiency in Microsoft PowerPoint and Excel is a plus.
• Self-Management
• Highly organized, self-motivated, and capable of working independently while managing multiple priorities.
• Travel and Mobility
• Willingness to attend customer meetings, jobsite visits, and industry trade events both within and outside of Ohio as required.
• Must possess a valid driver’s license and maintain a clean driving record.
• Professional Conduct
• All business activities must be conducted in alignment with Ohio Machinery’s Vision, Mission, and Guiding Philosophies.

Employee Benefits

• 401(k) Match and Employer Discretionary Contribution.
• Two different Health Insurance options including an HSA health insurance option with a dollar to dollar match up to $1,200.00 per year.
• Dental and Vision Insurance.
• Credit Union Access.
• Life Insurance, Short-Term Disability, and Long-Term Disability.
• Scholarship opportunities for employee's spouses and children, through the Ohio Machinery Education and Opportunity Foundation.
• Base pay plus annual bonus potential
• Company Success Share bonuses

Physical Requirements

This position requires the physical ability to work in both office and field environments. Duties may include prolonged periods of sitting or standing; occasional stooping, bending, kneeling, crouching, reaching, or twisting; and the ability to lift, carry, push, or pull light to moderate weights. The role involves operating office equipment and computers requiring repetitive hand movements and verbal communication.

Noise levels vary from quiet office settings to moderate or loud environments in field locations. Candidates must reside in or be willing to relocate to work from the Columbus Energy Rentals location.

Ohio Machinery Co. is an Equal Opportunity Employer. Veterans and Qualified Individuals with Disabilities are encouraged to apply. VEVRAA/503 Federal Contractor.