Major Accounts Representative – Mega Projects

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.

• 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.

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

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

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:

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

This is a field-based position with travel required…