Account Executive - Distribution

United Material Handling, Inc.; San Francisco (CA); Remote; USD 90,000 - 140,000; Full time

Benefits offered by this job

Commission based on sales performance

Benefits package: medical, dental, and

401(k), paid time off, paid holidays

Job summary

United Material Handling, Inc. is seeking an Account Executive for the Distribution Channel to drive revenue growth by building relationships with dealers, distributors, system integrators, and end users across assigned territories.

You will develop sales strategies, manage the full sales cycle, and showcase UMH’s products and services. The role requires strong communication, negotiation, and presentation skills, with a focus on achieving targets and expanding market share while traveling to

Qualifications

• Minimum 5 years of experience in developing new business and expanding existing customer base in distribution or direct-to-customer sales.
• Knowledge of material handling equipment and systems in industrial environments like distribution centers and warehouses.
• Proven ability to close deals through pipeline management and strategic account planning.
• Proficient with CRM software and delivering customer lifecycle value.

Responsibilities

• Identify and research potential clients in target areas/markets.
• Generate leads through cold calling, networking, referrals, and collaboration with marketing.

Skills

Relationship building

Negotiation

Communication

Presentation

Account management

Tools

Salesforce

Job description

Position:Account Executive - Distribution

Location: Remote

Job Id:241

# of Openings:0

**Looking for Candidates in Northern California**

Summary

The Account Executive – Distribution Channel is a highly skilled professional who utilizes their experience as an accomplished industrial equipment or material handling sales professional.

The Account Executive is a key sales team member responsible for driving revenue growth by building and maintaining strong relationships with distribution partners within assigned territories, identifying new business opportunities, and providing tailored solutions to meet customer needs. This role requires a proactive and goal-oriented individual with excellent communication and negotiation skills.

The Account Executive takes ownership of the sales process, developing sales strategies and implementing/monitoring those for their assigned region and accounts. Responsible for showcasing and selling the complete range of UMH’s products and services.

Key Responsibilities

• Work to identify and research potential clients in target areas/markets.
• Generate leads through cold calling, networking, referrals, and with marketing team assistance.
• Develop, plan, and execute effective strategies to enhance market share within assigned areas/accounts.

Relationship Management

• Cultivate and expand customer relationships with material handling dealers, distributors, system integrators, and end-users, showcasing United Material Handling's products/services and guiding problem resolution.
• Serve as the primary point of contact for client inquiries and issues.
• Provide exceptional customer service to ensure client satisfaction and retention.
• Conduct thorough research and analysis of acquired accounts to gain in-depth knowledge of their business and operational processes.
• Proactively assess, clarify, and validate customer needs on an ongoing basis, including annual and/or quarterly business review meetings.

Sales Strategy and Execution

• Meet or exceed individual and team sales targets; Drive consistent sales revenue and gross profit growth across all product segments within the account base and territory.
• Build and manage a robust pipeline of new clients, overseeing the entire sales process from start to finish.
• Monitor market trends and competitor activity to identify opportunities and challenges.
• Strategically plan and execute initiatives to penetrate target accounts and achieve desired outcomes.
• Utilize warehouse, material handling, intralogistics, and distribution operations expertise to develop innovative solutions using material handling and automation technologies.
• Travel as required to cover assigned accounts/markets (travel can exceed 40%).
• Additional tasks, requirements, and responsibilities may be assigned as deemed necessary by the management.

Reporting and Analysis

• Maintain accurate records of all sales activities in the CRM system to effectively manage customer relationships and sales activities.
• Prepare regular reports on sales performance and forecasts.
• Analyze customer feedback to refine sales approaches.

Qualifications

• Minimum of 5 years of experience in developing new business and expanding existing customer base in distribution or direct-to-customer sales.
• Preferred experience in selling pallet rack, storage systems, integrated conveyor systems and other material handling equipment.
• Knowledge of material handling systems, equipment, and conveyors used in industrial environments like distribution centers, 3PLs, and warehouses.
• Responsive, solution-driven, resilient, and optimistic mindset.
• Effective partnership builder who communicates applications effectively.
• Demonstrated ability to close deals through pipeline management, follow-up, and effective sales techniques.
• Proven ability to excel in cross-functional environments.
• Proficient user of Customer Relationship Management (CRM) software, utilizing it for customer lifecycle management, relationship improvement, cost reduction, and sales enhancement. Preferably Salesforce.
• Excellent written and verbal communication skills, including strong presentation experience.

Commission and Benefits

• This position is eligible for commission based on sales performance.
• Benefits include medical, dental, and vision insurance, a 401(k) plan, paid time off, and paid holidays.

Physical Requirements and Work Environment

• Work is performed in an office or home office and at customer sites, including warehouses and distribution centers where noise, temperature changes, and moving equipment are present.
• Regular travel by car and air, including overnight travel. A valid driver’s license is required because the role involves regular driving to customer sites and territory accounts.
• Ability to walk customer facilities and warehouse floors and to wear required personal protective equipment at customer sites.
• Regular use of a computer, phone, and CRM software.
• Reasonable accommodations will be made to enable qualified individuals with disabilities to perform the essential functions of this position.