Account Manager

About the role

LiftOne is a family-owned company dedicated to supporting the supply chain and delivering essential goods. We invest in our people, facilities, and technology to ensure we can help our customers and employees succeed. We are a privately held company with a strong foundation in our culture and values, which gives us a competitive edge.

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 the critical success factors for the application, distribution, and satisfaction of customer needs for material handling equipment and service programs.
• Partner with the customer to understand their business and serve as a trusted advisor who understands their needs.
• Develop and deliver product demonstrations and sales presentations that explain why a customer should consider a change, why it makes sense now, and then why LiftOne is in the unique position to deliver the solutions that will benefit the customer.
• Think critically and suggest improvements that lead to risk mitigation, cost savings, profitable revenue growth, or other customer goal achievement.
• 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's environment; engineering or proposing changes in equipment, processes, or services.
• Develop and calculate finance solutions for varied customer needs or demands.
• Maintain and document customer interactions within a CRM and quoting system from first meeting to deal closure and follow-up activities.

Qualifications

• Ace an 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.
• The ability to “think outside the box” to offer new ideas, concepts, solutions, etc.
• A desire to build your career and see this role as a feeder for future business leaders.
• Customer Empathy: Develop “loyal” and not just “satisfied” customers – Demonstrate understanding and expertise about our customers through business partnership, integrity, commitment, and responsiveness.
• Be a Team Player: Be an “enterprise thinker” when discussing solutions with customers. Predisposition towards prospecting and team selling – passing leads, intentionally helping teammates, including cross-functional and departmental networking.
• Have a Sense of Urgency: Bias towards action, prioritizing customer needs and service while also achieving constant, forward movement in the sales process.
• Be a Critical Thinker: Leverage our entire product, services, and technology portfolio to provide solutions to customers' problems and create growth accelerators for customers' businesses.
• Have Intellectual Curiosity: Push yourself on hard and soft skills training and development, continuously. Develop and deliver technically competent, customer-facing product walk-arounds, product demonstrations, and sales presentations that align with customer goals, challenges, and growth objectives.
• Display Competitiveness and Resilience: Demonstrated persistence and ability to handle rejection. Fanatical about understanding and executing the sales process. Proof that you create your own economy. Explain how failed sales attempts are not failures but investments in the process. Hold yourself accountable, possessing 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.