Sr. Account Manager - West Region

Dematic; Salt Lake City (UT); On-site; USD 100,000 - 145,000; Full time

Benefits offered by this job

Career Development

Competitive Compensation and Benefits

Pay Transparency

Global Opportunities

Job summary

Dematic in the United States is seeking a senior level account manager to sell complex logistics solutions to large distributors, combining technology, software, and services to improve operations.

You will develop strategic account penetration plans, qualify opportunities, and drive multi‑million‑dollar deals with C‑Suite executives, collaborating with solution development, project management, engineering, and finance to craft integrated end‑to‑end supply chain improvements, with up to 50%

Qualifications

• 8–10 years of experience in complex, technical solutions for distribution or logistics.
• Previous consultative selling experience; ability 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 ($20+ million).
• Excellent verbal and written communication/presentation skills.

Responsibilities

• Develop and implement Strategic Account Penetration plans for targeted accounts.
• Qualify opportunities leveraging market, account, and solution expertise to determine resource use.
• Collaborate with Solution Development, Project Management, Engineering, Finance, etc. to deliver best solutions.
• Develop understanding of the customer's organizational structure and buying influences.
• Present value propositions of products/solutions/services and ROI.
• Drive a team to negotiate and close complex sales with executives.
• Manage high revenue opportunities to meet revenue and margin growth goals.
• Provide management with recommendations to improve volume, market share, and pricing.

Skills

Consultative selling

C-suite negotiation

Salesforce

Strategic selling

Executive communication

Education

Bachelor's degree in related field

Engineering degree preferred

Tools

Salesforce

CRM software

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.