Account Executive - Direct

UMH•Corona, CA

7d•$100,000 - $130,000

About The Position

The Account Executive – Direct Sales is an experienced industrial equipment or material handling sales professional responsible for generating new revenue for UMH. The role researches, identifies, qualifies, proposes, and closes business with high-revenue and strategically valuable accounts; identifies and validates new markets and product groups; and manages the complete account lifecycle. The Account Executive also develops and maintains relationships with key clients and strategic partners, ideally bringing an established C-level network. The position owns the sales process and develops, implements, and monitors sales strategies for its assigned region and accounts. It showcases and sells UMH’s full range of products and services, develops solutions using material handling and automation technologies, and works with the UMH team to support account onboarding. Candidates are sought in Phoenix and Sacramento/Central Valley. Travel may exceed 40%.

Requirements

At least 5 years of experience developing new business and expanding an existing customer base in distribution or direct-to-customer sales.
Knowledge of material handling systems, equipment, and conveyors used in industrial environments such as distribution centers, 3PLs, and warehouses.
Responsive, solution-driven, resilient, and optimistic mindset.
Ability to build effective partnerships and communicate applications effectively.
Demonstrated ability to close deals through pipeline management, follow-up, and effective sales techniques.
Ability to excel in cross-functional environments.
Proficiency with CRM software for customer lifecycle management, relationship improvement, cost reduction, and sales enhancement.
Excellent written and verbal communication skills, including presentation experience.
Valid driver’s license.
Ability to walk customer facilities and warehouse floors and wear required personal protective equipment at customer sites.

Nice To Haves

Experience selling pallet rack, storage systems, integrated conveyor systems, and other material handling equipment.
Experience using Salesforce.
A strong C-level network.

Responsibilities

Research, qualify, and cultivate new leads and markets using electronic, marketing, and sales tools, as well as in-person prospecting when possible.
Identify and research potential end-user clients in target areas and markets.
Develop, plan, and execute strategies to increase market share within assigned areas and accounts.
Convert qualified prospects into new clients.
Cultivate and expand end-user customer relationships, showcase UMH products and services, and guide problem resolution.
Engage C-level and VP-level decision-makers and serve as the primary contact for client inquiries and issues.
Provide customer service that supports client satisfaction and retention.
Research and analyze acquired accounts to understand their businesses and operational processes.
Meet or exceed individual and team sales targets and drive sales revenue and gross profit growth across product segments.
Build and manage a pipeline of new clients and oversee the full sales process.
Communicate discovered customer needs, trends, beneficial events, and other market intelligence to support marketing efforts.
Monitor market trends and competitor activity to identify opportunities and challenges.
Plan and execute initiatives to penetrate target accounts and achieve desired outcomes.
Use knowledge of warehouse, material handling, intralogistics, and distribution operations to develop solutions using material handling and automation technologies.
Coordinate with the UMH team to support smooth and complete account onboarding.
Prepare and issue proposals and quotes for assigned prospects and clients.
Travel as required to cover assigned accounts and markets.
Maintain accurate records of sales activities in the CRM system.
Prepare regular sales performance and forecast reports.
Analyze customer feedback and refine sales approaches.