Account Manager
At a glance
Mid-level Account Management role at Kiongroup. Mississauga · CA$85,875–CA$125,950 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build targeted pipeline by developing business in a key vertical market and shaping account penetration plans
- Assess new opportunities using market, account, and solution knowledge to direct internal resources
- Coordinate solution development, project management, engineering, finance, and other teams around customer needs
- Present complex solutions and return-on-investment cases to customers, then lead experts through executive negotiations
- Run large opportunities toward revenue and margin goals while advising management on volume, share, and pricing
What you bring
- A related bachelor’s degree or advanced degree, with engineering viewed as an advantage
- Roughly eight to ten years selling complex technical solutions to distribution or logistics companies
- Experience negotiating complex agreements with C-suite buyers and communicating with senior executives
- Knowledge of a vertical market and automated solutions, with supply chain execution software experience preferred
- Experience selling projects worth more than twenty million dollars, plus strong presentation and writing skills
Who this fits
You’ll suit a senior consultative seller who can understand customer operations, build relationships with supply chain executives, and coordinate technical specialists through complex deals. The role is based in Mississauga, Canada and may require business travel up to half the time. Salesforce proficiency and Miller Heiman strategic-selling training are preferred.
From the employer
Dematic is seeking an experienced, senior level account executive 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.
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 $85,875 - $125,950 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills. This is a new position.
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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