Location: Calgary, AB
Introduction
As a Strategic Accounts Manager, you are the powerhouse behind Finning’s most important customer relationships. In this role, you will own the connection with major strategic accounts, showcasing the full strength of our TCRS products and services. Your mission? Deliver unmatched value, deepen partnerships, and accelerate profitable growth.
This is not just a job—it is a critical leadership role where you will influence key decisions, champion Finning’s rental value proposition, and collaborate across Sales and Operations to create winning solutions. If you thrive on building trust, driving results, and leading with impact, this is your opportunity to shape the future of strategic customer success.
What’s in It for You
• Competitive earning potential of $125,000 to 145,000+ (salary + bonus)
• Comprehensive benefits from day one
• Matching pension & share purchase plans
• Paid vacation that grows with service
We recognize top talent—and reward it accordingly.Job Description:
Major Job Functions:
Strategic & National Account Development: Develop and grow key accounts which includes customer relationship management, Master Service Agreement management, and contract management. Includes senior and mid-level relationship development, needs analysis, and implementation plans (50%)
Sales and Performance Management: Sales management, in conjunction with District Managers, in relation to Strategic Account Manager portfolio. Roll-out of Master Service Agreement and contractual details to the sales team. Attend meetings with subsidiary offices with sales reps in relation to portfolio. Work with reps on the “how to” tackle the potential within aligned strategic accounts for their respective markets. (30%)
Market and Opportunity Detail: Research and detail market fundamentals and economic drivers that could affect Strategic customers. Monthly reporting. New fleet and business opportunities with customers. Collaborate with internal Finning sales/rental leads to align and sell the enterprise. (20%)
Accountability:
In conjunction with the sales and operations teams, develops and maintains key major accounts
Grows rental revenues through these existing major accounts
Increases market share by developing new major accounts
Assists District Managers in identifying new potential major accounts
Develops and maintains effective client relationships to support the marketing and sales of equipment, product and services
Sees that authorized agreements and programs are carried out by outside sales personnel
Timely communication of marketing intelligence, customer information and appropriate competitive information
Develops, maintains and implements strategy for overall territory coverage using information databases on customers (new and existing jobsites and upcoming projects)
Collaborates with marketing manager to develop and implement marketing plans that exploit our strengths and value-added differentiation
Timely communication of market intelligence, customer information and appropriate competitive information
Provides updates on monthly and annual revenue goals and profitability
Education & Experience:
Minimum 5–10 years in progressive sales and leadership roles
Post-secondary degree in a related field would be considered an asset
Rental and heavy equipment experience preferred
Strong understanding of customer economics and financials; develops strategic deals proactively
Proven ability to coach and develop outside sales teams
Skilled in managing high-profile clients and complex contract negotiations
Demonstrated sales leadership with strong coaching and mentoring skills
Excellent time management and interpersonal abilities
Exceptional communication and presentation skills
Knowledge of rental and sales operations, including fleet management
Ability to analyze and work with financial statements
Consistently meets profitability, cost, and asset management targets
Builds and maintains long-term relationships with customers, suppliers, and Caterpillar
At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.
