Account Development Manager

About the role

We’re a family-owned company under our fourth generation of leadership and have built our business based on the principles of trust, integrity and a desire to help our customers and employees succeed. LiftOne invests in people, facilities and innovative technology as part of the essential role we play in supporting our country’s supply chain and enabling critical goods to be delivered to homes and businesses.

Responsibilities

• Drive Service, Rental, Used Equipment and other revenue by identifying new customer leads, building relationships with new and existing customers, recognizing equipment needs to provide tailored solutions, and being a trusted partner to our customers in the industry.
• Reach a wide set of existing customers and prospects. The position uncovers and will be commissioned primarily for introducing Service, Rental and Used Equipment, but will also receive benefit for promoting other opportunities (e.g., New and Allied equipment sales).
• Work cross functionally between sales, service, rental, and used teams and manage the process from quote to contract and/or sale.
• Expand Customer Base/Increase Customer Engagement: Identify new sales opportunities through business directories, personal research, client referrals, dormant customer account lists, cold calling, existing Salesforce data, and other company resources. Maintain and expand a database of prospects within assigned territory. Cold-call prospective customers. Conduct in-person meetings with prospects. Generate renewed interest with dormant customers. Follow pricing matrix and apply discounting rules as applicable.
• Actively pursue Service, Rental, Used, and other opportunities to meet or exceed sales targets. Provide customer support by addressing customer inquiries, resolving issues, and ensuring a positive customer experience throughout the sales and after-sales process.
• Service Existing Customer Accounts: Understand customer needs & requirements and offer material handling and warehouse solutions based on those needs. Proactively generate interest from existing customers that historically had need for assets being returned. Generate new leads through market analysis by monitoring market trends, customer demand, and competitor activity to adjust sales strategies and stay competitive. Multi-task, prioritize, and manage time effectively. Communicate the “Value Added” concept to customers at all levels. Highly organized.

Qualifications

• Average or higher education from accredited university is preferred, or two or more years of sales experience and/or training.
• Previous experience working in a fast-paced environment, preferably in a service-oriented industry.
• Strong customer service and communication skills.
• Proven inside sales experience.
• Track record of over-achieving quota.
• Strong phone presence and experience dialing dozens of calls per day.
• Excellent verbal and written communications skills.
• Strong listening and presentation skills.
• Ability to multi-task, prioritize, and manage time effectively.
• Communicate the “Value Added” concept to customers at all levels.
• Highly organized.
• Desire and ability to learn and utilize auxiliary systems such as Salesforce, PowerBi, SAP/FIORI and ServiceMax.