Strategic Account Manager - East

Tasks

• Thorough knowledge of at least one key vertical market, with the ability to drive business development and marketing efforts to build targeted pipeline.
• Develop and implement Strategic Account Penetration plans for targeted accounts.
• Qualify new opportunities by leveraging market, account and solution expertise to determine appropriate utilization of resources.
• Work in conjunction with other Dematic functions to provide the best solution to the customer (Solution Development, Project Management, Engineering, Finance, etc.).
• Develop a complete understanding of the customers' organizational structure and key buying influences.
• Perform customer presentations, articulating the value proposition of product/solution/service offerings and highly complex ROI.
• Confidently drive a team of internal experts to negotiate and close a complex sale with executive level individuals.
• Manage high revenue-based opportunities to meet revenue and margin growth strategies.
• Provide management with recommendations for improving volume, market share and price levels.

Qualifications

• BS/BA in related discipline or advanced degree.
• A degree in Engineering is a plus.
• Typically, 12+ years of successful experience in complex, highly technical solution to distribution or logistics companies.
• Previous consultative selling experience preferred.
• Must be able to negotiate complex deals at the C-Suite level, including experience with executive level engagements and communication.
• Vertical Market and Automated Solution expertise.
• Experience with Supply Chain Execution software preferred.
• Experience selling multi-million-dollar projects ($20+ million in size).
• Able to multi-task and work in a high-growth, fast-paced and deadline driven environment successfully.
• Willingness for business travel, up to 50%.
• Proficiency in Salesforce preferred.
• Training in strategic selling methodology (Miller Heiman) preferred.