Strategic Account Manager - Marine


Franklin, Tennessee, United States

* Note: This a potentially remote role that can be located near any major airport in the U.S. or Canada.


SPX Aids to Navigation is founded on the combination of over 130 years of industry leading innovation. Today, we draw from the collective strength and heritage of 5 of the world’s leading manufacturers of Aids to Navigation. Our products and customizable systems facilitate the uniquely challenging and highly regulated needs of the Obstruction, Aviation and Marine Aids to Navigation markets.


Engineered for the harshest environments on earth! Our range of Marine Lighting, Buoys, Port Entry Solutions and Lighthouse Systems enable real-time asset monitoring and control from anywhere on the globe. 





The role develops, maintains, and expands relationships with key accounts with focus on United States Coast Guard (USCG) and Canadian Coast Guard (CCG).  This position manages these identified accounts and is accountable for achieving assigned strategic objectives. The role represents the entire range of SPX AtoN marine products and solutions to targeted accounts with an emphasis on exceeding the needs and expectations of customers.




  • Key account management of United States Coast Guard (USCG), Canadian Coast Guard (CCG), and other strategic accounts.
  • Creating and implementing account plans for all strategic accounts with short-term and long-term goals.
  • Execute Americas channel management / growth strategy.
  • Experienced sales professional with a history of new business development
  • Speaking with customers on a regular basis to check in and propose new solutions for their organization.
  • Coordinating with multiple departments to ensure sales objectives and performance goals are met.
  • Proactively prospecting for new decision-making executive contacts at key prospect targets and diversifying prospect relationships with contacts at multiple levels.
  • Develop and maintain detailed and updated opportunity matrix in Salesforce for each account to ensure that the appropriate sales support resources can be available; and to assist in the preparation of accurate and timely sales forecasts.
  • Assessing, clarifying, and validating customer requirements, needs, and goals on a consistent basis.
  • Leads solution development efforts that best address customer needs and ensure prompt resolution, while coordinating the involvement of internal company resources.
  • Managing new client on boarding, client launches, and initiatives.
  • Promote company image, product and thought leadership.
  • Follow safe work practices and procedures and ensure a “safety first” culture in every task undertaken.
  • Perform any other duties as reasonably directed.




  • Minimum five years Marine AtoN experience
  • Bachelor’s Degree and/or equivalent work experience.
  • Experience in Account Management for Government sales. USCG or CCG a plus
  • Superior communication skills (both written and oral) and comfortable presenting and speaking to senior level executives.
  • Outstanding organizational skills and the ability to manage multiple moving parts and accounts simultaneously.
  • Demonstrated Negotiation skills
  • A fast learner that can hit the ground running and learn our products inside and out quickly.
  • An outside of the box thinker with proven experience developing creative solutions to clients’ out of the ordinary problems.
  • Leadership skills with an empathetic approach – our success is based on our clients’ success so you must be ready to drop everything at a moment’s notice to help.
  • Prior experience in Account Management, Sales, and/or Marketing preferred.
  • Advanced Microsoft Office skills – Excel and PowerPoint essential.
  • Experience with CRM software


Thank you for your interest in our company.




SPX is a diversified, global supplier of infrastructure equipment with scalable growth platforms in heating, ventilation and air conditioning (HVAC), detection and measurement, and engineered solutions. With operations in 17 countries and approximately $1.4 billion in annual revenue, we offer a wide array of highly engineered products with strong brands.


At SPX , what’s in it for our employees transcends market-competitive compensation and benefits.  Our Total Rewards program also includes opportunities for employees’ personal development, career growth, and recognition. These programs focus on alignment and assessment of organizational, team, and individual efforts toward achieving business results. Our development and career growth programs empower our employees to enhance their skills, develop new competencies, and pursue career goals. SPX benefits package provides choices designed to help employees manage their well-being. Our compensation programs are performance-based to recognize and reward employees who work hard, display the values and leadership practices we embrace, and deliver exceptional results.


  • Integrity
  • Accountability
  • Excellence
  • Teamwork
  • Results

At SPX, our values are at the heart of everything we do. We use our values every day to help us make the right decisions. We embrace a common purpose and strive for improvement. We respect and value each other as individuals and recognize that only by working together, as a team, can we reach our full potential. We take responsibility for our actions, build strong relationships with each other and our customers, and always act ethically. Our values inspire us to achieve the high standards of quality, safety, and performance that our customers expect and deserve.


Our work environment is established on a work-life philosophy supported by policies, programs, and practices that help employees achieve success within and outside the workplace. We believe in creating an inclusive work environment where employees strive to realize their fullest potential.  We are an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation, national origin, gender identity, genetic information, age, disability, veteran status or any other legally protected basis.