Account Development Manager

About the Role

LiftOne is a family-owned company under our fourth generation of leadership, built on principles of trust, integrity, and a desire to help our customers and employees succeed. We invest in people, facilities, and innovative technology to support the country’s supply chain and enable critical goods delivery. As a privately held company, we combine our scale with a strong cultural foundation, offering competitive advantages in the market.

We’re seeking hard-working, team-oriented professionals who thrive on daily challenges. Our employees are key to our success, and we’re committed to providing a work experience that fosters growth, great benefits, competitive salaries, and opportunities for advancement.

The Account Development Manager drives Service, Rental, Used Equipment, and other revenue by identifying new customer leads, building relationships, and providing tailored solutions. This outside sales role focuses on reaching existing customers and prospects, with a primary commission structure for Service, Rental, and Used Equipment introductions, while also benefiting from promoting New and Allied equipment sales.

Responsibilities

• Respond to customer inquiries, questions, and requests.
• Create Service, Rental, Used, and other quotes.
• Provide internal teams with accurate customer information to support seamless coordination and equipment delivery.
• Coordinate with Branch Managers and Regional Sales Managers to align focus with Branch priorities within assigned territory.
• Collaborate with Sales Account Managers and internal product experts to close equipment deals.
• Work with Marketing and Inside Sales to expand reach across sales prospects.
• Travel daily to customers within assigned territory.
• Identify new sales opportunities through business directories, personal research, client referrals, dormant customer accounts, cold calling, Salesforce data, and other resources.
• Maintain and expand a database of prospects within assigned territory.
• Cold-call prospective customers and conduct in-person meetings.
• Generate renewed interest with dormant customers.
• Follow pricing matrix and apply discounting rules as applicable.
• Contribute to monthly sales meetings and align with account managers within the region.
• Develop and maintain relationships with new and existing customers, providing expert advice and solutions.
• Actively pursue Service, Rental, Used, and other opportunities to meet or exceed sales targets.
• Provide customer support by addressing inquiries, resolving issues, and ensuring a positive experience throughout the sales and after-sales process.
• Maintain a solid understanding of opportunities within assigned territory using Salesforce.
• Log and monitor daily calls, tasks, and opportunities in Salesforce for accurate tracking and follow-up.
• Prepare periodic reports for management to provide insight into sales performance.
• Utilize Business Intelligence & SAP reports to drive metrics.
• Understand customer needs and offer material handling and warehouse solutions.
• Proactively generate interest from existing customers with returning assets.
• Generate new leads through market analysis by monitoring trends, customer demand, and competitor activity.

Qualifications

• Associate or Bachelor’s degree from an accredited university preferred, or two or more years of sales experience and/or training.
• Previous experience in a fast-paced, service-oriented industry.
• Strong customer service and communication skills.
• Proven inside sales experience with a track record of over-achieving quota.
• Strong phone presence and experience dialing dozens of calls per day.
• Excellent verbal and written communication skills.
• Strong listening and presentation skills.
• Ability to multi-task, prioritize, and manage time effectively.
• Ability to communicate the “Value Added” concept to customers at all levels.
• Highly organized with a functional understanding of material handling equipment.
• Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint).
• Desire and ability to learn auxiliary systems such as Salesforce, PowerBi, SAP/FIORI, and ServiceMax.
• Ability to read and interpret documents such as safety rules, operating instructions, and procedure manuals.
• Ability to write routine reports and correspondence.
• Strong mathematical skills for calculating discounts, interest, commissions, proportions, percentages, and other figures.
• Ability to solve practical problems in situations with limited standardization.
• Ability to interpret instructions in written, oral, diagram, or schedule form.
• Current valid driver’s license (driving is an essential function of this position).
• Stay informed on equipment specifications and capabilities to match customers with suitable options.

Workplace Requirements

Physical Demands: While performing the duties of this job, the employee is regularly required to stand, walk, use hands to finger/handle, reach with hands and arms, talk, or hear. Frequent sitting is required. The employee must frequently lift, carry, push, pull, or move up to 25 pounds. Specific vision abilities required include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment: Depending on site location, the employee may be exposed to moving mechanical parts, high/precarious places, fumes or airborne particles, outside weather conditions, and vibration. Occasional exposure to wet/humid conditions, toxic or caustic chemicals, extreme cold/heat, and risk of electrical shock. The noise level in some work environments may be loud.