Sr. Account Manager - West Region

Dematic; Grand Rapids (MI); On-site; USD 100,000 - 145,000; Full time

Benefits offered by this job

Career development

Competitive compensation

Pay transparency

Global opportunities

Job summary

Dematic is seeking a senior account manager to grow our regional business by selling complex logistics solutions to large distributors across the US. You will build targeted pipelines, develop strategic plans, and coordinate with cross-functional teams to deliver end‑to‑end value.

The ideal candidate has 8–10 years of consultative sales experience in distribution or logistics, and a proven ability to negotiate multi‑million‑dollar deals at the C‑Suite level.

Qualifications

• BS/BA in a related discipline; Engineering degree a plus.
• 8–10 years of experience in complex, highly technical solutions for distribution or logistics.
• Consultative selling experience; able to negotiate complex deals at the C‑Suite level.
• Vertical market and automated solution expertise.
• Experience with Supply Chain Execution software preferred.
• Experience selling multi‑million‑dollar projects (> $20M).
• Excellent verbal and written communication/presentation skills.
• Able to multi‑task in a fast‑paced, deadline‑driven environment.
• Willingness to travel up to 50%.
• Proficiency in Salesforce preferred.
• Training in Miller Heiman preferred.

Responsibilities

• Thorough knowledge of at least one key vertical market, with the ability to drive business development and marketing efforts to build a targeted pipeline.
• Develop and implement Strategic Account Penetration plans for targeted accounts.
• Qualify new opportunities by leveraging market, account and solution expertise to determine appropriate utilization of resources.
• Work with Dematic functions to provide the best solution to the customer (Solution Development, Project Management, Engineering, Finance).
• Develop a complete understanding of the customer’s organizational structure and key buying influences.
• Perform customer presentations, articulating the value proposition of product/solution/service offerings and ROI.
• 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.

Skills

Consultative selling

Executive engagement

Salesforce

Strategic selling

ROI messaging

Education

BS/BA in related discipline

Engineering degree a plus

Tools

Salesforce CRM

MS Excel

Job description

Are you a highly consultative sales professional with a background in logistics, automation, or engineering industries? Are you interested in joining a fast-growing team of experienced professionals focused on driving new business with industry-leading solutions? We would love to have you join our rapidly growing company to sell complex logistics solutions to some of the largest distributors across the US.

Dematic is seeking an experienced, senior level account manager to grow our Regional Business; targeting large, complex opportunities that require integrated solutions with multiple technologies and a high software content. The successful candidate must be able to work alongside customers to formulate insight-driven, end-to-end supply chain solutions that improve customer operations, enhance productivity, protect profit and reduce risk. The candidate should be self-driven, highly collaborative, adept at negotiating complex enterprise agreements, fostering and establishing relationships with senior supply chain executives, and highly effective at understanding and solving customer business challenges by leveraging our industry-leading solutions.

Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. We employ over 6,000 skilled logistics professionals to serve our 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 across a variety of market sectors.

Base Pay Range: $100,000 - $145,000 (commission earned not included). Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

What We Offer

• Career Development
• Competitive Compensation and Benefits
• Pay Transparency
• Global Opportunities

What You Will Be Doing In This Role

• Thorough knowledge of at least one key vertical market, with the ability to drive business development and marketing efforts to build a targeted pipeline.
• Develop and implement Strategic Account Penetration plans for targeted accounts.
• Qualify new opportunities by leveraging market, account and solution expertise to determine appropriate utilization of 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 customer’s 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

• BS/BA in a related discipline or advanced degree; a degree in Engineering is a plus.
• Typically 8-10 years of successful experience in complex, highly technical solutions for distribution or logistics companies.
• Previous consultative selling experience preferred; must be able to negotiate complex deals at the C‑Suite level, including experience with executive level engagements and communication.
• Vertical Market and Automated Solution expertise.
• Experience with Supply Chain Execution software preferred.
• Experience selling multi‑million‑dollar projects ($20+ million in size).
• 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.

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.