Key Account Manager

Rite-Hite • Albuquerque, NM

4d

About The Position

The Key Account Manager at Arbon Equipment, a Rite-Hite Company, grows sales and profitability within assigned accounts by selling Rite-Hite dock products, allied equipment, service level agreement (SLA) agreements, and services. The role develops long-term customer relationships by identifying needs and recommending solutions that improve safety, productivity, and equipment reliability.

Reporting to the District Sales Manager, the Key Account Manager develops assigned accounts in market penetration, sales volume, and profitability by promoting the District Office’s professional services and quality products. The role requires a results-driven, customer-focused sales professional with mechanical and electronic comprehension, strong communication skills, and the ability to interact effectively with customers from the dock floor to the boardroom.

The position works in field and office environments and requires frequent travel to customer locations. The employee regularly talks, hears, manipulates objects or controls, stands, and walks; may occasionally stoop, bend, or reach above the shoulders; and may occasionally lift up to 25 pounds. Work also involves computer-based tasks requiring periods of sitting, close vision, and the ability to adjust focus.

Requirements

• Bachelor’s degree, or 2–3 years of relevant sales experience, or a combination of both.
• Strong mechanical and electronic comprehension.
• Excellent communication skills.
• Professional, customer-oriented attitude, confidence, and tact.
• Ability to interact effectively with dock workers through boardroom audiences.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to generate reports, business correspondence, and procedure manuals.
• Ability to present information effectively and respond to questions from groups of managers, clients, customers, and the public.
• Ability to work with mathematical concepts such as probability and statistical inference and apply fractions, percentages, ratios, and proportions to practical situations.
• Ability to solve practical problems involving concrete variables where standardization is limited and interpret instructions in written, oral, diagram, or schedule form.
• Ability to maintain safe work practices and comply with applicable safety regulations, company policies, and customer site requirements in office and field environments, including PPE use and prompt reporting of unsafe conditions.
• Valid driver’s license and ability to travel extensively throughout the assigned region (approximately 20%).
• Ability to meet customer site access, safety, and security requirements.
• Ability to work flexible hours as business needs require.
• Ability to maintain confidentiality and exercise sound judgment when handling sensitive business information.
• Ability to pass pre-employment checks and an MVR check.
• Eligibility to work in the United States.

Nice To Haves

• Previous material handling or loading dock equipment sales experience.

Responsibilities

• Support and promote a culture of safety; follow Company and OSHA policies and procedures, use required personal protective equipment, and promptly report hazards, near misses, and incidents.
• Achieve established sales, gross profit, and priority product growth goals within assigned accounts.
• Maintain product and application knowledge, awareness of competitive activity and market conditions, and effective presentation, demonstration, and closing skills.
• Establish long-term customer relationships and use sales tools, District, Regional, and Corporate resources effectively.
• Contribute market data and new approaches to district sales strategies.
• Develop problem-solving, counselor-selling relationships with end-users; assist with equipment design and applications to improve customer productivity and safety; and secure long-term commitments for District Office product lines.
• Use professional sales presentations, equipment demonstrations, sales tools, and proposals to develop solution-selling relationships and address or prevent customer equipment and maintenance problems.
• Maximize the number of SLA agreements within assigned accounts and develop relationships that position the company favorably for future product needs.
• Monitor competitive activity and pricing policies related to planned maintenance, service, parts, and new products.
• Set appointments with decision-makers at industrial accounts; deliver on-the-dock presentations and equipment demonstrations; generate proposals; and close orders.
• Maintain accurate and timely CRM records of customer activity, opportunities, proposals, and sales forecasts.
• Provide clients with technical services relating to equipment use, operation, and maintenance; generate sales or service contracts for products or services.
• Maintain timely contact with general contractors to build awareness of ARBON products and services, ensure ARBON is included on bid lists for the full product line, and develop relationships through proposals, follow-up, and after-sales support.
• Develop knowledge of competitive activity and pricing policies to attain and maintain market domination.
• Perform other duties as assigned.

Benefits

• Comprehensive medical, dental, and vision coverage.
• Life and disability insurance.
• Well-being program with an opportunity to receive an extra day off and other offerings.
• 401(k) retirement savings program with company match.
• Profit sharing.
• Paid holidays, vacation time, and personal/sick days.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level