Summary
We're looking for our next great Account Executive to join our team of sellers to bring our production to customers in the parcel picking in the parcel, general merchandise, and 3rd party logistics (3PL) markets. A successful candidate must have a consultative approach to their sales technique, have exceptional prospecting skills, the ability to be persistent without being pushy, and have a passion for our product and the solutions it provides.
Essential Functions
- Prospecting and Lead Generation: Identify and engage potential customers through various channels, including industry events, virtual meetings and webinars, networking, cold calling, and leveraging existing relationships within the material handling and logistics industries.
- Sales Performance: Meet or exceed sales targets and objectives on a consistent basis by effectively telling our story to key decision makers and C-suite executives.
- Customer Engagement: Conduct customer-centric needs assessments to understand specific requirements. Present outcome-based solutions that effectively address their unique challenges, including TCO, ROI, performance, timeline, etc.
- Negotiation and Closing: Lead complex contract negotiations, manage the sales cycle from prospect to close, and ensure mutually beneficial alignment to the sales process.
- Relationship Management: Build and maintain strong, long-term relationships with customers, serving as a trusted advisor and primary point of contact for their automation needs.
- Collaboration: Work closely with internal teams and key stakeholders, including marketing, operations, project management, and customer success, to ensure a coordinated approach to exceed customer requirements and expectations.
- Market Analysis: Stay informed about key trends, technological advancements, and competitors' offerings to effectively position our products in the market.
Required Education, Experience, and Qualifications
- 5+ years' experience in selling integrated solutions.
- Experience in sales of warehouse and distribution center automation systems.
- Experience in customer acquisition and a well-developed contact network among supply chain and logistics companies.
- Ability to demonstrate commercial understanding of value-based selling (i.e. ROI, payback period, and NPV calculations).
- Understands the logistics challenges in the parcel, general merchandise, and 3PL environments.
- Working knowledge of Warehouse Management Systems, Warehouse Control Systems, and other warehouse software systems used by customers.
- Solid experience in successful account management using a Customer Relationship Management (CRM) tool.
- Excellent verbal, written, and presentation skills in English.
Additional Eligibility Qualifications
- Must be able to travel unrestricted within the US, Canada, and EU. We are not able to provide visa sponsorship for this role.
Compensation: Base salary of $100,000-120,000 with an OTE of $250,000
Benefits: We offer a benefits plan that includes robust healthcare offerings, unlimited PTO, paid parental leave, and sabbatical program.
