Job Title: Account Executive
Department: System Sales
Supervisor: SVP, System Sales
Job Purpose:
Contact existing or potential customers to promote new sales of material handling equipment and systems. Handle all sales development for specified products within the assigned territory - customer base. This includes the handling of customer concerns and complaints.
Essential Duties and Responsibilities:
- Develop and maintain annual sales plan. Present sales plan to supervisor and manage daily efforts toward plan.
- Manage and grow relationships with current customers. Regularly visit customer sites to understand customers operations; identify opportunities where the company can add value; introduce products, services, and solutions.
- Respond to all inquiries from users and suppliers.
- Develop new customer relationships by identifying business needs and growth plans, educating key decision makers, and recommending integrated solutions to achieve business goals.
- Anticipate customer needs and proactively customize solutions to meet customer's business objectives. Inform customers of material handling technology trends.
- Work on multiple projects simultaneously, often with assistance from engineering and project management, but regularly complete small to mid-sized projects independently. Collect data that accurately represents customer requirements. Develop concepts that range from manual to fully automated solutions.
- Develop proposals that include technical and functional descriptions. Present proposals to clients.
- Follow up on all proposals, negotiate, and close. Be certain that any changes or revisions regardless of the origins are well documented.
- Upon acceptance, process the order internally by transitioning the project to the engineering group and project management team. Introduce the project management team to the customer. Although the project management team will inform the customer of project status from installation to completion, start-up and final payment, you should remain engaged through the process as needed.
- Work with our post project support team to offer customers after sales service and preventive maintenance plans.
- Utilize a Customer Relationship Management (CRM) tool to track the sales cycle.
Knowledge, Skills and Abilities Preferred:
- Bachelor's Degree in Business Administration or related degree is preferred
- 3 - 5 years of experience in a technical or industrial sales role. Material handling systems experience and/or distribution operations experience would be a plus.
- Maintain accurate account development records and keep sales management informed of the status of each open project or recent sales proposal.
- Maintain a high degree of communication about customer proposals with engineering and sales support staff.
- Prepare equipment operational descriptions if required for specific projects.
- Experience in industrial capital equipment sales, selling six to seven figure solutions to Executives and Committees
- Great interpersonal skills - Displays honesty, ethics, and integrity at all times.
- Provide effective oral and written communications to customers, company management and co-workers.
- Ability to organize a selling plan and exhibit time management skills
- Competency in time and account management
- Strong skills in prospecting, active listening, questioning, uncovering problems or client objectives, uncovering budget, understanding the prospect's decision-making process, proposal development and presentation, account retention, verbal-telephone and written communication.
- Ability to read and understand building drawing, technical layouts, and equipment specifications. Proficiency with ACAD is a plus.
Working Conditions:
- Ability to travel up to 50% or as needed with fluctuation in intensity based on the phase of the project.
- Willingness to work extended hours to support proposal and contract activities.
- Working in office, warehouse, and manufacturing facilities.
- Working in a stationary position for an extended period.
- Moving or traversing for an extended period.
- Occasional ascending and descending scaffolding and/or mezzanines.
- Operating computers for an extended period.
- Possible exposure to noise levels exceeding recommended DBA levels.
- Occasional movement and positioning of objects weighing up to 75 pounds.
Job requirements listed indicate the minimum level of knowledge, skills, and/or ability necessary to perform the job proficiently. This job description is not an exhaustive statement of duties, responsibilities, or requirements. Employees may be required to perform other job-related duties as requested by their supervisor, subject to reasonable accommodations.
