Racking Sales Account Manager

Socket.dev; Springfield (TN); On-site; USD 85,000 - 125,000; Full time

Job summary

UNARCO in Springfield, TN is seeking a driven Racking Sales Account Manager to lead growth in pallet rack, shelving, and engineered storage solutions. Develop new business, strengthen dealer and end-user relationships, and drive revenue across the territory.

You will manage the full sales cycle, read layout drawings, present solutions, travel up to 15%, and collaborate with engineering and operations to develop accurate proposals.

Qualifications

• Minimum 5 years of sales experience in pallet rack, shelving, automation, conveyor, or material handling solutions.
• Proven track record of meeting or exceeding sales targets.
• Ability to read and interpret layout drawings and project specifications.

Responsibilities

• Develop and execute territory sales strategies to achieve revenue targets.
• Identify and secure new business opportunities with distributors, dealers, integrators, and end users.
• Manage the full sales cycle from prospecting and proposal development through negotiation and closing.
• Build and maintain strong relationships with key accounts and strategic partners.
• Conduct site visits to evaluate customer storage requirements and recommend appropriate racking and material handling solutions.
• Collaborate with engineering, project management, estimating, and operations teams to develop accurate proposals and project specifications.
• Monitor market trends, competitive activities, and customer requirements to identify growth opportunities.
• Deliver product presentations and training to customers and channel partners.
• Maintain an accurate sales pipeline and provide regular forecasting and reporting.
• Represent UNARCO at industry events, trade shows, and customer meetings.

Skills

Sales experience

CRM proficiency

Reading layout drawings

Communication & negotiation

Microsoft Office

Education

Bachelor's degree in Business, Engineering, Supply Chain, Marketing, or related field

Job description

Job Details

Job Location: Springfield HQ - Springfield, TN, Salary Range: Undisclosed

Position Summary

UNARCO is seeking a driven and customer-focused Racking Sales Account Manager to lead sales growth for our pallet rack, shelving, and engineered storage solutions. This role is responsible for developing new business opportunities, strengthening relationships with dealers, integrators, and end users, and driving revenue growth throughout the assigned territory and/or client(s). The ideal candidate combines technical knowledge of warehouse storage systems with strong consultative sales skills and the ability to identify customer needs and deliver value-driven solutions.

Key Responsibilities

• Develop and execute territory sales strategies to achieve revenue and profitability targets.
• Identify, qualify, and secure new business opportunities with distributors, dealers, integrators, and end users.
• Manage the full sales cycle from prospecting and proposal development through negotiation and closing.
• Build and maintain strong relationships with key accounts and strategic partners.
• Conduct site visits to evaluate customer storage requirements and recommend appropriate racking and material handling solutions.
• Collaborate with engineering, project management, estimating, and operations teams to develop accurate proposals and project specifications.
• Monitor market trends, competitive activities, and customer requirements to identify growth opportunities.
• Deliver product presentations and training to customers and channel partners.
• Maintain an accurate sales pipeline and provide regular forecasting and reporting.
• Represent UNARCO at industry events, trade shows, and customer meetings.

Qualifications

• Minimum 5 years of sales experience selling pallet rack, shelving, automation, conveyor, or material handling solutions.
• Proven track record of achieving or exceeding sales targets.
• Strong understanding of warehouse operations and storage solutions.
• Ability to read and interpret layout drawings and project specifications.
• Excellent communication, presentation, and negotiation skills.
• Proficiency in CRM systems and Microsoft Office applications.
• Ability to travel up to 15%.
• Travel commitment is dependent upon the sales manager's home base and the geographic distribution of accounts within the assigned territory/client(s).

Preferred Qualifications

• Established network of warehouse, distribution, logistics, or industrial contacts.
• Technical aptitude and experience working with engineered products.
• Knowledge of RMI standards and warehouse storage system applications.
• Bachelor's degree in Business, Engineering, Supply Chain, Marketing, or related field preferred.

What Success Looks Like

• Consistently exceeds sales and margin objectives.
• Expands dealer and customer relationships within assigned markets.
• Generates a strong pipeline of qualified opportunities.
• Delivers exceptional customer service throughout the sales process.
• Serves as a trusted advisor for warehouse storage and optimization solutions.