Executive Account Manager

Responsibilities

The Executive Account Manager is responsible for driving sales of automated storage solutions by building a pipeline and managing the full sales cycle within an assigned territory. They lead complex opportunities, coordinate with internal engineering and operations teams, and maintain long-term relationships with key accounts.

Requirements

Candidates must have at least 5 years of B2B sales experience, preferably in capital equipment or automation, with a proven track record of meeting quotas. A bachelor's degree is strongly preferred, along with proficiency in Salesforce and the ability to travel up to 50% of the time.

Skills

• B2B Sales
• Pipeline Development
• Sales Cycle Management
• Prospecting
• Account Planning
• Negotiation
• Sales Presentations
• RFP Management
• Salesforce
• Capital Equipment Sales
• Automation
• Material Handling
• Technical Sales
• Relationship Management
• Forecasting
• Coaching

About this role

Location: Company headquarters is located in Hamilton, Ohio. This position may be based in other states, subject to company approval.

Purpose of the role

The Executive Account Manager is a senior, quota-carrying sales role responsible for SencorpWhite automated storage solutions in an assigned territory or industry vertical: White Intelligent Storage vertical and horizontal carousels, Compact Lift vertical lift modules and MILO inventory software. The role uses technical, organizational and customer knowledge to help customers apply these products to their needs, resulting in profitable revenue. The Executive Account Manager is a proven hunter who builds their own pipeline, runs the full sales cycle independently, leads the largest and most complex opportunities, and gives input on marketing, market planning and product development.

Key responsibilities

* Owns the orders goal for an assigned territory or industry, and meets established sales and revenue goals.
* Builds and carries out an account plan covering target accounts, the installed base and their industry vertical.
* Builds their own pipeline through proactive prospecting, regular sales calls, industry associations and referrals, and does not rely on inbound leads.
* Researches customer needs and develops the right application of products and services, including multi-machine and multi-site solutions.
* Develops and delivers sales presentations and demos at SencorpWhite or at the customer’s location.
* Develops proposals with Engineering and presents them to the customer.
* Manages the sales process to close through follow-up, proposal revisions, negotiation and selling to key decision makers.
* Leads responses to customer RFPs, coordinating information from Engineering, Service, Operations and Finance into the formal response.
* Builds long-term relationships with key accounts and grows repeat, expansion and aftermarket business.
* Keeps complete and accurate records of accounts, contacts, activities and opportunities in Salesforce.
* Provides an accurate forecast, takes part in sales planning, and reports on sales and prospecting activity.
* Takes part in the review of customer purchase orders and project kickoff meetings, and stays involved through installation.
* Becomes the team’s expert in a specific industry vertical, and shares market, competitor and customer feedback with marketing and product teams.
* Represents SencorpWhite at trade shows and industry events as assigned.
* Coaches Account Managers and Business Development Representatives.
* Performs other duties assigned by the supervisor.

Qualification requirements

* Minimum 5 years of business-to-business sales experience with a record of building their own pipeline and meeting or exceeding quota.
* Experience selling capital equipment, automation, material handling or other technical products with a long sales cycle is strongly preferred.
* Bachelor’s degree or equivalent experience strongly preferred.
* Demonstrated ability in problem solving and negotiation, with special emphasis on closing the sale.
* Experience managing large territories or product offerings.
* Experience working with an internal Engineering team to scope and price solutions.
* Experience using Salesforce to manage pipeline and forecast.
* Excellent listening, oral and written communication skills, including formal presentations to small or large groups.
* Able to work with and influence customers and company employees at all levels.
* Self-driven and results oriented, able to act independently and to recognize when to involve leadership.
* Proficient in Microsoft Outlook, Word, Excel and PowerPoint.
* Able to travel up to 50% of the time. Valid driver’s license required.

Core competencies

* Safety: Observes and enforces safety procedures; reports potentially unsafe conditions; uses equipment and materials properly.
* Quality: Strives to eliminate errors; accurate work is a priority; seeks opportunities to improve.
* Ethics: Treats people with respect; works with integrity; upholds organizational values.
* Results driven: Works toward achieving goals; articulates the vision and the steps for achievement.
* Productivity: Manages workload, works efficiently, meets goals and objectives.
* Employee engagement: Shows passion for the job and SencorpWhite’s mission through involvement and collaboration with others.

Physical requirements

Manual dexterity sufficient to use a computer keyboard. Visual acuity to work with a computer, mechanical design prints and written instructions. Able to stand and walk for extended periods in customer facilities and at trade shows. Occasional requirement to lift up to 40 lbs. Routine office and manufacturing environment, with varied travel schedules and time zones.

This job description indicates the general nature and level of work performed by employees in this classification. It is not a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

SencorpWhite is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all qualified applicants and employees without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law.