Sr Corporate Accounts Executive

POSITION OVERVIEW

The Sr Corporate Accounts Executive is responsible to help grow our sales in the Corporate Accounts group by working with customers on material handling solutions. They will work with both new and existing clients to help them formalize a solution and then work to bring the opportunity to a close.

CORE VALUES

We at Systems in Motion live by a core set of beliefs and principles that include:

Integrity

Optimistic and Growth Oriented

Make it Happen

Passionate and Enthusiastic

Own It

Creative Problem Solver

PRIMARY DUTIES AND RESPONSIBILITIES

• Work hard, work smart and have fun!
• Work with Corporate Accounts Director on new opportunities that are brought to the group.
• Understand existing customer's organizational structure develop strong relationships within all corporate levels including executive, operations, engineering, purchasing, and maintenance.
• Demonstrate industry techniques and knowledge of best business practice by applying innovative material handling principles, theories, and concepts.
• Customize solutions to increase the customer's overall profitability, productivity, and safety by gathering data, analyzing information, and solving problems. Evaluates concepts and recommends best solution. Use evaluation techniques ranging from simple "pro and con" comparisons to ROI calculations. Use drawings to facilitate concept understanding.
• Develop proposals that include technical and functional descriptions, spreadsheets, drawings, and material flow diagrams. Improve gross margins through pricing, perceived market value, and product/service mix. Presents proposals to clients.
• Follow-up on all proposals, negotiate improved financial and contractual concepts until deal is closed. Identify technical and commercial risks for customer and CSI, provide mitigating solutions.
• Process orders and inform customers of project status (includes shipping, installation, start-up, final payment, etc.)
• Prepare and perform client presentations articulating the value proposition of product, solution, and service offerings.
• Create repeat customers and provide the highest level of customer service and support.
• Offer customers after sales service and preventive maintenance plans.
• Utilize a Customer Relationship Management (CRM) tool to track the sales cycle. Develop customer relationships by identifying business needs and growth plans, educating key decision makers, and recommending integrated solutions to achieve business goals.
• Work to gather project information from customers through site visits, phone conversations and electronic communication.
• Prepare Master Estimate Sheets for proposals showing all project costs as needed.
• Travel to job site as required or necessary.

OTHER DUTIES AND RESPONSIBILITIES

• Participate in sales and company meetings, trade shows, workshops, seminars, and professional organizations.
• Develop strong relationships with key suppliers. Identify and integrate supplier new products and emerging technologies in solutions based selling.
• Track and share knowledge of competitor activities, products, systems, services, prices, and other market conditions/trends to increase market penetration and capitalize on business opportunities.

DECISION MAKING

• Selecting suppliers and establishing mark-up/margins.
• Ability to efficiently manage time, priorities and tasks to ensure we are best serving our customers.

SUPERVISORY RESPONSIBILITY

Number of Direct Indirect

Positions Supervised Employees Report Report

None 1 None None

EDUCATION

Bachelor's Degree in Engineering, Technology, or related degree/experience

EXPERIENCE

10+ years experience in technical sales role

Material handling systems experience and/or distribution operations experience required

CERTIFICATIONS/LICENSES

Must possess valid Drivers' License. Will travel local (4 hour radius) 40-50% of the time, overnight travel to be minimal
TECHNICAL/COMPUTER SKILLS

Ability and Desire to Learn!

Required Computer Skills: Excel, Word, Outlook, Internet

Proficient user of presentation tools (MS PowerPoint)

Working knowledge of AutoCAD a plus

Advanced user of presentation tools (MS PowerPoint)

MATH SKILLS/REASONING ABILITY

Strong mathematical skills and reasoning ability required

SKILLS REQUIRED

Present a strong sales-oriented demeanor with entrepreneurial spirit

Excellent oral and written communication skills.

Able to work independently as well as in a team environment.

Excellent organization and negotiation skills, time management, and problem solving capabilities

Self-motivated and ability to multitask

Excellent judgment and solid decision making skills

Detailed oriented and works with a high degree of accuracy

Ability to tactfully handle stressful and difficult situations

Possess strong problem solving skills

Knowledge of mechanical equipment and installation

Ability to read drawings and visualize details in three dimensions

PERSONAL QUALITIES/TRAITS

Team Player Dependable

Positive Attitude Customer Focused

Ethical and Honest Productive

Motivated Adaptability

Punctual

ENVIRONMENTAL/PHYSICAL FACTORS

This position works 50% in the office and 50% visits to customer facilities.

This position requires, at times, to work in a warehouse environment.

This position requires ability to lift 25 lbs.