Account Manager

KION Group; Atlanta (GA); On-site; USD 62,000 - 99,000; Full time

Benefits offered by this job

Career development

Competitive compensation and benefits

Pay transparency

Global opportunities

Job summary

Dematic in the United States seeks an experienced account manager to grow regional business by delivering end-to-end supply chain solutions that span software and hardware. You will work with customers to develop insight-driven strategies, negotiate enterprise agreements, and build relationships with senior executives.

The role emphasizes field-based collaboration, opportunity qualification, and driving revenue growth through multi-million-dollar projects.

Qualifications

• BS/BA in related discipline or advanced degree.
• Engineering degree is a plus.
• Experience in complex, highly technical solutions for distribution/logistics.
• Consultative selling experience with C-Suite engagement.
• Experience selling multi-million-dollar projects ($20M+).

Responsibilities

• Drive business development and build targeted pipeline in key vertical markets.
• Develop and implement Strategic Account Penetration plans for targeted accounts.
• Qualify opportunities leveraging market, account and solution expertise.
• Collaborate with Solution Development, Project Management, Engineering, Finance to provide optimal solutions.
• Understand customer organizational structure and buying influences.
• Present the value proposition and ROI of offerings to executives.
• Lead internal experts to negotiate and close complex sales with C-Suite stakeholders.
• Manage high-revenue opportunities to meet revenue and margin growth goals.
• Provide recommendations to improve volume, market share and pricing.

Skills

Consultative selling

C-Suite negotiations

Salesforce proficiency

Supply chain software

Vertical market expertise

Multi-million deals

Education

BS/BA in related discipline

Engineering degree

Tools

Salesforce

Job description

Dematic is seeking an experienced account manager 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.

The base pay range for this role is estimated to be $62,000 - $99,000 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.

• 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

• 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, 2+ 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.

We offer exciting career opportunities in an innovative environment shaped by our core values: Integrity, Collaboration, Courage, and Excellence. Together, we create the magic of supply chain solutions. Join our team – Push it forward.