Automation Account Manager (33242)

POSITION SUMMARY

Responsible for driving profitable growth of warehouse automation solutions within an assigned territory through the development of new business opportunities and expansion of existing customer relationships. The Warehouse Automation Account Manager is expected to generate the majority of opportunities through proactive prospecting, networking, cold calling, and relationship development, while leveraging leads provided by Material Handling Equipment (MHE) Territory Representatives and Warehouse Solutions Specialists. This position works closely with customers, sales teams, engineering, operations, and vendor partners to identify customer needs and develop automation solutions that improve productivity, efficiency, throughput, safety, and return on investment. Responsible for managing the sales process from opportunity identification through project award while achieving assigned sales and profitability objectives.

ESSENTIAL FUNCTIONS

Reasonable Accommodations Statement
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Essential Functions Statement(s)

• Generates the majority of sales opportunities through proactive prospecting, cold calling, networking, customer referrals, industry events, and strategic account development activities.
• Leverages leads identified by Warehouse Solutions Specialists and MHE Territory Representatives while maintaining a strong focus on self-generated opportunities.
• Develops and maintains a robust sales pipeline and is responsible for achieving assigned sales and gross margin objectives.
• Assists in training MHE (territory) sales representatives to recognize warehouse automation opportunities within existing customer accounts.
• Provides customer success stories, case studies, and industry best practices to support regional business development efforts.
• Develops new business opportunities by identifying customer needs and translating automation solutions into measurable operational and financial benefits.
• Conducts discovery meetings to identify customer challenges, labor constraints, throughput requirements, and automation opportunities.
• Effectively identifies, communicates, and works through customer problems, issues, and opportunities within corporate and retail networks.
• Collaborates with engineering, operations, project management, and vendor partners to develop warehouse automation solutions that meet customer requirements.
• Prepares and presents proposals, system concepts, value propositions, and return-on-investment analyses to customers.
• Maintains accurate opportunity tracking, forecasting, and customer activity records within company CRM systems.
• Serves as a subject matter resource for warehouse automation solutions, material handling equipment, warehouse software, robotics, and related technologies.
• Demonstrates professional consultative selling practices and maintains strong customer relationships throughout all stages of the sales cycle.
• Possesses a strong understanding of warehouse automation technologies and the ability to communicate technical concepts to operational and executive-level audiences.
• Travels throughout assigned territory to conduct customer meetings, site assessments, presentations, and project development activities.
• Performs other duties as assigned by management.