Strategic Account Manager - East
At a glance
Mid-level Account Management role at Kion Scs. 2 Locations · full-time · $115,000–$160,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build targeted pipeline through business development and marketing in a key vertical market
- Create account-penetration plans and qualify opportunities using market, account, and solution knowledge
- Coordinate Solution Development, Project Management, Engineering, and Finance around customer solutions
- Present complex offerings and ROI, then lead internal experts through executive negotiations and deal close
- Manage large opportunities against revenue and margin goals while advising on volume, share, and pricing
What you bring
- A related bachelor's degree or advanced degree, with engineering considered an advantage
- At least twelve years selling complex, highly technical solutions to distribution or logistics companies
- Experience negotiating complex agreements with C-suite buyers and communicating with executive stakeholders
- Expertise in a vertical market and automated solutions, with supply chain execution software experience preferred
- Experience selling projects valued above twenty million dollars
Who this fits
You’ll suit this role if you can sell consultatively into complex supply chain environments, collaborate across technical functions, and handle executive-level negotiations. Expect business travel of up to half your time, and base yourself near a major airport in the Eastern United States. Salesforce proficiency and Miller Heiman strategic-selling training are preferred.
From the employer
The base pay range for this role is estimated to be $115,000 - $160,000 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.
Candidates should be based near a major airport within the Eastern, USA region.
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.
Tasks and Qualifications:
This is What You Will do 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, 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.
- Models our Values of Integrity, Collaboration, Courage, and Excellence.
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