Account Executive - Distribution (West Coast)
UMH, Corona, CA, United States
Summary
The Account Executive – Distribution Channel is a highly skilled professional who utilizes their experience as an accomplished industrial equipment or material handling sales professional. The Sales Account Executive is a key sales team member responsible for driving revenue growth by building and maintaining strong relationships with distribution partners within assigned territories, identifying new business opportunities, and providing tailored solutions to meet customer needs. This role requires a proactive and goal-oriented individual with excellent communication and negotiation skills.
Key Responsibilities
Client/Partner/Distributor Acquisition
Work to identify and research potential clients in target areas/markets.
Generate leads through cold calling, networking, referrals, and with marketing team assistance.
Develop, plan, and execute effective strategies to enhance market share within assigned areas/accounts.
Relationship Management
Cultivate and expand customer relationships with material handling dealers, distributors, system integrators, and end-users, showcasing United Material Handling's products/services and guiding problem resolution.
Serve as the primary point of contact for client inquiries and issues.
Provide exceptional customer service to ensure client satisfaction and retention.
Conduct thorough research and analysis of acquired accounts to gain in-depth knowledge of their business and operational processes.
Proactively assess, clarify, and validate customer needs on an ongoing basis, including annual and/or quarterly business review meetings.
Sales Strategy and Execution
Meet or exceed individual and team sales targets; Drive consistent sales revenue and gross profit growth across all product segments within the account base and territory.
Build and manage a robust pipeline of new clients, overseeing the entire sales process from start to finish.
Monitor market trends and competitor activity to identify opportunities and challenges.
Strategically plan and execute initiatives to penetrate target accounts and achieve desired outcomes.
Utilize warehouse, material handling, intralogistics, and distribution operations expertise to develop innovative solutions using material handling and automation technologies.
Travel as required to cover assigned accounts/markets (travel can exceed 40%).
Additional tasks, requirements, and responsibilities may be assigned as deemed necessary by the management.
Reporting and Analysis
Maintain accurate records of all sales activities in the CRM system to effectively manage customer relationships and sales activities.
Prepare regular reports on sales performance and forecasts.
Analyze customer feedback to refine sales approaches.
Qualifications
Minimum of 5 years of experience in developing new business and expanding existing customer base in distribution or direct-to-customer sales.
Preferred experience in selling integrated conveyor systems and other material handling equipment.
Knowledge of material handling systems, equipment, and conveyors used in industrial environments like distribution centers, 3PLs, and warehouses.
Responsive, solution-driven, resilient, and optimistic mindset.
Effective partnership builder who communicates applications effectively.
Demonstrated ability to close deals through pipeline management, follow-up, and effective sales techniques.
Proven ability to excel in cross-functional environments.
Proficient user of Customer Relationship Management (CRM) software, utilizing it for customer lifecycle management, relationship improvement, cost reduction, and sales enhancement. Preferably Salesforce.
Excellent written and verbal communication skills, including strong presentation experience.
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The Account Executive – Distribution Channel is a highly skilled professional who utilizes their experience as an accomplished industrial equipment or material handling sales professional. The Sales Account Executive is a key sales team member responsible for driving revenue growth by building and maintaining strong relationships with distribution partners within assigned territories, identifying new business opportunities, and providing tailored solutions to meet customer needs. This role requires a proactive and goal-oriented individual with excellent communication and negotiation skills.
Key Responsibilities
Client/Partner/Distributor Acquisition
Work to identify and research potential clients in target areas/markets.
Generate leads through cold calling, networking, referrals, and with marketing team assistance.
Develop, plan, and execute effective strategies to enhance market share within assigned areas/accounts.
Relationship Management
Cultivate and expand customer relationships with material handling dealers, distributors, system integrators, and end-users, showcasing United Material Handling's products/services and guiding problem resolution.
Serve as the primary point of contact for client inquiries and issues.
Provide exceptional customer service to ensure client satisfaction and retention.
Conduct thorough research and analysis of acquired accounts to gain in-depth knowledge of their business and operational processes.
Proactively assess, clarify, and validate customer needs on an ongoing basis, including annual and/or quarterly business review meetings.
Sales Strategy and Execution
Meet or exceed individual and team sales targets; Drive consistent sales revenue and gross profit growth across all product segments within the account base and territory.
Build and manage a robust pipeline of new clients, overseeing the entire sales process from start to finish.
Monitor market trends and competitor activity to identify opportunities and challenges.
Strategically plan and execute initiatives to penetrate target accounts and achieve desired outcomes.
Utilize warehouse, material handling, intralogistics, and distribution operations expertise to develop innovative solutions using material handling and automation technologies.
Travel as required to cover assigned accounts/markets (travel can exceed 40%).
Additional tasks, requirements, and responsibilities may be assigned as deemed necessary by the management.
Reporting and Analysis
Maintain accurate records of all sales activities in the CRM system to effectively manage customer relationships and sales activities.
Prepare regular reports on sales performance and forecasts.
Analyze customer feedback to refine sales approaches.
Qualifications
Minimum of 5 years of experience in developing new business and expanding existing customer base in distribution or direct-to-customer sales.
Preferred experience in selling integrated conveyor systems and other material handling equipment.
Knowledge of material handling systems, equipment, and conveyors used in industrial environments like distribution centers, 3PLs, and warehouses.
Responsive, solution-driven, resilient, and optimistic mindset.
Effective partnership builder who communicates applications effectively.
Demonstrated ability to close deals through pipeline management, follow-up, and effective sales techniques.
Proven ability to excel in cross-functional environments.
Proficient user of Customer Relationship Management (CRM) software, utilizing it for customer lifecycle management, relationship improvement, cost reduction, and sales enhancement. Preferably Salesforce.
Excellent written and verbal communication skills, including strong presentation experience.
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