Account Manager - Territory Based

Voss Equipment, Inc. is seeking a motivated, results-driven Account Manager to develop new business, manage existing customer relationships, and expand Voss Equipment’s presence within an assigned geographic territory.

The Account Manager serves as the primary point of contact between Voss Equipment and the customer. This position is responsible for understanding each customer’s operation, identifying equipment and service needs, and coordinating solutions across Voss Equipment’s full range of material-handling products and services. They are expected to maintain an active presence within their territory, provide responsive customer service, use Salesforce to document opportunities and activities, and work closely with Voss Equipment’s Sales, Service, Parts, Rental, Marketing, and Warehouse Solutions teams.

The Account Manager reports to the Vice President of Sales or other designated sales leaders.

Essential Duties and Responsibilities:

New Business Development

• Prospect for new customers and business opportunities within the assigned territory through cold calling, referrals, networking, and other lead-generation activities.
• Generate and qualify leads by identifying customer needs.
• Schedule and conduct sales appointments, facility visits, equipment demonstrations, and customer presentations.
• Develop new relationships with business owners, operations leaders, and other decision-makers.
• Convert qualified opportunities into new customers and long-term Voss Equipment relationships.
• Meet or exceed established sales, revenue, gross-profit, activity, and new-account goals.

Territory and Account Management

• Manage all sales activity within the assigned geographic territory.
• Maintain regular, meaningful contact with new and existing customers.
• Develop a territory plan that balances prospecting, customer retention, opportunity development, and account growth.
• Manage a high volume of accounts while prioritizing activity based on customer needs, opportunity potential, urgency, and company objectives.
• Identify inactive, underserved, or underdeveloped accounts and create plans to reengage or expand those relationships.
• Conduct regular customer visits and maintain a consistent field presence within the territory.
• Protect and strengthen Voss Equipment’s existing customer relationships by remaining responsive, visible, and informed.
• Coordinate account transitions and customer introductions when territory or staffing changes occur.

Consultative Sales and Customer Solutions

• Perform operational, cost-benefit, fleet, and needs analysis for new and existing customers.
• Recommend solutions based on the customer’s application, facility, workload, safety requirements, operational priorities, and budget.
• Present Voss Equipment’s complete range of solutions, including:
  • New and used lift trucks and material-handling equipment
  • Short- and long-term rental equipment
  • Fleet replacement and leasing options
  • Planned maintenance and emergency service
  • OEM and all-make parts
  • Operator safety training
  • Batteries, chargers, tires, attachments, and accessories
  • Warehouse design, storage, racking, safety, and automation solutions
  • Telematics, operator-assist, and fleet-management technology
• Prepare and present professional proposals, quotations, demonstrations, and recommendations.
• Clearly communicate product features, operational benefits, ownership costs, & ROI
• Negotiate within established pricing and approval guidelines while protecting company profitability.
• Guide customers through the complete purchasing process, from initial discovery through proposal, order, delivery, and post-sale follow-up.

Customer Relationship Management

• Build and maintain strong, professional relationships by providing responsive service and placing the customer’s operational needs first.
• Serve as the customer’s primary Voss Equipment contact and help connect the customer with the appropriate internal department or subject-matter expert.
  • Follow up promptly on customer questions, website inquiries, referrals, marketing-generated leads, service opportunities, and other assigned leads.
  • Maintain involvement with customer communication even when another Voss Equipment department is responsible for completing the requested work.
  • Confirm customer satisfaction after equipment deliveries, major repairs, installations, training sessions, and other significant transactions.
  • Address concerns professionally and coordinate timely resolution with the appropriate department.
• Look beyond individual transactions to identify opportunities that increase customer lifetime value and strengthen the overall relationship.

CRM, Forecasting, and Reporting

• Use Salesforce as the official system for documenting customer and prospect activity.
• Enter and maintain accurate account, contact, lead, opportunity, appointment, quotation, and follow-up information.
• Record meaningful notes following customer calls, meetings, site visits, demonstrations, and other sales activities.
• Provide management with accurate sales forecasts and regular updates regarding territory activity, pipeline development, competitive activity, and account concerns.
• Track personal appointments, proposals, open opportunities, follow-up commitments, and sales results.
• Review open leads and opportunities regularly to ensure timely follow-up and accurate reporting.
• Use available customer, fleet, service, website, marketing, and CRM information to identify additional sales opportunities.

