Sr. Account Manager

KION Group•Grand Rapids, MI

24d•$90,000 - $125,000•Hybrid

About The Position

Dematic is seeking an experienced, senior level account manager to grow our Lifecycle Solutions & Services Business; focusing on customer success and continuous mutual growth alongside customers and their systems. The candidate should be self-driven and highly collaborative, adept at negotiating complex agreements, fostering and establishing relationships, and highly effective at understanding and solving customer business challenges by leveraging our industry-leading solutions and services. Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 6,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.

Requirements

Thorough knowledge of automated material handling solutions and services, with the ability to drive business development and marketing efforts to build targeted pipeline.
BS/BA degree in Business or Marketing and/or 5+ years of successful experience in complex, highly technical solution to distribution or logistics companies.
Previous consultative selling experience preferred.
Must be able to negotiate complex deals, including experience with executive level engagements and communication.
Experience with Supply Chain Execution software preferred.
Experience selling multi-million-dollar projects.
Successful demonstration of the key responsibilities as presented above.
Excellent verbal and written communication/presentation skills.
Able to multi-task and work in a high-growth, fast-paced and deadline driven environment successfully.
Willingness for business travel, up to 50%
Proficiency in Salesforce preferred.
Training in strategic selling methodology (Miller Heiman) preferred.
Models our Values of Integrity, Collaboration, Courage, and Excellence.

Nice To Haves

Previous consultative selling experience preferred.
Experience with Supply Chain Execution software preferred.
Proficiency in Salesforce preferred.
Training in strategic selling methodology (Miller Heiman) preferred.

Responsibilities

Develop and implement Strategic Account plans for current and targeted accounts.
Qualify opportunities by leveraging consistent customer communication, install base data, lead system and sales support resources.
Work in conjunction with other Dematic functions to provide the best solution to the customer (Solution Development, Project Management, Engineering, Finance, etc.)
Develop a complete understanding of the customers' organizational structure and key buying influences.
Perform customer presentations, articulating the value proposition of product/solution/service offerings and highly complex ROI.
Confidently drive a team of internal experts to negotiate and close a complex sale with executive level individuals.
Manage high revenue-based opportunities to meet revenue and margin growth strategies.
Provide management with recommendations for improving volume, market share and price levels.