[Hiring] Account Executive @United Material Handling

Role Description

The Account Executive – Distribution Channel is a highly skilled professional responsible for driving revenue growth by building and maintaining strong relationships with distribution partners within assigned territories, identifying new business opportunities, and providing tailored solutions to meet customer needs. This role requires a proactive and goal-oriented individual with excellent communication and negotiation skills.

• Client/Partner/Distributor Acquisition
  • Identify and research potential clients in target areas/markets.
  • Generate leads through cold calling, networking, referrals, and with marketing team assistance.
  • Develop, plan, and execute effective strategies to enhance market share within assigned areas/accounts.
• Relationship Management
  • Cultivate and expand customer relationships with material handling dealers, distributors, system integrators, and end-users.
  • 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.
  • Proactively assess, clarify, and validate customer needs on an ongoing basis.
• Sales Strategy and Execution
  • Meet or exceed individual and team sales targets.
  • Drive consistent sales revenue and gross profit growth across all product segments.
  • Build and manage a robust pipeline of new clients, overseeing the entire sales process.
  • Monitor market trends and competitor activity to identify opportunities and challenges.
  • Strategically plan and execute initiatives to penetrate target accounts.
  • Utilize warehouse, material handling, intralogistics, and distribution operations expertise.
  • 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.
  • 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.
• 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, preferably Salesforce.
• Excellent written and verbal communication skills, including strong presentation experience.

Requirements

• 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.
• Work is performed in an office or home office and at customer sites, including warehouses and distribution centers.
• Regular travel by car and air, including overnight travel; a valid driver’s license is required.
• Ability to walk customer facilities and warehouse floors and to wear required personal protective equipment.
• Regular use of a computer, phone, and CRM software.
• Reasonable accommodations will be made to enable qualified individuals with disabilities to perform essential functions.