National Key Account Sales Manager (IC Role)
Heli America, Atlanta, Georgia, United States, 30383
About Us
Heli America is a subsidiary company of Anhui Heli, the largest manufacturer of material handling equipment in China and 7th largest in the world. At Heli America, we supply North American dealers with forklift products and expertise to support our mission – Heli, Empower the world!
Position Overview We are hiring a high-impact National Key Account Sales Manager (Individual Contributor) to build net-new, high-volume end-user business nationwide. The role develops executive relationships, drives consultative sales execution, and scales accounts through disciplined pipeline governance. This position also selects the right execution model based on our dealer network—either Company internal direct-led sales/service programs or a governed dealer hand-off—and represents the Company across its brands while coordinating cross-functionally to ensure executable outcomes.
Core Competencies
Enterprise Hunter: cold-starts accounts, maps decision chains, and drives multi-threaded deal cycles.
Commercial Architect: designs the right delivery/service model (direct vs dealer) to win and retain accounts.
Executive Communicator: credible with customer executives; crisp internal updates; strong narrative for value and risk.
Conflict Navigator: resolves friction across stakeholders with discipline, calm escalation, and outcome ownership.
Governance Operator: predictable pipeline and forecast discipline; strong close plans and execution readiness.
Account Builder: post-sale relationship ownership; expands wallet share through structured demand discovery and cadence.
Cross-Functional Leader (IC): aligns Product/Pricing/Operations/Service through influence, process, and accountability—without people management.
Key Responsibilities
Develop, target, and win net-new national key accounts (high-volume end users) by building a prospect universe, prioritizing target industries and multi-site operators, and executing penetration/expansion roadmaps from first contact through scalable rollout.
Lead discovery and solution selling (application review, fleet analysis, stakeholder mapping), and drive deal execution from proposal through close.
Determine the optimal execution path based on national dealer network coverage and capability: either Company internal direct-led sales/service program execution or dealer hand-off; document responsibilities and ensure a clean, governed handoff when dealer-led.
Coordinate cross-functionally (Product/Pricing/Operations/Service) to ensure executable offers: lead-time feasibility, service readiness, and economic competitiveness.
Own ongoing account governance and relationship management: maintain executive touchpoints, continuously mine demand, and expand across fleet, parts, and service programs as applicable.
Maintain disciplined CRM/pipeline management and forecasting; deliver periodic market/account intelligence reports (competitive insights, win/loss, customer voice, lead-time/pricing trends) with recommendations.
Represent the Company at industry events and customer engagements to generate qualified opportunities across the Company’s brands.
Demonstrate flexibility to support customer and deal-critical activities outside standard business hours on an as-needed basis.
Qualifications
Minimum 6+ years of experience in forklift OEM, material handling, or closely related industrial equipment solutions.
Demonstrated success selling to high-volume end users, including multi-site or enterprise accounts; proven ability to build business from net-new acquisition through expansion.
Strong consultative selling capability with the ability to translate customer operations into value-based proposals (TCO, productivity, uptime, safety, lifecycle cost).
Strong stakeholder management and cross-functional coordination skills; ability to drive execution through influence without authority.
Proficiency with CRM and pipeline governance; disciplined forecasting and activity management.
Excellent communication, conflict management, and stakeholder alignment skills, with the ability to navigate competing priorities and drive resolution across internal teams, dealers/partners, and end users.
Demonstrated capability working in multicultural and cross-border environments (e.g., global matrix organizations, multi-region stakeholders, diverse work styles).
Corporate / multinational enterprise background preferred, with comfort operating under structured governance, compliance expectations, and executive reporting cadence.
Willingness to travel as required.
Preferred Qualifications
Experience building national account programs, fleet standardization, or multi-site rollout strategies.
Familiarity with service operations, parts programs, telematics, and lifecycle-based account expansion models.
Experience working with dealer networks and hybrid go-to-market models.
