Strategic Account Manager

Gorbel’s mission is simple: We improve people’s lives.

That mission guides everything we do, from the products and service we provide to our outside customers to the work environment we foster for our employees. We are a manufacturer of material handling and fall protection products for the production and warehouse/distributionsectors. We’re on the cutting edge of manufacturing and distribution; a thriving, growing company that is constantly seeking out new ways to innovate and elevate our products and our processes - and we’re looking for people like you to join us in that mission.

We’re currently hiring for open positions in the US and Canada. We operate in Canada as Engineered Lifting Systems and Equipment (ELS)/DBA Gorbel® Canada, and subsequent communication related to Canadian positions may show the ELS name. You may be contacted by phone by recruitment personnel based in either Canada or New York.

Work Shift:

Job Description:

The Warehouse Solutions, Strategic Account Manager will be an impactful member on the Destuff-it / Restuff-it conveyor sales team as they develop and grow existing accounts, and close on opportunities for new business. They will provide an exceptional customer experience during the sales cycle and tactfully manage client relationships.

Responsibilities:

• Manage a targeted group of national accounts - travel throughout North America to call on customers and prospects to solicit inquiries and orders.
• Solicit inquiries and orders; follow-up on open opportunities; work closely with WHS Sales Manager and other members of the Sales team.
• Partner with and support other members of the Sales team and approved external partners to support ELS customers and enable the success of the team as a whole.
• Conduct sales calls/meetings with customers by promoting and demonstrating ELS products.
• Work in coordination with the WHS Manager to develop a rolling three-year business plan.
• Plan cost-effective solutions for arranging product demonstrations.
• Provide technical and sales support to the end users -- become a subject matter expert when it comes to finding the best solutions for the end user applications.
• Develop and maintain strong relationships at all levels (including upper management) with assigned national accounts (active, inactive, and prospective).
• While developing the accounts, identify pilot site location, account champion and corporate stake holders.
• Maintain records related to customer structure, size of opportunity and methodology for national procurement and deployment.
• Work with customer points of contact (POCs) on NDAs, Master Supply or Master Product Agreements (MSA, MPA, etc.)
• Nurture accounts from pilot test to larger scale deployment to point where ELS equipment becomes the standard for their warehouse operations.
• Act as primary POC to customer during development and when appropriate manage the transition of primary POC responsibility to the Customer Success Manager.
• Prepare and keep documentation current in proprietary system upon completion of calls: log call reports, call plans, sales reports, and general database activity for all customer documentation.
• Build relationships, communicate product knowledge, and utilize sales tools.
• Work with project managers to meet customer deadlines.
• Stay up to date on product innovations, competitors’ products, pricing, warranties, and trends across many industries in supply chain, warehousing, and logistics.
• Work with a sense of urgency to follow up inquiries, answer questions, provide quotations, and do contract reviews.
• Develop and meet challenging forecasts and goals, review forecasts and goals on a monthly basis.
• Suggest methods and programs to increase sales; Help identify high potential markets/applications, product improvement ideas, etc., and work with Sales team to develop strategies and needed sales collateral.
• Act as a liaison between the field and the home office.
• Communicate voice of customer feedback to the company.
• Manage expenses per company policy.
• Participate in trade shows and industry events to promote company and products to customers and prospects.
• Maintain trade association memberships to support continuous learning and professional development of skills to excel in the role.
• Establish and develop good contacts and relationships with pertinent customer personnel; satisfied customers who can then become references to promote products.
• Execute on other duties, as assigned.

Training Requirements/Job Qualifications

Interpersonal & Intrapersonal Skills

• Operates with a high degree of business acumen and knows the Logistics/Warehousing/Distribution space.
• A positive attitude and willingness to learn and lead change, to suit organizational needs.
• A team player with a self-motivated drive.
• Able to work effectively with others and lead and participate successfully as a part of a team.
• Acts ethically, with a strong moral compass and drives for results.
• An analytical and strategic mindset than can evaluate complex situations and determine the best course of action.
• Exceptional presentation and business correspondence writing skills.
• A continuous improvement mindset that consistently seeks out areas for evaluation and development.
• Excellent planning, time management and organizational abilities and able to effectively manage multiple priorities while meeting timelines.
• Able to articulate sales information and data with individuals across various levels and backgrounds, internally and externally.

Education

• Degree or Diploma in Business, Marketing, Engineering, or related field preferred but not required. Will consider a combination of relevant industry experience and a demonstrated commitment to ongoing professional development.

Experience

• 5+ years of experience preferably selling capital equipment via multi-channels to big box retailers and/or the Logistics/Warehousing/Distribution industry; or equivalent combination of education and experience.
• Experience successfully managing large national accounts preferred.
• Demonstrated ability to learn technical aspect of products.

Job Qualifications and Training Requirements

• Track record of presenting ideas and concepts to customers closing the sale.
• Demonstrated proficiency with ERP software and strong Outlook and Excel abilities.
• Must have valid passport, and able to travel to customer or vendor locations in Canada, USA, and occasionally outside North America.
• Moderate overnight travel (up to 50%), must have the use of a personal vehicle with valid driver’s license.
• Well organized; ability to multi-task to complete projects and requirements in a timely manner.

In addition to the responsibilities listed above, employees are also expected to complete other duties as required. All employees are expected to have familiarized themselves with the Health & Safety and Human Resources policy manuals, work in conjunction with all policies and procedures at ELS, complete work as assigned to the best of your abilities, including their responsibilities as outlined in each.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. It is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.

A reasonable estimate of the current range is: Min $105,577 - Max $159,865.