Cross-Department Collaboration

• Collaborate with Sales leadership and Voss Equipment’s Service, Parts, Rental, Used Equipment, Marketing, Warehouse Solutions, Training, and administrative teams to provide a coordinated customer experience.
• Communicate complete and accurate customer information to the departments responsible for quotations, service, parts, rental coordination, equipment preparation, delivery, invoicing, and support.
• Provide internal teams with the information needed to fulfill customer commitments successfully.

Market and Competitive Awareness

• Develop a working understanding of competing equipment, service programs, pricing approaches, and market positioning.
• Identify emerging customer needs, industry changes, and potential threats or opportunities.
• Use market information to adjust prospecting, account-development, and sales strategies.
• Share relevant customer feedback, market observations, competitive information, and recurring operational concerns with management.
• Support the principle that customers do not experience Voss Equipment as separate departments—they experience one company.

Product Knowledge and Professional Development

• Develop and maintain a strong working knowledge of Voss Equipment’s products, services, programs, and internal processes.
• Complete required manufacturer, product, sales, safety, CRM, and company training.
• Stay informed about new equipment, technology, applications, financing options, safety features, and industry developments.
• Take personal responsibility for maintaining the knowledge and skills necessary to represent Voss Equipment professionally.

Travel and Field Activity

• Travel regularly throughout the assigned territory to meet with customers, prospects, and business partners.
• Maintain a consistent schedule of customer-facing field activity, generally a minimum of three days per week or as directed by Sales leadership.
• Attend trade shows, manufacturer meetings, customer events, networking opportunities, and industry functions as required.
• Maintain a valid driver’s license and an acceptable driving record.

Performance Expectations

The Account Manager is expected to:

• Meet or exceed established sales, revenue, gross-profit, new-account, and activity goals.
• Maintain a healthy and accurately documented sales pipeline.
• Follow up on assigned leads and customer requests within established timeframes.
• Consistently prospect for new business while maintaining existing accounts.
• Keep Salesforce records complete, accurate, and current.
• Maintain regular contact with customers throughout the assigned territory.
• Demonstrate ownership of customer needs and internal follow-through.
• Represent Voss Equipment professionally and ethically.
• Contribute positively to company profitability, customer retention, and team performance.

Qualifications

Required

• At least three years of successful experience in outside sales, account management, business development, or a comparable customer-facing role.
• Demonstrated ability to develop new business and achieve sales or revenue targets.
• Experience working with business decision-makers and managing multiple accounts or opportunities.
• Excellent verbal, written, interpersonal, and customer-service skills.
• Strong prospecting, presentation, negotiation, and closing abilities.
• Ability to assess customer needs and present appropriate business solutions.
• Strong time-management, planning, follow-up, and organizational skills.
• Ability to work independently while collaborating effectively with internal teams.
• Proficiency with Microsoft Office applications.
• Ability and willingness to learn and consistently use Salesforce or another CRM platform.
• Valid driver’s license and ability to travel throughout the assigned territory.

Preferred

• Experience selling forklifts, material-handling equipment, industrial equipment, capital equipment, fleet services, warehouse solutions, or related business-to-business services.
• Familiarity with equipment financing, leasing, rental, maintenance, or total-cost-of-ownership sales.
• Experience managing geographically defined sales territory.
• Formal sales, negotiation, account-management, or CRM training.
• College degree or equivalent combination of education and relevant professional experience.

Compensation

This position offers a competitive base salary plus commission. The compensation structure provides a dependable base income while rewarding performance through commission opportunities tied to individual sales results, account development, and company profitability. Specific commission terms, performance expectations, and eligibility requirements will be reviewed during the hiring process.

About Voss Equipment, Inc.

Voss Equipment, Inc. has served Chicagoland and Northwest Indiana businesses since 1934. The company provides material-handling equipment, service, parts, rental solutions, operator training, warehouse solutions, railcar movers, and other products and services designed to keep customers’ operations productive, safe, and moving forward.

For over 90 years, Voss Equipment has been a trusted name in the material handling industry. By joining our team, you’ll play a vital role in ensuring businesses across the region get the support they need to keep moving forward.