Sr. Account Manager

Dematic; Grand Rapids (MI); On-site; USD 90,000 - 125,000; Full time

Job summary

Dematic is seeking an experienced senior account manager to grow our Lifecycle Solutions & Services business. You will focus on customer success, collaboration, and negotiating complex agreements to deliver mutual growth with clients and their systems.

The role requires building long-term relationships, understanding customer business challenges, and leveraging Dematic's industry-leading solutions. Base pay range is $90,000 - $125,000, with compensation determined by location, experience, and

Qualifications

• BS/BA in Business or related field.
• 5+ years in complex, technical solution selling to distribution/logistics.
• Experience negotiating multi-million-dollar deals and engaging executives.

Responsibilities

• Develop strategic account plans for current and targeted accounts.
• Qualify opportunities through client communication and data.
• Collaborate with internal teams to deliver best solutions.
• Present ROI and value propositions to senior stakeholders.
• Drive revenue and margin growth through complex sales cycles.

Skills

Strategic account mgmt

Sales negotiations

Relationship building

Cross-functional teamwork

Forecasting

Education

BS/BA in Business

Tools

Salesforce

MS Office

Job description

Dematic is seeking an experienced, senior level account manager to grow our Lifecycle Solutions & Services Business; focusing on customer success and continuous mutual growth alongside customers and their systems. The candidate should be self-driven and highly collaborative, adept at negotiating complex agreements, fostering and establishing relationships, and highly effective at understanding and solving customer business challenges by leveraging our industry-leading solutions and services.

We offer Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 6,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.

What We Offer

Career Development Competitive Compensation and Benefits Pay Transparency Global Opportunities Learn More Here: https://www.dematic.com/en-us/about/careers/what-we-offer

Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

The base pay range for this role is estimated to be $90,000 - $125,000 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

Tasks and Qualifications

What You Will Be Doing In This Role

• Develop and implement Strategic Account plans for current and targeted accounts.
• Qualify opportunities by leveraging consistent customer communication, install base data, lead system and sales support resources.
• Work in conjunction with other Dematic functions to provide the best solution to the customer (Solution Development, Project Management, Engineering, Finance, etc.).
• Develop a complete understanding of the customers' organizational structure and key buying influences.
• Perform customer presentations, articulating the value proposition of product/solution/service offerings and highly complex ROI.
• Confidently drive a team of internal experts to negotiate and close a complex sale with executive level individuals.
• Manage high revenue-based opportunities to meet revenue and margin growth strategies.
• Provide management with recommendations for improving volume, market share and price levels.

What We Are Looking For

• Thorough knowledge of automated material handling solutions and services, with the ability to drive business development and marketing efforts to build targeted pipeline.
• BS/BA degree in Business or Marketing and/or 5+ years of successful experience in complex, highly technical solution to distribution or logistics companies.
• Previous consultative selling experience preferred.
• Must be able to negotiate complex deals, including experience with executive level engagements and communication.
• Experience with Supply Chain Execution software preferred.
• Experience selling multi-million-dollar projects.
• Successful demonstration of the key responsibilities as presented above.
• Excellent verbal and written communication/presentation skills.
• Able to multi-task and work in a high-growth, fast-paced and deadline driven environment successfully.
• Willingness for business travel, up to 50%.
• Proficiency in Salesforce preferred.
• Training in strategic selling methodology (Miller Heiman) preferred.

Models our Values of Integrity, Collaboration, Courage, and Excellence.