Senior Account Manager

Material Handling Systems, Inc.; Houten; Hybrid; EUR 65,000 - 100,000; Full time

Job summary

FORTNA is seeking an experienced Senior Account Manager for its Sortation business in Europe. You will drive growth by securing new customers and expanding existing relationships, leveraging its combination of sortation technology, engineering and software solutions.

You will work with cross-functional teams, engage senior stakeholders, and travel across Europe 1–2 international trips per month, while maintaining strong client partnerships and delivering value-oriented proposals.

Qualifications

• Extensive knowledge of commercial concepts, principles and sales processes.
• Strong technical knowledge or experience related to sortation or material handling.
• Hands-on commercial experience selling sortation or related B2B solutions.
• Experience selling complex multi-stakeholder B2B solutions.
• Proven networking skills to leverage relationships for business growth.
• Record of developing new business as well as growing long-term accounts.
• Commitment to meeting challenging performance targets.

Responsibilities

• Identify and assess market opportunities to drive growth in the Sortation business.
• Split focus: 50% new customer hunting and 50% growing existing accounts.
• Develop and implement strategic proposals with technical/solutions teams.
• Build and maintain relationships with internal and external stakeholders as a trusted advisor.
• Set ambitious targets and drive delivery against them.

Skills

Commercial acumen

Sales processes

B2B sales

Networking

Stakeholder management

Job description

FORTNA partners with the world’s leading brands to transform omnichannel and parcel distribution operations. Known world-wide for enabling companies to keep pace with digital disruption and growth objectives, we design and deliver solutions, powered by intelligent software, to optimize fast, accurate and cost-effective order fulfillment and last mile delivery. Our people, innovative approach and proprietary algorithms and tools ensure optimal operations design and material and information flow. We deliver exceptional value every day to our customers with comprehensive services and products including network strategy, distribution center operational design and implementation, material handling automated equipment, robotics and a comprehensive suite of lifecycle services.At FORTNA, we believe in fostering a workplace that isn't just a job but a movement – a collective effort to redefine success and transform challenges into opportunities. \"Join the Movement\" encapsulates our commitment to a workplace culture that thrives on collaboration, celebrates diversity, and empowers every individual to contribute to something greater than themselves. Our Team. Our Passion. Our Approach.Are you an experienced commercial professional with a strong technical understanding of Sortation Solutions?As a Senior Account Manager at FORTNA, you will be fully focused on our Sortation business, developing opportunities and building long-term relationships with customers across Europe. You will sell complex sortation solutions designed for high-volume operations such as parcel and postal hubs, retail and B2B distribution, cross-docking, reverse logistics, 3PL and e-commerce fulfillment.Our solutions combine sortation and conveyor technologies, engineering, software and controls to help customers improve throughput, accuracy, efficiency and scalability.Explore FORTNA’s Sortation solutions at www.fortna.com/solutions/sortation/This role combines new business development and strategic account management, with approximately 75% of the focus on hunting for new business and 25% on growing and developing existing customer relationships. We are looking for someone who enjoys opening doors and creating new opportunities while also developing existing customer relationships and identifying opportunities for further growth.A strong technical understanding is important for this role. You should be comfortable discussing customer operations, automation requirements and material-handling solutions, and working closely with FORTNA’s technical teams to develop the right solution.Key ResponsibilitiesIdentify and assess market opportunities to drive growth within FORTNA’s Sortation business.Spend approximately 50% of your focus on developing new customers and opportunities and 50% on growing and strengthening existing accounts.Develop and implement strategic business propositions together with FORTNA’s technical and solution teams.Build and maintain strong relationships with internal and external stakeholders, acting as a trusted advisor to customers.Understand customers’ operational and long-term needs and develop collaborative solutions that address their challenges.Set ambitious but achievable commercial targets and take ownership of delivering against them.Identify opportunities to improve commercial approaches, processes and ways of working.Participate in relevant industry networks and use your connections to identify new opportunities and strengthen FORTNA’s market presence.What Do You Need to Be Successful in This Role?Extensive knowledge of commercial concepts, principles and sales processes.Strong technical knowledge or experience in sortation or a closely related area such as material handling, intralogistics or warehouse automation.Hands-on commercial experience with sortation systems or closely related sortation solutions is highly important for this role.Experience selling complex B2B solutions involving multiple technical, operational and commercial stakeholders.Strong networking skills, with the ability to leverage relationships for business advantage.Experience developing new business as well as growing long-term customer accounts.A commitment to setting and achieving challenging performance targets.The ability to understand customers’ long-term operational challenges and develop collaborative solutions.Confidence working closely with technical teams and discussing complex automation solutions with customers.How We Work:We typically work three days per week from the office, with the team coming together on Mondays and Wednesdays. Being close to our customers is essential, so the working pattern remains flexible and balanced with customer meetings and site visits.The role involves regular travel across Europe, typically 1–2 international trips per month.Apply now and discover where your career with FORTNA could take you!