Job Description

Summary

Under the direction of the Chief Revenue Officer, the Global Key Account Manager will sell company products in the Warehouse Distribution General Contractor (GC) and Third-Party Logistics (3PL) customer segments.  As a strategic sales partner, this position will penetrate key accounts and develop a solid understanding of customer project needs and timelines, and provide upfront technical knowledge to the customer in order to create effective Request for Quote (RFQ) proposals.  Additionally, this position acts as a conduit between the organization and the customer throughout the project process as well as provide appropriate follow up communication upon project completion.  

Essential Duties and Responsibilities

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as management may deem necessary from time to time.

• Perform research of the GC and 3PL market to identify key target customers
• Develop strategic sales and marketing plans to attract, retain and develop key accounts
• Assist in the development of custom solutions and design options to meet customer needs
• Coordinate with the Company’s technical staff throughout the project process to determine project details, provide appropriate customer updates, and ensure project completion meets and/or exceeds customers’ expectations
• Assist with the preparation, participation, and follow-up related to various trade shows
• Prepare and facilitate formal presentations to customers on proposed solutions
• Prepare and conduct training for our customers, when applicable
• Assist in preparing, presenting and communicating of key aspects of the project process to the customer including but not limited to price quotations, sales terms, delivery dates, approval process etc
• Investigate and expedite product claims and customer concerns in accordance with companies’ policies in order to resolve problems and recommend corrective action
• Share with the company all information regarding competitive solutions, promotional matter, sales techniques, pricing and market policies. Diligently and accurately utilize CRM capabilities to record account and sales process information
• Prepare and present a formal business plan annually to the company with associated sales forecasts and budget for approval

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• 5+ years proven Sales and Marketing B2B experience
• Bachelors’ degree in Engineering or related field preferred

Technical Skills (if relevant to the job)

• Microsoft Suite
• CRM

Other Skills (Soft skills or specific to the job)

• Demonstrated success with strategic selling process including understanding of customer segmentation and focus
• Experience with mechanical and/or fabrication commercial products and/or material handling, general contracting and 3PL industries preferred
• Ability to employ negotiation and persuasion skills with discretion and consideration
• Ability to prioritize, complete tasks with a high level of accuracy, and be attention to detail in a fast-paced, deadline-oriented environment
• Strong interpersonal, organizational, and time management skills
• Demonstrated success applying personal integrity, self-direction, self-confidence, tenacity, work ethic and a competitive spirit to overcome adversity, collaborate with others, effective problem-solve in order results

Language Skills

Ability to read and comprehend instructions, short correspondence, and memos. Ability to effectively communicate information in one-on-one, small and large group situations to other employees of all levels in the organization.

Mathematical Skills

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions and decimals.  Ability to compute rate, ratio and percent.

Reasoning Ability

Ability to apply commonsense understanding to carry out instruction furnished in written, oral, or diagram form.  Ability to deal with problems involving several concrete variables in standardized situations.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand and use hands to finger, handle, or feel. The employee is occasionally required to walk and talk or hear.

The employee must regularly lift and/or move up to 10 pounds, and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and depth perception.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This position works in an office environment. If on the manufacturing floor, proper eye, ear, and toe protection is required.