Strategic Account Sales Executive - Material HandlingThe
Strategic Account Sales Executive is responsible for developing and expanding relationships with large, complex, and high value customers within the material handling industry including warehousing, and distribution markets. This role drives growth through the sale of forklifts, automated material handling systems, various warehouse equipment, fleet management solutions, and aftermarket services. Working as a trusted business partner, the Strategic Account Sales Executive identifies opportunities to improve customer productivity, safety, and operational efficiency while delivering long term value.
Key Responsibilities- Develop and execute strategic account plans to achieve revenue, margin, and market share objectives.
- Identify, pursue, and close new business opportunities within existing and prospective strategic accounts.
- Build executive-level relationships with operations, supply chain, logistics, procurement, and finance leaders.
- Conduct operational assessments and recommend tailored equipment, automation, and service solutions.
- Lead complex sales cycles, contract negotiations, and multi-location agreements.
- Collaborate with internal teams, including operations, service, finance, and leadership, to ensure successful solution implementation and customer satisfaction.
- Maintain accurate sales forecasts, pipeline management, and account activity reporting.
- Monitor industry trends, competitor activity, and emerging technologies to identify growth opportunities.
Qualifications- 5+ years of successful B2B sales experience, preferably in material handling, industrial equipment, logistics, automation, or related industries.
- Proven experience managing strategic or national accounts and achieving sales growth.
- Strong consultative selling, relationship management, presentation, and negotiation skills.
- Ability to analyze customer operations and develop value based business solutions.
- Proficiency with CRM systems and Microsoft Office applications.
Travel Requirements- Frequent travel throughout the assigned territory is required to support customer visits, site assessments, business reviews, and new business development activities.
- Primary territory coverage includes Ontario, with responsibility for selected strategic accounts and opportunities in Quebec.
- Expected travel is approximately 25-50%, including regular day travel and periodic overnight stays.
- Attendance at customer meetings, industry trade shows, corporate events, and training programs is required.
- Valid driver's license and ability to travel throughout Canada, and the United States, including occasional travel outside the assigned territory, as business needs dictate.
Key Competencies- Strategic Thinking
- Executive Presence
- Financial Acumen
- Negotiation
- Relationship Management
- Consultative Selling
- Business Development
- Customer-Centric Mindset
