Account Development Representative I

About the Role

The Account Development Representative (ADR) role specializes in winning new business across Bailey to create One Material Handling Solution, with a focus on new customer acquisition, maintenance plan sales, and generating leads for forklifts, dock solutions, and warehouse solutions. This is a sales role with a heavy emphasis on hunting. A successful ADR will develop strong relationships with large accounts in the territory and may need to project manage the implementation of solutions to customer needs or issues. The ADR works closely with the MHC and FSM in the assigned territory(s), focusing on customer success, collaboration with equipment sales, parts, service, and other personnel, and embracing new technology. The role uses the company’s CRM tool to quote and manage territory, accounts, and sales pipeline.

Responsibilities

• Business Development
  • Use creative sales tactics to build relationships with decision makers at high-potential target accounts.
  • Win new parts and service accounts, with an emphasis on selling maintenance plans for competitor fleets and developing new business.
  • Directly sell replacement batteries, attachments, manual and motorized pallet jacks, and warehouse products.
  • Generate leads across One Material Handling Solution, including forklifts and racking.
  • Make in-person cold calls and prospecting phone calls to generate leads and appointments.
• Account Development & Penetration
  • Develop relationships with key decision makers at select existing accounts.
  • Identify new opportunities to grow relationships with existing accounts and develop new revenue streams by increasing penetration into fleet support, sales, or other product lines (e.g., dock solutions).
  • Work with the service department to close large service quotes and increase the close rate at large accounts in the territory.
  • Sell and execute paid inspections, operator training, and other consultative services to generate net new revenue.
• Sales Admin & Support
  • Use CRM as an integral part of your day, maintaining updated account, decision maker, and fleet needs in the system.
  • Log all call reports in CRM and maintain detailed notes.
  • Project manage implementation of customer solutions or resolutions to support operations as directed by leadership.
  • Develop strategic Plans to Win in the territory in collaboration with other Sales and Operations team members.

Requirements

• Education/Experience
  • College degree.
  • 2-4 years of sales or customer-facing experience.
• Skills and Abilities
  • Great written and verbal communication skills, with significant face-to-face interaction with customers and employees.
  • Excellent interpersonal and customer relations skills.
  • Proficient in Word, Excel, PowerPoint, etc.; willing and able to learn new technology.
  • General knowledge of maintenance, repair, and parts department functions.
  • Strong organizational skills.
• Licenses
  • Valid Driver’s License.

The ideal candidate is personable, proactive, a problem solver, reliable, ethical, highly motivated, and adaptable to the needs of customers, suppliers, and colleagues.

Benefits

• Competitive pay.
• Comprehensive benefits, including multiple health plans with one featuring 100% employer-paid premiums.
• Generous 401K matching.
• 100% employer-paid short- and long-term disability.
• Industry-leading time off plan: new employees earn 3 weeks of PTO per year and are eligible for up to 5 additional sick days.
• Family-owned and operated business prioritizing employees and customers.
• Career growth opportunities through substantial training, including OEM and proprietary Bailey University training.