Thorough knowledge of at least one key vertical market, with the ability to drive business development and marketing efforts to build targeted pipeline
Develop and implement Strategic Account Penetration plans for targeted accounts
Qualify new opportunities by leveraging market, account and solution expertise to determine appropriate utilization of resources
Work in conjunction with other Dematic functions to provide the best solution to the customer (Solution Development, Project Management, Engineering, Finance, etc.)
Develop a complete understanding of the customers' organizational structure and key buying influences
Perform customer presentations, articulating the value proposition of product/solution/service offerings and highly complex ROI
Confidently drive a team of internal experts to negotiate and close a complex sale with executive level individuals
Manage high revenue-based opportunities to meet revenue and margin growth strategies
Provide management with recommendations for improving volume, market share and price levels

BS/BA in related discipline or advanced degree
A degree in Engineering is a plus
Typically, 12+ years of successful experience in complex, highly technical solution to distribution or logistics companies
Previous consultative selling experience preferred
Must be able to negotiate complex deals at the C-Suite level, including experience with executive level engagements and communication
Vertical Market and Automated Solution expertise
Experience with Supply Chain Execution software preferred
Experience selling multi-million-dollar projects ($20+ million in size)
Able to multi-task and work in a high-growth, fast-paced and deadline driven environment successfully
Willingness for business travel, up to 50%
Proficiency in Salesforce preferred
Training in strategic selling methodology (Miller Heiman) preferred.

Strategic Account Manager

Key skills