Sr. Account Manager - West Region
At a glance
Senior Account Management role at Dematic. Plano.
In listing Account Manager salary
growthroles summary, based on the employer's posting.
What you'll do
- Build targeted pipeline in a key vertical through business development and marketing efforts
- Create account-penetration plans and qualify opportunities using market, account, and solution knowledge
- Coordinate Solution Development, Project Management, Engineering, and Finance teams around customer solutions
- Present complex offerings and return-on-investment cases to customers and map their buying structure
- Lead internal experts through executive negotiations, closing, and revenue and margin growth
What you bring
- A related bachelor's degree or advanced degree, with engineering education welcomed
- Eight to ten years delivering complex technical solutions to distribution or logistics companies
- Experience negotiating complex agreements with C-suite buyers and communicating with executives
- Expertise in a vertical market and automated solutions, plus experience selling projects valued above twenty million dollars
- Strong verbal, written, and presentation skills, with Salesforce and Miller Heiman training preferred
Who this fits
You’ll suit a senior consultative seller who can connect logistics, automation, engineering, and supply chain challenges to integrated solutions. The role requires executive-level negotiation, cross-functional leadership, and comfort managing complex, high-value opportunities. Business travel can reach half of your time.
From the employer
Dematic is seeking an experienced, senior level account manager to grow our Regional Business; targeting large, complex opportunities that require integrated solutions with multiple technologies and a high software content. The successful candidate must be able to work alongside customers to formulate insight-driven, end-to-end supply chain solutions that improve customer operations, enhance productivity, protect profit and reduce risk. The candidate should be self-driven and highly collaborative, adept at negotiating complex enterprise agreements, fostering and establishing relationships with senior supply chain executives, and highly effective at understanding and solving customer business challenges by leveraging our industry-leading solutions.
Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 6,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.
The base pay range for this role is estimated to be $100,000 - $145,000 at the time of posting. This does not include commission earned. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.
We offer:
What We Offer:
- Career Development
- Competitive Compensation and Benefits
- Pay Transparency
- Global Opportunities
Learn More Here: https://www.dematic.com/en-us/about/careers/what-we-offer
Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
The base pay range for this role is estimated to be $65,000 - $140,000 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.
Tasks and Qualifications:
What You Will Be Doing In This Role:
- 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.
What We Are Looking For
- BS/BA in related discipline or advanced degree. A degree in Engineering is a plus.
- Typically, 8-10 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)
- Successful demonstration of the key responsibilities as presented above.
- Excellent verbal and written communication/presentation skills.
- 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.
- Models our Values of Integrity, Collaboration, Courage, and Excellence.
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