About this role
POSITION SUMMARY
Responsible for driving profitable growth of warehouse automation solutions within an assigned territory through the development of new business opportunities and expansion of existing customer relationships. The Warehouse Automation Account Manager is expected to generate the majority of opportunities through proactive prospecting, networking, cold calling, and relationship development, while leveraging leads provided by Material Handling Equipment (MHE) Territory Representatives and Warehouse Solutions Specialists. This position works closely with customers, sales teams, engineering, operations, and vendor partners to identify customer needs and develop automation solutions that improve productivity, efficiency, throughput, safety, and return on investment. Responsible for managing the sales process from opportunity identification through project award while achieving assigned sales and profitability objectives.
ESSENTIAL FUNCTIONS
Reasonable Accommodations Statement
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
Essential Functions Statement(s)
- Generates the majority of sales opportunities through proactive prospecting, cold calling, networking, customer referrals, industry events, and strategic account development activities.
- Leverages leads identified by Warehouse Solutions Specialists and MHE Territory Representatives while maintaining a strong focus on self-generated opportunities.
- Develops and maintains a robust sales pipeline and is responsible for achieving assigned sales and gross margin objectives.
- Assists in training MHE (territory) sales representatives to recognize warehouse automation opportunities within existing customer accounts.
- Provides customer success stories, case studies, and industry best practices to support regional business development efforts.
- Develops new business opportunities by identifying customer needs and translating automation solutions into measurable operational and financial benefits.
- Conducts discovery meetings to identify customer challenges, labor constraints, throughput requirements, and automation opportunities.
- Effectively identifies, communicates, and works through customer problems, issues, and opportunities within corporate and retail networks.
- Collaborates with engineering, operations, project management, and vendor partners to develop warehouse automation solutions that meet customer requirements.
- Prepares and presents proposals, system concepts, value propositions, and return-on-investment analyses to customers.
- Maintains accurate opportunity tracking, forecasting, and customer activity records within company CRM systems.
- Serves as a subject matter resource for warehouse automation solutions, material handling equipment, warehouse software, robotics, and related technologies.
- Demonstrates professional consultative selling practices and maintains strong customer relationships throughout all stages of the sales cycle.
- Possesses a strong understanding of warehouse automation technologies and the ability to communicate technical concepts to operational and executive-level audiences.
- Travels throughout assigned territory to conduct customer meetings, site assessments, presentations, and project development activities.
- Performs other duties as assigned by management.
Qualifications
SKILLS & ABILITIES
Education: College Degree Preferred
Experience: 3 - 5 years proven sales professional preferred in warehouse/DC automation
Computer Skills: Basic knowledge and abilities of Microsoft Office products prior knowledge and use of CRM
Other Requirements: Travel as required, both locally and within continental US
WORK ENVIRONMENT
Work environment varies from office to job site to industrial locations
OUR CORE VALUES
Passion to Perform – We are passionate to perform and focus on concrete achievements
Trust to Act – We are empowered to act, and act in a powerful way
Act Responsibly – We are responsible for our actions and the consequences they have for our stakeholders and our environment
Make it Fun! – We are serious about making work fun; its the way we do things
An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
The Company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the Company reserves the right to change this job description and/or assign tasks for the employee to perform, as the Company may deem appropriate.