Account Executive - Direct

Looking for candidates in Phoenix and Sacramento/Central Valley

Summary

The Account Executive - Direct Sales is a highly skilled professional who utilizes their experience as an accomplished industrial equipment or material handling sales professional.

The Account Executive will generate new revenue for UMH by researching, identifying, qualifying, proposing, and closing business from high revenue and strategic value accounts. They will identify and validate new markets and product groups and manage the complete account lifecycle. The Account Executive will also support growing and maintaining relationships with key clients and accounts with a focus on strategic partnerships. Ideally, they bring a powerful C-Level network along with their other required qualifications.

The Account Executive owns the sales process, develops sales strategies, and implements/monitors those for their assigned region and accounts. They are responsible for showcasing and selling the complete range of UMH's products and services.

Key Responsibilities:

Leads/Opportunities Acquisition

• Proactively research, qualify, and cultivate new leads and markets using available electronic means, marketing and sales tools, and in-person prospecting when possible.
• Work to identify and research potential end-user clients in target areas/markets.
• Develop, plan, and execute effective strategies to enhance market share within assigned areas/accounts.
• Engage and convert qualified prospects to become new clients.

Relationship Management

• Cultivate and expand end-user customer relationships while showcasing UMH's products/services and guiding problem resolution.
• Comfortable engaging C-Level and VP-Level decision makers.
• Serve as the primary point of contact for client inquiries and issues.
• Provide exceptional customer service to ensure client satisfaction and retention.
• Conduct thorough research and analysis of acquired accounts to gain in-depth knowledge of their business and operational processes.

Sales Strategy and Execution

• Meet or exceed individual and team sales targets; drive consistent sales revenue and gross profit growth across all product segments.
• Persuasive presentation skills and consultative sales abilities.
• Build and manage a robust pipeline of new clients, overseeing the entire sales process from start to finish.
• Facilitate marketing efforts by regularly communicating discovered needs, trends, beneficial events, and other market intelligence.
• Monitor market trends and competitor activity to identify opportunities and challenges.
• Strategically plan and execute initiatives to penetrate target accounts and achieve desired outcomes.
• Utilize expertise in warehouse, material handling, intralogistics, and distribution operations to develop innovative solutions using material handling and automation technologies.
• Work closely with the UMH team to ensure smooth and complete account onboarding.
• Prepare and issue proposals and quotes for assigned prospects and clients.
• Travel as required to cover assigned accounts/markets (travel can exceed 40%).

Reporting and Analysis

• Maintain accurate records of all sales activities in the CRM system to effectively manage customer relationships and sales activities.
• Prepare regular reports on sales performance and forecasts.
• Analyze customer feedback to refine sales approaches.

Qualifications:

• Minimum of 5 years of experience in developing new business and expanding existing customer base in distribution or direct-to-customer sales.
• Preferred experience in selling pallet rack, storage systems, integrated conveyor systems and other material handling equipment.
• Knowledge of material handling systems, equipment, and conveyors used in industrial environments like distribution centers, 3PLs, and warehouses.
• Responsive, solution-driven, resilient, and optimistic mindset.
• Effective partnership builder who communicates applications effectively.
• Demonstrated ability to close deals through pipeline management, follow-up, and effective sales techniques.
• Proven ability to excel in cross-functional environments.
• Proficient user of Customer Relationship Management (CRM) software, utilizing it for customer lifecycle management, relationship improvement, cost reduction, and sales enhancement. Preferably Salesforce.
• Excellent written and verbal communication skills, including strong presentation experience.

Commission and Benefits:

• This position is eligible for commission based on sales performance.
• Benefits include medical, dental, and vision insurance, a 401(k) plan, paid time off, and paid holidays.

Physical Requirements and Work Environment:

• Work is performed in an office or home office and at customer sites, including warehouses and distribution centers where noise, temperature changes, and moving equipment are present.
• Regular travel by car and air, including overnight travel. A valid driver's license is required because the role involves regular driving to customer sites and territory accounts.
• Ability to walk customer facilities and warehouse floors and to wear required personal protective equipment at customer sites.
• Regular use of a computer, phone, and CRM software.
• Reasonable accommodations will be made to enable qualified individuals with disabilities to perform the essential functions of this position.

Pay Range: $100,000 - $130,000 per hour