Strategic Account Manager - East

KION Business Services Polska; Atlanta (GA); On-site; USD 115,000 - 160,000; Full time

Benefits offered by this job

Career Development

Competitive Compensation and Benefits

Pay Transparency

Global Opportunities

Job summary

Dematic seeks an experienced Expert-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 candidate will work with customers to formulate end-to-end supply chain solutions, improving operations, productivity, and reducing risk. Based near a major airport in the Eastern USA, travel and collaboration with senior executives are expected.

Qualifications

• BS/BA in related discipline or advanced degree.
• An Engineering degree is a plus.
• 12+ years of successful experience in complex, highly technical solutions for distribution or logistics.
• Previous consultative selling experience preferred.
• Must negotiate complex deals at the C-Suite level with executive engagements.
• Vertical market and automated solution expertise.
• Experience with Supply Chain Execution software preferred.
• Experience selling multi-million-dollar projects ($20+ million in size).
• 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.

Responsibilities

• Thorough knowledge of at least one key vertical market with pipeline growth.
• Develop and implement Strategic Account Penetration plans for targeted accounts.
• Qualify new opportunities leveraging market, account and solution expertise.
• Collaborate with other Dematic functions to provide best solutions.
• Understand customer organizational structure and buying influences.
• Present ROI and value propositions for offerings.
• Lead internal experts to negotiate and close complex sales with executives.
• Manage high revenue-based opportunities to meet growth strategies.
• Provide management with recommendations to improve volume, market share and price levels.

Skills

Account management

Enterprise sales

Negotiation

Strategic selling

Salesforce

Education

BS/BA or higher

Engineering degree a plus

Tools

Salesforce

Job description

Dematic is seeking an experienced, Expert 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 and 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.

The base pay range for this role is estimated to be $115,000 - $160,000 at the time of posting. This does not include commission earned. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

Candidates should be based near a major airport within the Eastern, USA region.

• 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.

Tasks and Qualifications

• Thorough knowledge of at least one key vertical market, with the ability to drive business development and marketing efforts to build 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 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

• BS/BA in related discipline or advanced degree.
• A degree in Engineering is a plus.
• Typically, 12+ 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 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) 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.

#LI-RW1 KION brands keep the world moving – globally, regionally, and locally. KION is the Supply Chain Solutions Company. With over 42,000 employees in more than 100 countries, we enable smart, sustainable, and reliable supply chains worldwide - wherever goods are stored, moved, or delivered. KION offers its customers the full spectrum of solutions to make their supply chains future-ready. Our international brands, Linde Material Handling, STILL, and Baoli and our regional brands, Fenwick and OM, stand for outstanding technological innovation, intelligent automation and service excellence in forklift trucks and warehouse equipment. Dematic complements this expertise with state-of-the-art automation technology and AI-supported software solutions that optimize intralogistics across warehousing, production, and distribution. Whether locally or globally – we offer exciting career opportunities in an innovative environment shaped by our core values: Integrity, Collaboration, Courage, and Excellence. Together, we create the magic of supply chain solutions. Join our team – Push it forward.