Account Executive - Distribution

UMH•Corona, CA

2d•$100,000 - $130,000

About The Position

The Account Executive – Distribution Channel is an experienced industrial equipment or material handling sales professional responsible for growing revenue by developing and maintaining relationships with distribution partners in an assigned territory. The role identifies new business opportunities, provides tailored solutions, and manages the sales process, including developing, implementing, and monitoring regional and account sales strategies. The Account Executive showcases and sells the full range of United Material Handling’s products and services. The position involves acquiring and expanding distributor and customer relationships, managing a sales pipeline, meeting sales and gross-profit targets, monitoring market and competitor activity, and maintaining sales records and forecasts. It requires expertise in warehouse, material handling, intralogistics, and distribution operations, with regular travel that can exceed 40%. Work takes place in an office or home office and at customer sites, including warehouses and distribution centers.

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 approach.
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 strong presentation experience.
Valid driver's license, as the role includes regular driving to customer sites and territory accounts.
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 with Salesforce CRM.

Responsibilities

Identify and research prospective clients in target markets and territories.
Generate leads through cold calling, networking, referrals, and support from the marketing team.
Develop and execute strategies to increase market share in assigned areas and accounts.
Build and expand relationships with material handling dealers, distributors, system integrators, and end-users; present company products and services and help resolve problems.
Serve as the primary contact for client inquiries and issues, providing customer service that supports satisfaction and retention.
Research acquired accounts and their business and operational processes; assess, clarify, and validate customer needs, including through annual or quarterly business reviews.
Meet or exceed individual and team sales targets and grow sales revenue and gross profit across product segments in the account base and territory.
Build and manage a pipeline of new clients and oversee the sales process from start to finish.
Monitor market trends and competitor activity to identify opportunities and challenges.
Plan and execute initiatives to penetrate target accounts and achieve sales goals.
Apply warehouse, material handling, intralogistics, and distribution operations expertise to develop solutions using material handling and automation technologies.
Travel as required to cover assigned accounts and markets; travel can exceed 40%.
Maintain accurate sales activity and customer records in the CRM system.
Prepare regular sales performance and forecast reports.
Analyze customer feedback and refine sales approaches.
Perform additional tasks and responsibilities assigned by management.
Travel regularly by car and air, including overnight travel; drive to customer sites and territory accounts.
Walk customer facilities and warehouse floors and wear required personal protective equipment at customer sites.
Use a computer, phone, and CRM software regularly.