Key Account Development Manager

About Heli

Heli America Inc. is the U.S. subsidiary of Anhui Heli Co., Ltd., a global manufacturer of forklifts and material handling equipment. We support customers across warehousing, logistics, manufacturing, rental, and industrial sectors through a growing authorized dealer network and a broad portfolio of material handling solutions.

As Heli expands its presence in the North American market, we are building a strong commercial team focused on dealer development, strategic account growth, product support, and long-term customer partnerships.

About the role

Heli America is seeking a Key Account Development Manager to lead strategic account development across multiple sales channels and business models, including national and regional end users, rental companies, fleet operators, logistics companies, warehouse operators, distribution centers, manufacturers, and other high-potential commercial accounts.

This role is responsible for identifying, developing, and converting key account opportunities that can drive long-term equipment sales, rental fleet penetration, fleet replacement programs, and strategic market expansion. The ideal candidate is a commercially mature business development professional with strong experience in B2B sales, strategic account development, industrial equipment, material handling, rental, logistics, or fleet-based industries.

This is a growth-oriented role requiring strong market insight, account strategy, cross-functional coordination, and executive-level customer engagement.

Key Responsibilities

• Develop and execute key account growth strategies across different channels, including direct end users, rental companies, fleet operators, logistics providers, warehousing groups, manufacturers, and other strategic commercial accounts.
• Identify high-value target accounts with strong equipment demand, fleet replacement potential, rental expansion opportunities, or long-term strategic value.
• Build and manage a pipeline of national, regional, and large local accounts through market research, prospecting, referrals, trade shows, industry networks, dealer intelligence, and direct outreach.
• Develop account-specific strategies based on customer operation needs, fleet size, product application, purchasing cycle, rental demand, budget planning, service expectations, and decision-making structure.
• Lead key account conversations from initial contact to opportunity qualification, product positioning, quotation coordination, proposal development, negotiation support, and deal execution.
• Promote HELI equipment solutions to customers across multiple business models, including direct purchase, fleet replacement, rental fleet acquisition, pilot programs, long-term supply arrangements, and strategic partnership opportunities.
• Work closely with authorized dealers to support key account development where applicable, while maintaining proper channel discipline, territory alignment, and internal approval processes.
• Coordinate cross-functional support from Sales, Product, Parts, Service, Logistics, Finance, Marketing, and Management to deliver competitive and practical customer solutions.
• Analyze customer fleet profiles, application requirements, operational pain points, total cost of ownership, service needs, and competitor presence to position HELI solutions effectively.
• Prepare key account development reports, pipeline updates, opportunity reviews, account plans, customer visit summaries, and market feedback for management review.
• Conduct regular market and channel analysis to identify growth opportunities in target industries, geographic regions, rental segments, and fleet-heavy customer groups.
• Support pricing strategy, product configuration, delivery planning, service support planning, and commercial proposal development for key account opportunities.
• Track key account performance, including pipeline value, quotation activity, conversion rate, account penetration, repeat business, customer feedback, and strategic growth potential.
• Represent the company professionally in customer meetings, dealer meetings, trade shows, industry events, product demonstrations, and executive-level business discussions.
• Provide management with business recommendations regarding key account strategy, dealer coordination, rental channel development, product demand, competitive positioning, and market entry opportunities.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, Industrial Distribution, Engineering, or a related field preferred.
• 5+ years of experience in B2B sales, business development, key account management, national account sales, rental sales, fleet sales, industrial equipment sales, material handling, logistics, or related industries.
• Proven ability to develop new business from strategic accounts, large commercial customers, rental companies, fleet operators, or multi-location organizations.
• Experience selling forklifts, material handling equipment, warehouse equipment, industrial machinery, commercial vehicles, construction equipment, rental equipment, or other capital equipment is strongly preferred.
• Strong understanding of complex B2B sales cycles, including prospecting, account mapping, needs analysis, proposal development, pricing coordination, negotiation, and long-term account development.
• Ability to engage with senior decision-makers, including owners, executives, operations leaders, fleet managers, procurement teams, and branch or regional managers.
• Strong commercial judgment, with the ability to balance account growth, pricing discipline, margin protection, channel relationships, and long-term brand development.
• Strong analytical skills with the ability to evaluate market opportunity, customer potential, fleet size, product fit, competitive position, and account development priorities.
• Excellent communication, presentation, negotiation, relationship-building, and follow-up skills.
• Ability to coordinate internal resources and drive execution across multiple departments.
• Proficiency with Microsoft Excel, PowerPoint, CRM systems, pipeline reporting, and account planning tools.
• Ability to travel regularly for customer visits, dealer coordination, trade shows, product demonstrations, and market development activities.

Preferred Attributes

• Hunter mindset with strategic account development capability.
• Strong ownership, urgency, and follow-through.
• Comfortable opening new channels, testing new business models, and building account development processes from the ground up.
• Understands both direct key account development and dealer channel management.
• Able to convert customer needs, market signals, and competitive intelligence into practical business opportunities.
• Professional, commercially mature, data-driven, and comfortable working in a multicultural business environment.

Key Performance Indicators

• New key account pipeline value.
• Number of qualified strategic accounts developed.
• Quotation value and conversion rate.
• Sales volume from key accounts.
• Rental account development and fleet penetration.
• End-user account growth and repeat purchase activity.
• Account visit frequency and follow-up completion.
• Dealer-supported key account opportunities.
• Market and territory development progress.
• Quality and timeliness of account development reports.

What we offer

• Competitive base salary based on experience.
• Performance-based incentive or commission opportunity plan based on company policy.
• Medical, dental, vision, 401(k), paid time off, and other company benefits.
• Career growth opportunities in key account management, national account sales, channel development, and business leadership.

Equal Employment Opportunity

Heli America is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other legally protected status.