Major Accounts Manager

Welch Equipment Company•Denver, CO

8h•Onsite

About The Position

The Major Accounts Manager is responsible for developing, managing, and growing large and strategic customer accounts within a defined territory. This role focuses on driving new and used forklift sales, specialty product equipment sales, and overall account profitability while delivering a high level of customer satisfaction and retention. The Major Accounts Manager serves as the primary point of contact for key accounts, coordinating internal resources across sales, service, and support functions to ensure consistent execution, strong relationships, and long-term growth. This position is accountable for maximizing market penetration, increasing customer spend across all company offerings, and achieving or exceeding sales and financial objectives.

Requirements

Bachelor’s degree in Business, Sales, Marketing, or related field OR equivalent experience
3+ years of B2B sales or account management experience, preferably with large or strategic accounts
Demonstrated success in equipment sales, capital sales, or material handling industry preferred
Strong business acumen with understanding of financial drivers, margins, and profitability
Proven ability to grow accounts and achieve or exceed sales targets
Experience developing account plans, forecasts, and customer presentations
Ability to coordinate cross-functional teams to support customer needs
Excellent communication, negotiation, and presentation skills
Strong organizational, planning, and prioritization abilities
Proficiency in CRM systems and Microsoft Office products
Self-motivated with a high level of initiative and persistence
Willingness to travel extensively within assigned territory

Nice To Haves

Product knowledge of forklifts, material handling equipment, or related industry preferred

Responsibilities

Develop, grow, and maintain a portfolio of major and strategic accounts within assigned territory
Drive forklift sales (new and used) and specialty product equipment sales as primary focus areas
Increase total customer spend across all company segments, including allied and racking solutions and applicable service offerings
Own overall account performance, including revenue growth, profitability, and customer retention
Develop and execute account-specific business plans, including sales strategies, growth targets, and quarterly objectives
Build strong customer relationships and serve as the primary point of contact for all account needs
Coordinate internal resources (sales, service, parts, rentals, and support teams) to ensure successful account execution
Identify new business opportunities within existing accounts and targeted strategic prospects
Develop account-specific pricing strategies aligned with company objectives
Provide regular customer reporting, business reviews, and performance updates
Define customer-specific metrics and implement processes to track and communicate results
Maintain accurate account and opportunity data within CRM systems
Elevate customer concerns and engage appropriate internal stakeholders to drive resolution
Submit periodic performance updates and forecasts to leadership
Travel as required to support customer relationships and business development
Additional duties as assigned