Comprehensive medical, dental, and vision plans
15 days of PTO plus 13 paid holidays
401(k) with up to 6% company match
As part of our hiring process, candidates for this position will be asked to complete a drug screening.
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Position Overview We are hiring a high-impact National Key Account Sales Manager (Individual Contributor) to build net-new, high-volume end-user business nationwide. The role develops executive relationships, drives consultative sales execution, and scales accounts through disciplined pipeline governance. This position also selects the right execution model based on our dealer network—either Company internal direct-led sales/service programs or a governed dealer hand-off—and represents the Company across its brands while coordinating cross-functionally to ensure executable outcomes.
Core Competencies
Enterprise Hunter: cold-starts accounts, maps decision chains, and drives multi-threaded deal cycles.
Commercial Architect: designs the right delivery/service model (direct vs dealer) to win and retain accounts.
Executive Communicator: credible with customer executives; crisp internal updates; strong narrative for value and risk.
Conflict Navigator: resolves friction across stakeholders with discipline, calm escalation, and outcome ownership.
Governance Operator: predictable pipeline and forecast discipline; strong close plans and execution readiness.
Account Builder: post-sale relationship ownership; expands wallet share through structured demand discovery and cadence.
Cross-Functional Leader (IC): aligns Product/Pricing/Operations/Service through influence, process, and accountability—without people management.
Key Responsibilities
Develop, target, and win net-new national key accounts (high-volume end users) by building a prospect universe, prioritizing target industries and multi-site operators, and executing penetration/expansion roadmaps from first contact through scalable rollout.
Lead discovery and solution selling (application review, fleet analysis, stakeholder mapping), and drive deal execution from proposal through close.
Determine the optimal execution path based on national dealer network coverage and capability: either Company internal direct-led sales/service program execution or dealer hand-off; document responsibilities and ensure a clean, governed handoff when dealer-led.
Coordinate cross-functionally (Product/Pricing/Operations/Service) to ensure executable offers: lead-time feasibility, service readiness, and economic competitiveness.
Own ongoing account governance and relationship management: maintain executive touchpoints, continuously mine demand, and expand across fleet, parts, and service programs as applicable.
Maintain disciplined CRM/pipeline management and forecasting; deliver periodic market/account intelligence reports (competitive insights, win/loss, customer voice, lead-time/pricing trends) with recommendations.
Represent the Company at industry events and customer engagements to generate qualified opportunities across the Company’s brands.
Demonstrate flexibility to support customer and deal-critical activities outside standard business hours on an as-needed basis.
Qualifications
Minimum 6+ years of experience in forklift OEM, material handling, or closely related industrial equipment solutions.
Demonstrated success selling to high-volume end users, including multi-site or enterprise accounts; proven ability to build business from net-new acquisition through expansion.
Strong consultative selling capability with the ability to translate customer operations into value-based proposals (TCO, productivity, uptime, safety, lifecycle cost).
Strong stakeholder management and cross-functional coordination skills; ability to drive execution through influence without authority.
Proficiency with CRM and pipeline governance; disciplined forecasting and activity management.
Excellent communication, conflict management, and stakeholder alignment skills, with the ability to navigate competing priorities and drive resolution across internal teams, dealers/partners, and end users.
Demonstrated capability working in multicultural and cross-border environments (e.g., global matrix organizations, multi-region stakeholders, diverse work styles).
Corporate / multinational enterprise background preferred, with comfort operating under structured governance, compliance expectations, and executive reporting cadence.
Willingness to travel as required.
Preferred Qualifications
Experience building national account programs, fleet standardization, or multi-site rollout strategies.
Familiarity with service operations, parts programs, telematics, and lifecycle-based account expansion models.
Experience working with dealer networks and hybrid go-to-market models.
Comprehensive medical, dental, and vision plans
15 days of PTO plus 13 paid holidays
401(k) with up to 6% company match
As part of our hiring process, candidates for this position will be asked to complete a drug screening.
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