Note: The job is a remote job and is open to candidates in USA. UMH is hiring an Account Executive – Direct Sales to generate new revenue by identifying, qualifying, proposing to, and closing strategic accounts. The role owns sales strategy and the full account lifecycle, grows client relationships, and sells UMH’s material handling products and services across an assigned region.
Responsibilities
- Proactively research, qualify, and cultivate new leads and markets using available electronic means, marketing and sales tools, and in-person prospecting when possible
- Work to identify and research potential end-user clients in target areas/markets
- Develop, plan, and execute effective strategies to enhance market share within assigned areas/accounts
- Engage and convert qualified prospects to become new clients
- Cultivate and expand end-user customer relationships while showcasing UMH's products/services and guiding problem resolution
- Comfortable engaging C-Level and VP-Level decision makers
- 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
- Meet or exceed individual and team sales targets; drive consistent sales revenue and gross profit growth across all product segments
- Persuasive presentation skills and consultative sales abilities
- Build and manage a robust pipeline of new clients, overseeing the entire sales process from start to finish
- Facilitate marketing efforts by regularly communicating discovered needs, trends, beneficial events, and other market intelligence
- 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 expertise in warehouse, material handling, intralogistics, and distribution operations to develop innovative solutions using material handling and automation technologies
- Work closely with the UMH team to ensure smooth and complete account onboarding
- Prepare and issue proposals and quotes for assigned prospects and clients
- Travel as required to cover assigned accounts/markets (travel can exceed 40%)
- 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
Skills
- The Account Executive – Direct Sales is a highly skilled professional who utilizes their experience as an accomplished industrial equipment or material handling sales professional
- Minimum of 5 years of experience in developing new business and expanding existing customer base in distribution or direct-to-customer sales
- 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
- Excellent written and verbal communication skills, including strong presentation experience
- Preferred experience in selling pallet rack, storage systems, integrated conveyor systems and other material handling equipment
- Ideally, they bring a powerful C-Level network along with their other required qualifications
- Comfortable engaging C-Level and VP-Level decision makers
- Persuasive presentation skills and consultative sales abilities
- Preferably Salesforce
Benefits
- Commission based on sales performance
- Medical insurance
- Dental insurance
- Vision insurance
- A 401(k) plan
- Paid time off
- Paid holidays
Company Overview