Sr. Account Executive – Enterprise Solutions

ID
2020-13850
Job Locations
US-CA-Orange
Category
Sales
Job Type
Regular/Permanent
Job Time
Full-Time
Experience Level
Senior Level
Education Level
Bachelors Degree
Travel %
40
Shift Schedule
Standard
Posting Date
3 weeks ago(10/5/2020 7:41 PM)

Company Overview

Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 7,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.
 
Headquartered in Atlanta, Georgia, Dematic is a member of KION Group, a global leader in industrial trucks, related services and supply chain solutions. Across more than 100 countries worldwide, the KION Group designs, builds and supports logistics solutions that optimize material and information flow within factories, warehouses and distribution centers. The company is the largest manufacturer of industrial trucks in Europe, the second-largest producer of forklifts globally and a leading provider of warehouse automation.

The Role

The Role

Are you a highly consultative sales professional with a background in logistics, automation, or engineering industries? Are you interested in joining a fast-growing team of highly experienced professionals, focused on driving new business with industry-leading solutions? We would love to have you join our rapidly growing company to sell complex logistics solutions to some of the largest distributors across the US.

 

Essential Role and Responsibilities

Dematic is seeking an experienced, senior level account executive to grow our Enterprise Solution segment; targeting large, complex opportunities that require integrated solutions with multiple technologies and a high software content.  The successful candidate must be able to work alongside customers to formulate insight-driven, end-to-end supply chain solutions that improve customer operations, enhance productivity, protect profit and reduce risk.  The candidate should be self-driven and highly collaborative, adept at negotiating complex enterprise agreements, fostering and establishing relationships with senior supply chain executives, and highly effective at understanding and solving customer business challenges by leveraging our industry-leading solutions.

 

Responsibilities include:

 

  • 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 opportunities.
  • Qualify new opportunities and those in the existing sales funnel 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.

 

What We Are Looking For

Qualification Requirements

  • BS/BA in related discipline or advanced degree. A degree in Engineering is a plus.
  • Typically, 8-10 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)
  • Successful demonstration of the key responsibilities as presented above.
  • Excellent verbal and written communication/presentation skills.
  • 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.
  • Models our Values of Integrity, Collaboration, Courage, and Excellence.

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