Key Account Development Manager - Greater LA

Heli America; Atlanta (GA); Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Base salary + incentive

Medical, dental, vision, 401(k)

Paid time off

Job summary

Heli America is seeking a Key Account Development Manager to lead strategic account development across multiple sales channels, including national and regional end users, rental fleets, fleet operators, and logistics providers.

This growth-oriented role requires a hunter mindset, strong market insight, cross-functional coordination, and executive-level customer engagement, with up to 50% travel from our Atlanta base.

Qualifications

• Hunter mindset and strong account development capabilities.
• Experience in B2B sales and multi-channel account management.
• Ability to lead conversations from initial contact to deal execution.

Responsibilities

• Develop and execute key account growth strategies across channels (national, regional, and strategic accounts).
• Identify high-value target accounts with strong equipment demand and rental opportunities.
• Lead account conversations from initial contact to quotation coordination and deal execution.
• Coordinate cross-functional support to deliver competitive customer solutions.

Skills

Hunter mindset

Account development

Deal negotiation

Cross-functional coordination

B2B sales

Job description

This is a remote position. The selected candidate will be expected to travel to our Atlanta headquarters approximately once per month (or as business needs require) for team meetings, planning sessions, and cross-functional collaboration.

Company: Heli America, Inc.
Employment Type: Full-Time
FLSA Classification: Exempt
Compensation: Base Salary + Incentive Compensation
Language Requirement: English required
Work Arrangement: Regional / Field-Based, with 50% travel as required
Reports To: Director of Sales

About Heli

Heli America Inc. is the U.S. subsidiary of Anhui Heli Co., Ltd., a global manufacturer of forklifts and material handling equipment. We support customers across warehousing, logistics, manufacturing, rental, and industrial sectors through a growing authorized dealer network and a broad portfolio of material handling solutions.

As Heli expands its presence in the North American market, we are building a strong commercial team focused on dealer development, strategic account growth, product support, and long-term customer partnerships.

About the role

Heli America is seeking a Key Account Development Manager to lead strategic account development across multiple sales channels and business models, including national and regional end users, rental companies, fleet operators, logistics companies, warehouse operators, distribution centers, manufacturers, and other high-potential commercial accounts.

This role is responsible for identifying, developing, and converting key account opportunities that can drive long-term equipment sales, rental fleet penetration, fleet replacement programs, and strategic market expansion. The ideal candidate is a commercially mature business development professional with strong experience in B2B sales, strategic account development, industrial equipment, material handling, rental, logistics, or fleet-based industries.

This is a growth-oriented role requiring strong market insight, account strategy, cross-functional coordination, and executive-level customer engagement.

Key Responsibilities

• Develop and execute key account growth strategies across different channels, including direct end users, rental companies, fleet operators, logistics providers, warehousing groups, manufacturers, and other strategic commercial accounts.

• Identify high-value target accounts with strong equipment demand, fleet replacement potential, rental expansion opportunities, or long-term strategic value.

• Build and manage a pipeline of national, regional, and large local accounts through market research, prospecting, referrals, trade shows, industry networks, dealer intelligence, and direct outreach.

• Develop account-specific strategies based on customer operation needs, fleet size, product application, purchasing cycle, rental demand, budget planning, service expectations, and decision-making structure.

• Lead key account conversations from initial contact to opportunity qualification, product positioning, quotation coordination, proposal development, negotiation support, and deal execution.

• Promote HELI equipment solutions to customers across multiple business models, including direct purchase, fleet replacement, rental fleet acquisition, pilot programs, long-term supply arrangements, and strategic partnership opportunities.

• Work closely with authorized dealers to support key account development where applicable, while maintaining proper channel discipline, territory alignment, and internal approval processes.

• Coordinate cross-functional support from Sales, Product, Parts, Service, Logistics, Finance, Marketing, and Management to deliver competitive and practical customer solutions.

• Analyze customer fleet profiles, application requirements, operational pain points, total cost of ownership, service needs, and competitor presence to position HELI solutions effectively.

• Prepare key account development reports, pipeline updates, opportunity reviews, account plans, customer visit summaries, and market feedback for management review.

• Conduct regular market and channel analysis to identify growth opportunities in target industries, geographic regions, rental segments, and fleet-heavy customer groups.

• Support pricing strategy, product configuration, delivery planning, service support planning, and commercial proposal development for key account opportunities.

• Track key account performance, including pipeline value, quotation activity, conversion rate, account penetration, repeat business, customer feedback, and strategic growth potential.

• Represent the company professionally in customer meetings, dealer meetings, trade shows, industry events, product demonstrations, and executive-level business discussions.

• Provide management with business recommendations regarding key account strategy, dealer coordination, rental channel development, product demand, competitive positioning, and market entry opportunities.

Preferred Attributes

• Hunter mindset with strategic account development capability.

• Strong ownership, urgency, and follow-through.

• Comfortable opening new channels, testing new business models, and building account development processes from the ground up.

• Understands both direct key account development and dealer channel management.

• Able to convert customer needs, market signals, and competitive intelligence into practical business opportunities.

• Professional, commercially mature, data-driven, and comfortable working in a multicultural business environment.

Key Performance Indicators

• New key account pipeline value.

• Number of qualified strategic accounts developed.

• Quotation value and conversion rate.

• Sales volume from key accounts.

• Rental account development and fleet penetration.

• End-user account growth and repeat purchase activity.

• Account visit frequency and follow-up completion.

• Dealer-supported key account opportunities.

• Market and territory development progress.

• Quality and timeliness of account development reports.

What we offer

• Competitive base salary based on experience.

• Performance-based incentive or commission opportunity plan based on company policy.

• Medical, dental, vision, 401(k), paid time off, and other company benefits.

• Career growth opportunities in key account management, national account sales, channel development, and business leadership.

Equal Employment Opportunity

Heli America is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other legally protected status.