Account Manager

About LiftOne

We’re a family-owned company under our third generation of leadership, built on the principles of trust, integrity, and a desire to help our customers and employees succeed. LiftOne invests in people, facilities, and innovative technology to support our country’s supply chain and enable critical goods to be delivered to homes and businesses. As a privately held company, we pair our scale with a strong foundation in our culture and values, giving us a competitive advantage in the market and making us a trailblazing organization built to last.

We’re looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. Our employees are key to our success, and we’re committed to providing a work experience that helps our team grow to their full potential. We offer great benefits, competitive salaries, and opportunities for advancement to all our employees.

About the Role

As a LiftOne Account Manager, you will combine technical knowledge with sales skills to profitably grow revenue for the company and maximize market share. This position requires strong technical acumen, assertiveness, personability, and a solutions-oriented mindset. You will identify new sales opportunities, manage a book of assigned business, develop sales proposals, estimates, specifications, and presentations, and prepare strategic plans to position LiftOne as the premier partner for material handling equipment, service programs, preventive maintenance contracts, parts, repair programs, rental power programs, and rental services. The ability to work with people and teams is essential.

Responsibilities

• Strategically identify opportunities to grow sales profitably with new and existing customers within an assigned territory.
• Develop and execute account plans for existing and potential target accounts.
• Pursue critical success factors for the application, distribution, and satisfaction of customer needs for material handling equipment and service programs.
• Partner with customers to understand their business and serve as a trusted advisor.
• Develop and deliver product demonstrations and sales presentations that explain why a customer should consider a change and why LiftOne is uniquely positioned to deliver solutions.
• Think critically and suggest improvements that lead to risk mitigation, cost savings, profitable revenue growth, or other customer goal achievements.
• Understand and report on significant market trends and competitive intelligence.
• Provide clear and accurate responses for RFPs and contribute technical solutions directly to proposals.
• Identify customer business opportunities by analyzing cost-benefit ratios of equipment in the customer environment; propose changes in equipment, processes, or services.
• Develop and calculate finance solutions for varied customer needs or demands.
• Build a strong understanding of customers’ business issues, such as inventory, asset management, ROI, and financial statement analysis.
• Maintain and document customer interactions within a CRM and quoting system from first meeting to deal closure and follow-up activities.
• Perform other duties as assigned.

Requirements

• Associate’s or Bachelor’s Degree or extensive related experience in a technical discipline highly preferred.
• Previous work experience with industrial services or technical sales with a documentable track record of successes and accomplishments.
• Strong project management and problem-solving skills.
• Excellent communication skills, including verbal, written, listening, and presentation skills.
• Ability to “think outside the box” to offer new ideas, concepts, and solutions.
• A desire to build your career; this role is seen as a feeder for future business leaders.
• Current valid driver’s license; driving is an essential function of this position.

Skills

• Customer Empathy: Develop “loyal” and not just “satisfied” customers by demonstrating understanding and expertise through business partnership, integrity, commitment, and responsiveness.
• Team Player: Be an “enterprise thinker” when discussing solutions with customers. Predisposition towards prospecting and team selling—passing leads, intentionally helping teammates, and including cross-functional and departmental networking.
• Sense of Urgency: Bias towards action, prioritizing customer needs and service while achieving constant, forward movement in the sales process.
• Critical Thinker: Leverage our entire product, services, and technology portfolio to provide solutions to customers’ problems and create growth accelerators for their businesses.
• Intellectual Curiosity: Continuously push yourself on hard and soft skills training and development. Develop and deliver technically competent, customer-facing product walk-arounds, demonstrations, and sales presentations aligned with customer goals and challenges.
• Competitiveness and Resilience: Demonstrated persistence and ability to handle rejection. Fanatical about understanding and executing the sales process. Create your own economy and view failed sales attempts as investments in the process. Hold yourself accountable with leadership, motivation, and purpose.
• Computer Skills: Proficient with Microsoft Office (Word, Excel, Outlook, and PowerPoint). Experience working with Salesforce.com or similar CRM. High aptitude for mechanical process and equipment required.
• Language Skills: Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence.
• Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations with limited standardization. Ability to interpret instructions furnished in written, oral, diagram, or schedule form.

Workplace Requirements

Physical Demands

• Regularly required to stand, walk, use hands to finger, handle, or feel, reach with hands and arms, and talk or hear.
• Frequently required to sit.
• Must frequently lift, carry, push, pull, and/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, may be exposed to moving mechanical parts and equipment.
• May occasionally be exposed to high, precarious places; fumes or airborne particles; outside weather conditions; and vibration.
• May occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat; and risk of electrical shock.
• The noise level in some work environments may occasionally be loud.