Major Accounts Representative – Mega Projects

Description

The Major Accounts Representative owns Riggs’ capture of revenue opportunity on qualifying mega projects. The role calls for a sales-oriented professional who is also operationally sound – someone who can win the business, understand what it takes to deliver it, and build and maintain positive working relationships with customers and Riggs teams alike.

You will evaluate and prioritize major project opportunities, build high-level relationships with every key player on our top-tier sites, and serve as the single point of contact for the full Riggs CAT offering – rental, new sales, used sales, parts, service, product support, and power – on each project.

What you'll do:

• Evaluate and prioritize opportunities – use Riggs’ project scorecard to assess each major site based on revenue potential, accessibility, competitive landscape, timing, and contractor brand preference.
• Own top-tier project relationships – build and maintain relationships with general contractors, subcontractors, plant engineering teams, site superintendents, and corporate procurement.
• Deliver a complete Riggs solution – represent every Riggs CAT line of business – rental, new sales, used sales, parts, service, product support, and power – in a single, integrated offer for each project.
• Coordinate delivery across Riggs – work with Riggs’ rental, sales, parts, service, product support, and power teams to define and deliver the personnel, equipment, and on-site resources each project requires.
• Plan for the full project lifecycle – align revenue and resourcing plans with project timelines, including ramp-up and wind-down of project-dedicated resources.
• Track and report performance – monitor revenue capture, market share, competitive activity, and service-level performance, and report to leadership regularly.

Requirements

What you'll need:

Proven sales track record, ideally in heavy equipment, construction, or industrial capital goods

Confidence engaging with leaders at every level – from site superintendents to corporate procurement

Working knowledge of construction and industrial equipment operations

Ability and willingness to travel approximately 90% of the time

Operationally sound – able to understand parts, service, rental, and equipment logistics well enough to commit only to what can be delivered

Strong ability to build and maintain positive working relationships, both with customers and internal teams

Strong collaboration and negotiation skills

Valid driver’s license and acceptable driving record

Preferred:

Experience with a Caterpillar dealer, product support, or equipment rental business

Background in major or strategic account management in a B2B capital equipment environment

Experience selling a broad product and service portfolio – equipment, parts, service, and rental – to large commercial or industrial customers

What Success Looks Like

This role sits deliberately closer to sales than operations, but success requires enough operational fluency to avoid overselling what Riggs can deliver. The ideal candidate is:

Strength How It Shows Up in This Role

Growth-minded & proactive You find and pursue opportunity rather than waiting for it to come to you

Relationship builder You are credible and comfortable with GCs, engineers, and executives alike

Operationally sound You understand how parts, service, rental, and power get delivered on site and set realistic commitments

Collaborative You build positive, lasting working relationships across every Riggs department to deliver on every commitment

Resilient You thrive in long, complex sales cycles and know how to overcome resistance

Detail-aware You keep track of operational commitments while staying focused on the big picture

Travel

This is a field-based position with travel required approximately 90% of the time. The Rep will spend the majority of each week on active mega project sites, at customer offices, and at Riggs branch locations across Arkansas, with occasional overnight travel as project needs dictate.

Compensation & Benefits

This role offers a competitive base salary plus commission. In addition; medical, dental, vision, 401(k), paid time off, vehicle allowance, as applicable.

Why Riggs CAT?

As Arkansas’ Caterpillar dealer, Riggs CAT supports the customers building, powering, and moving the state. Join a team where you will work on some of the largest projects in the region, backed by the resources of a full-service Cat dealership and the support of local branches across Arkansas.

IMPORTANT INFORMATION

While performing the duties of this job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl and talk or hear. Employee must be able to lift 25 lbs of force occasionally and 10 lbs of force frequently.

The employee is occasionally exposed to wet and/or humid conditions; moving mechanical parts and outside weather conditions.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

The Job description is subject to change by the employer as the needs of the employer and requirements of the job change.

This is a safety sensitive position.

Salary/ Non-Exempt

EEO/AA

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

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