Key Account Manager

Rite-Hite•Albuquerque, NM

About The Position

The Key Account Manager grows sales and profitability within assigned accounts through the sale of 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 position develops assigned accounts through market penetration, sales volume, and profitability, promoting the District Office’s professional services and quality products. The role serves end users and general contractors, builds consultative customer relationships, supports equipment design and application, and pursues product and service sales. It requires effective sales presentations, demonstrations, proposals, appointment-setting, order closing, and accurate CRM records. The Key Account Manager also provides technical services relating to equipment use, operation, and maintenance and contributes market information to district sales strategy. Work is performed in field and office environments, with frequent travel to customer locations and travel throughout the assigned region of approximately 20%. The employee must meet customer site access, safety, and security requirements and may need to work flexible hours as business needs require. The position involves regular computer-based work, talking, hearing, using hands, standing, and walking, as well as occasional stooping, bending, reaching above the shoulders, and lifting up to 25 pounds.

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 and a professional, customer-oriented attitude.
Flexibility to interact effectively with dock workers through boardroom audiences.
Confidence and tact.
Ability to read, analyze, and interpret business periodicals, professional journals, technical procedures, and governmental regulations.
Ability to generate reports, business correspondence, and procedure manuals, and to present information effectively and respond to questions.
Ability to work with mathematical concepts including probability, statistical inference, fractions, percentages, ratios, and proportions.
Ability to solve practical problems involving variables and limited standardization and interpret written, oral, diagram, or schedule instructions.
Ability to maintain safe work practices and comply with applicable safety regulations, company policies, and customer site requirements in office and field environments.
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 with 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

Achieve established sales, gross profit, and priority product growth goals within assigned accounts.
Develop long-term customer relationships and secure commitments for District Office product lines.
Use product and application knowledge, sales presentations, demonstrations, proposals, and closing skills to promote products and services.
Identify customer needs and recommend equipment designs or applications that improve productivity and safety.
Develop solution-selling relationships by solving or preventing equipment and maintenance problems.
Maximize the number of SLA agreements within assigned accounts.
Monitor competitive activity and pricing policies for planned maintenance, service, parts, and new products.
Set appointments with decision-makers within industrial accounts.
Maintain accurate and timely CRM records of customer activity, opportunities, proposals, and sales forecasts.
Provide technical services to clients relating to equipment use, operation, and maintenance.
Generate sales or service contracts for products or services.
Provide market data and new approaches to district sales strategies.
Maintain timely contact with general contractors, build awareness of ARBON products and services, and ensure ARBON is included on bid lists for the full product line.
Develop professional relationships with general contractors through proposals, follow-up, and after-sales support, and monitor competitive activity and pricing.
Support and promote a culture of safety; follow Company and OSHA safety policies and procedures, use required PPE, and promptly report hazards, near misses, incidents, and unsafe conditions.
Perform other duties as assigned.