Racking Sales Account Manager

Unarco Material Handling; Springfield (TN); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Base salary + commission

Vacation & PTO

Medical, dental, and vision insurance

401(k) with company match

Paid time off and holidays

Life and disability insurance

Job summary

UNARCO is seeking a driven Racking Sales Account Manager to lead sales growth for pallet rack, shelving, and engineered storage solutions. You will develop new business opportunities, strengthen dealer and end-user relationships, and drive revenue across the assigned territory.

The ideal candidate combines technical knowledge of warehouse storage systems with consultative sales skills and the ability to identify customer needs and deliver value-driven solutions.

Qualifications

• Minimum 5 years of sales experience in pallet rack, shelving, or related solutions.
• Proven track record of meeting or exceeding sales targets.
• Strong understanding of warehouse operations and storage solutions.
• Ability to read and interpret layout drawings and project specs.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with CRM systems and MS Office.
• Willingness to travel up to 15%.

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.

Skills

Sales

CRM proficiency

Negotiation

Communication

Presentation

Travel up to 15%

Education

Bachelor's degree preferred

Tools

CRM systems

Microsoft Office

Job description

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.

Required 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.

UNARCO offers a competitive compensation package including:

• Base salary plus commission/bonus opportunity
• Vacation & Personal Time Off (PTO)
• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and holidays
• Life and disability insurance

UNARCO is an equal opportunity employer. All applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, uniformed service member status, or any other status protected by applicable law.