Key Account Manager

The Shyft Group USA, Inc; Indiana, Northern (PA, KY); Hybrid; USD 90,000 - 120,000; Full time

Benefits offered by this job

Health & Wellness benefits

Financial security (401k)

Work/Life & Growth programs

Job summary

The Shyft Group USA, Inc is seeking a dynamic field-based sales professional to drive revenue for its UTM fleet suite. You will cultivate long-term relationships with fleet accounts, prospect new clients, and present compelling proposals to C-level decision makers.

Success requires consultative selling, strong presentation skills, and the ability to navigate engineering-focused conversations while traveling to client sites as needed.

Qualifications

• Experience in the commercial truck, truck body, fleet, upfit, or related industry.
• Proven outside-sales and business-development experience.
• Ability to manage and grow strategic fleet accounts.
• Strong project-management, follow-up, and tracking skills.
• Ability to work effectively with engineering and technically focused customers.
• Strong analytical, communication, presentation, and negotiation skills.
• Ability to develop new business while maintaining existing customer relationships.
• Willingness to travel as required.

Responsibilities

• Meet or exceed sales objectives of assigned accounts or territory by promoting the entire UTM suite of fleet solutions.
• Utilize consultative selling and professional sales techniques to develop long-term customer relationships and increase profit margins.
• Sells entire UTM suite of solutions to new prospects and expands opportunities with current clients.
• Develops data relative to marketing trends, competitive products and pricing and reports to Sales Leadership.
• Documents sales activity in CRM and submits forecasts for operations planning.
• Conducts route rides to gather prospect input and identify needs to match with UTM solutions.

Skills

Outside sales

Business development

Account management

Presentation skills

Negotiation

Customer relationships

Travel willingness

CRM proficiency

Strategic selling

Consultative selling

Market knowledge

Job description

Regular Employee | Salary Exempt

What you’ll do

Meet or exceed sales objectives of assigned accounts or territory by promoting the entire UTM suite of fleet solutions. Utilize consultative selling and professional sales techniques to continuously develop long-term customer relationships, increase profit margins, and capture new clients.

JOB RESPONSIBILITIES

• Must be able to deliver profitable sales to the organization
• Proficient in executing consultative selling process and secures long term client commitments that can deliver long term / sustainable growth.
• Meet minimum performance goals (MPG) established by Sales Leadership:
• Delivers the UTM value proposition with the goal of signing new business. Sells entire UTM suite of solutions to new prospects and engages in expansion opportunities of current clients when appropriate.
• Increases company market share through cold calls as well as prospect follow-up from leads provided by corporate, referrals, mailing lists, etc. Develops new/additional business through relationship building and solutions delivery. Organically develops and maintains a database of prospects within an assigned responsibility.
• Qualifies prospect through consultative selling process – which includes effective Pre-Call Planning by information gathering, interviewing, or other activities. Makes a determination and recommendation if the prospect is a viable client for the company or not. Documents any sales related activity in CRM software.
• Assesses prospect need against available products and services. Develops and presents sales proposals including product selection, terms of sales, delivery dates, etc., following company required guidelines.
• Makes professional presentations and conducts sales meetings to fleet decision makers and other C-level personnel.
• Interfaces with Client Development Manager and other internal departments during on-boarding (pre-production in most cases) to effectively transition clients / accounts.
• Develops data relative to marketing trends, competitive products and pricing. Submits marketing intelligence to Sales Leadership.
• Completes required activity, pipeline reports, expense reports, CRM affiliated activity and any other reports at Management discretion within defined timeline.
• Submit sales forecast with prospect, quantity, and sales price for operations team to develop capacity planning, engineering resources, material planning, and assembly manpower needs.
• Conducts route rides to gather prospect input and identify needs to match with a UTM business solution. Also partner with segment engineer to communicate prospects needs.
• Identify marketing programs and sales aids that would increase sales. Communicate needs to marketing team with potential sales impact and required timing of requested resources.
• Responsible for achieving assigned goals.

What you need to be successful

Key qualifications

• Experience in the commercial truck, truck body, fleet, upfit, or related industry
• Proven outside-sales and business-development experience
• Ability to manage and grow strategic fleet accounts
• Strong project-management, follow-up, and tracking skills
• Ability to work effectively with engineering and technically focused customers
• Strong analytical, communication, presentation, and negotiation skills
• Ability to develop new business while maintaining existing customer relationships
• Willingness to travel as required
• Maximizes Results By Systemically Managing An Account Plan
• Driven to Produce By Increasing Sale To Existing Accounts
• Maximizes Sales Results Through New Business Opportunities Within Existing Account
• Maximizes Results By Partnering As A Client Advocate
• Adapts Approach To Different Buying Influences
• Closes Through Logical, Incremental Steps
• Identifies Client Needs
• Gains Client Commitment
• Commits Time and Effort to Ensure Success
• Opportunistic
• Makes Persuasive Presentations

Why Aebi Schmidt Group?

Our people are our greatest asset, and your success is our success! That’s why we provide comprehensive benefits that support your health, financial security, and work-life balance—so you can thrive both personally and professionally.

• Health & Wellness: Medical, Dental, Vision, HSA/FSA, Wellness Plan
• Financial Security: 401(k) with match, Disability, Life Insurance
• Work/Life & Growth: Educational Reimbursement, EAP, Dependent Care

At Aebi Schmidt Group, we don’t just offer benefits—we invest in your well-being. Join us and experience the difference!

Who we are

T he Aebi Schmidt Group is aglobal leader in intelligent solutions for customers who care for clean andsafe infrastructure and cultivate challenging grounds. At Aebi Schmidt USA, we areproud to offer a wide range of high-quality products designed specifically foryour unique needs. Our global product brands bring you an exceptional varietyof equipment for both summer and winter maintenance, airport operations, andagricultural technology. From sweepers and trailers to spreaders and snowplows,we have the equipment you need to tackle any challenge. Our dedicated workforceis committed to helping you achieve economic, safe, and efficient solutionsthat improve your performance and overcome any obstacle. Our mission at Aebi SchmidtGroup is to go beyond individual projects and strive for total solutions. Webelieve in providing you with comprehensive and integrated systems that enableefficient and effective operations. Whether you’re behind the wheel of asnowplow truck in winter, cleaning the streets in summer, keeping airportrunways clear, or hauling rental equipment on a trailer, we have a customsolution to help you overcome any challenge that the environment might throw atyou.

Equal Employment Opportunity (EEO)

Aebi Schmidt Group is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, genetic information, status as a protected veteran or status as a qualified individual with a disability, or any other characteristic protected by applicable federal, state, or local law.If you have a disability and would like to request an accommodation in order to apply, please email us at [e-mail] .

Aebi Schmidt Group is an E-Verify Employer

Aebi Schmidt Group uses E-Verify, which is an online system operated by the U.S. Department of Homeland Security in partnership with the Social Security Administration to verify employment eligibility and validate social security numbers. Through participation in the E-Verify program, information entered on Form I-9 will be provided and compared to information available at both of these agencies. See posters for more details. E-Verify Notice U.S. Right to Work Notice.