Strategic Account Manager - East
At a glance
Mid-level Account Management role at Kiongroup. 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 by applying deep knowledge of a key vertical market to business development and marketing
- Create account plans for priority customers and map their organizations, decision-makers, and buying influences
- Qualify complex opportunities, coordinate internal specialists, and shape integrated solutions around customer needs
- Present complex value and return-on-investment cases, then lead executive negotiations through close
- Oversee large opportunities against 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 valued as an advantage
- At least twelve years selling complex, highly technical solutions to distribution or logistics companies
- Demonstrated ability to negotiate sophisticated deals with C-suite buyers and communicate with executives
- Experience selling projects worth more than twenty million dollars and expertise in a vertical market and automated solutions
- Supply Chain Execution software, Salesforce, or Miller Heiman experience is preferred
Who this fits
You’ll suit a senior enterprise seller who can work consultatively with supply chain executives, direct internal experts, and manage complicated solution sales. The role calls for someone self-directed, collaborative, comfortable with fast deadlines, and willing to travel up to half of the time. You should be based near a major airport in the Eastern United States.
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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