Account Manager

Location: Company headquarters is located in Hamilton, Ohio.

Purpose of the role

The Account Manager sells SencorpWhite automated storage solutions in an assigned territory or industry vertical: White Intelligent Storage vertical and horizontal carousels, Compact Lift vertical lift modules and MILO inventory software. This is an early-career sales role for a self-starter who goes out and finds business rather than waiting for leads to come in. The Account Manager learns the products and the SencorpWhite sales process, builds their own pipeline through consistent prospecting, and closes business with support from sales leadership and Engineering.

Key responsibilities

• Builds their own pipeline through consistent outbound prospecting by phone, email, LinkedIn and site visits, using target account lists they research and build.
• Follows up on inbound leads within the company’s response-time standard and moves them through the sales process.
• Runs discovery calls to understand the customer’s storage, picking and space challenges, and matches them to the right product.
• Delivers company and product presentations and virtual demos, at the customer’s site or at SencorpWhite.
• Works with Engineering to prepare budget estimates and proposals, and presents proposals to the customer.
• Manages each opportunity to close through follow-up, proposal revisions and selling to key decision makers.
• Keeps complete and accurate records of accounts, contacts, activities and opportunities in Salesforce.
• Takes part in sales forecasting and reports on sales and prospecting activity on schedule.
• Meets established activity, pipeline and orders goals.
• Takes part in the review of customer purchase orders and project kickoff meetings.
• Becomes an expert in a specific industry vertical and stays current on its trends, companies and competitors.
• Attends trade shows and customer events as assigned.
• Completes product, process and sales training, and applies coaching from sales leadership.
• Performs other duties assigned by the supervisor.

Qualification requirements

• Bachelor’s degree or equivalent experience preferred.
• 1 to 3 years of professional experience. Sales, customer service or internship experience in an industrial, manufacturing or technical setting is a plus.
• Go-getter with a hunter mentality: competitive, persistent and comfortable with cold outreach.
• Excellent listening, oral and written communication skills, including presenting to small groups.
• Mechanical aptitude and the ability to learn technical products quickly.
• Self-driven and results oriented, with a “can-do” attitude.
• Able to prioritize and handle multiple opportunities at one time.
• Resourceful, able to act independently where appropriate and to recognize when to ask for help.
• Proficient in Microsoft Outlook, Word, Excel and PowerPoint. Experience with Salesforce or another CRM is helpful.
• Able to travel up to 30% of the time. Valid driver’s license required.

Core competencies

• Safety: Observes and enforces safety procedures; reports potentially unsafe conditions; uses equipment and materials properly.
• Quality: Strives to eliminate errors; accurate work is a priority; seeks opportunities to improve.
• Ethics: Treats people with respect; works with integrity; upholds organizational values.
• Initiative: Seeks increased responsibilities; asks for and offers help when needed.
• Results driven: Works toward achieving goals; articulates the steps for achievement.
• Productivity: Manages workload, works efficiently, meets goals and objectives.

Physical requirements

Manual dexterity sufficient to use a computer keyboard. Visual acuity to work with a computer, mechanical design prints and written instructions. Able to stand and walk for extended periods in customer facilities and at trade shows. Occasional requirement to lift up to 40 lbs. Routine office and manufacturing environment, with varied travel schedules and time zones.

This job description indicates the general nature and level of work performed by employees in this classification. It is not a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

SencorpWhite is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all qualified applicants and employees without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law.