Racking Sales Account Manager

Unarco Material Handling Llc; Springfield (TN); On-site; USD 75,000 - 110,000; Full time

Job summary

Unarco Material Handling Llc is seeking a driven Racking Sales Account Manager to grow sales of pallet rack, shelving and engineered storage solutions. You will lead territory growth, qualify opportunities with distributors, dealers, integrators, and end users, and manage the full sales cycle from prospecting to close.

You'll collaborate with engineering, project management, estimating and operations to develop accurate proposals, conduct site visits, and deliver value-driven solutions.

Qualifications

• Minimum 5 years of sales experience selling pallet rack, shelving, automation, or material handling solutions.
• Proven track record of meeting or exceeding sales targets.
• Strong knowledge of warehouse operations and storage solutions.
• Ability to read and interpret layout drawings and project specifications.
• Excellent communication, presentation, and negotiation skills.
• Willingness to travel up to 15%.

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 full sales cycle from prospecting to closing.
• Maintain relationships with key accounts and strategic partners.
• Collaborate with engineering, project management, estimating, and operations teams.
• Deliver product presentations and trainings to customers and channel partners.
• Provide regular forecasting and reporting.
• Represent UNARCO at industry events and trade shows.

Skills

Sales strategy

Territory management

Relationship building

Communication

CRM proficiency

Education

Bachelor's degree in Business/Engineering

Tools

CRM systems

Microsoft Office

Job description

Position SummaryUNARCO 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 ResponsibilitiesDevelop 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 meetingsRequired QualificationsMinimum 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 QualificationsEstablished 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 LikeConsistently 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.